Director of Sales

About the Role

The Director of Sales will act as a trusted commercial partner to freight railroads, intermodal operators, and logistics partners, blending sales execution with deep insight into freight flows, lane economics, and customer value creation. The role requires close collaboration with product, engineering, operations, and executive leadership to ensure that commercial strategy, customer commitments, and deployments are aligned and scalable. Success will be measured in three phases: within the first month the incumbent will grasp Parallel’s system and target segments to engage in credible conversations; by two months they will independently manage end‑to‑end customer engagements, including strategy and executive dialogues; and by three months they will be running outbound and inbound campaigns, building a healthy pipeline and ideally closing an initial deal. • Lead customer discovery focused on freight lanes, shipper needs, service reliability, and revenue opportunities enabled by Parallel’s system. • Position Parallel’s vehicle and software platform as a revenue and network optimization solution, not just a technology deployment. • Develop commercial proposals, pilot structures, pricing models, and long-term agreements tied to customer ROI and lane performance. • Build strong relationships with customer commercial, operations, and executive teams to drive internal alignment and deal momentum. • Translate market and customer insights into go-to-market strategy, sales messaging, and product priorities. • Create repeatable sales playbooks for outbound strategy, deal qualification, pipeline management, and post-sale expansion. • Represent Parallel at industry events, customer meetings, and strategic forums with credibility across both commercial and operational audiences. • Partner with legal, regulatory, and policy teams to ensure commercial structures align with rail and transportation requirements.

Key Responsibilities

• ▸customer discovery
• ▸revenue optimization
• ▸commercial proposals
• ▸sales playbooks
• ▸pipeline management
• ▸stakeholder alignment

What You Bring

• Own end-to-end sales execution across freight rail, intermodal, and logistics customers, from prospecting through close and expansion. • 5+ years in sales, business development, or customer‑facing commercial roles within freight brokerage, logistics, intermodal, rail, or transportation technology. • Experience selling complex B2B solutions tied to freight movement, lanes, pricing, or operational performance. • Strong understanding of how shippers, brokers, and carriers evaluate service, cost, and reliability. • Ability and desire to operate as a high‑impact individual contributor with ownership of revenue outcomes. • Experience working in startups, new business lines, or early‑stage commercial environments. • Background in freight brokerage, third‑party logistics, or shipper‑facing sales. • Comfort engaging deeply on lane economics, network design, and operational tradeoffs. • Strong systems thinking with the ability to connect customer pain points to scalable commercial solutions. • Clear, confident communication style that builds trust across operational, commercial, and executive stakeholders.

Requirements

• ▸5+ years
• ▸freight sales
• ▸b2b solutions
• ▸startup experience
• ▸systems thinking
• ▸clear communication

Benefits

The position offers a base salary of $120,000–$140,000 plus commission, with on‑target earnings expected between $200,000 and $300,000. Compensation is structured to be fair, transparent, and compliant with applicable laws, with final figures determined during the interview process.

Work Environment

Hybrid