Senior Director of Sales

Flock Freight

Flock Freight

Sales & Business Development
San Diego, CA, USA · Chicago, IL, USA
Posted on Tuesday, June 4, 2024

Hey there. Glad you found us! Flock Freight is a technology company that’s creating a smarter, more sustainable supply chain. Recognized on the CNBC “Top 50 Disruptors” list three years running (checking in this year at #20), Flock’s patented technology finds and fills trucks’ empty spaces so shippers can save money, carriers can earn more money, and goods move terminal-free with more accuracy and fewer emissions. Sounds like a pretty big task, right? Welp, it is. But we know we can make it happen.

If you’re looking for the opportunity to make a difference then you’ve come to the right place. We’re looking for folks that are innovative, love collaborating in a fast-paced environment, and find joy and excitement in doing the hard work. If that sounds like you then keep on reading and see if this role is the one for you.

As the Senior Director of Sales, you will be responsible for delivering predictable and sustainable business growth by developing and executing a data-driven sales strategy across the entire sales lifecycle. You will lead a high-performance sales team, fostering a culture of operational excellence and long-term customer relationships.

Key Responsibilities:

  • Develop and refine a comprehensive sales strategy for the SMB market.
  • Achieve key business targets including volume, revenue, and gross profit by year-end.
  • Enhance sales lifecycle performance and continuously elevate team capabilities.
  • Build and maintain strong relationships with internal stakeholders and external partners.
  • Drive operational improvements to increase sales efficiency and effectiveness.

Core Competencies:

Strategic Leadership:

  • Proficient in developing and enhancing sales strategies for the SMB segment.
  • In-depth knowledge of SMB market dynamics and customer segmentation.
  • Strong relationship-building skills for long-term partnerships.

Full-Funnel Sales Expertise:

  • Proven success across all sales lifecycle stages from prospecting to customer retention.
  • Excellent negotiation and presentation skills, adept at closing deals and building trust.
  • Experience in both new business acquisition and customer base expansion.

Sales Management: Coaching & Development:

  • Exceptional coaching abilities to foster a high-performance sales team focused on continuous improvement.
  • Proven leadership in managing and inspiring teams, overseeing about 35 staff including 4 Sales Managers and 30 sales personnel.
  • Promotes a culture of accountability and results-oriented performance.

Data-Driven Decision Making:

  • Strong analytical skills to utilize data for optimizing sales strategies and performance.
  • Skilled in setting clear objectives, tracking progress, and making necessary adjustments.

Operational Excellence:

  • Effective collaboration skills to streamline sales operations and enhance efficiency.
  • Committed to a data-driven approach, working closely with Revenue and Sales Operations for strategic implementations.

Communication & Collaboration:

  • Excellent communication skills for building relationships with internal and external stakeholders.
  • Ability to clearly convey the company's value proposition to SMB customers and motivate the sales team.


  • 10+ years of a proven track record in SMB logistics sales and strategic sales leadership. Freight experience is strongly preferred.
  • Expertise in managing full sales funnels and leading high-performing sales teams.
  • Strong analytical skills with a focus on data-driven decision-making and strategy refinement.
  • Excellent communication and negotiation skills, with the ability to inspire and engage teams and partners.

The expected on-target earnings range for this position is $240,000 to $300,000 per year. This range reflects typical earning potential in this role. When determining an offer, we take into account a variety of factors that are important in making compensation decisions including, but not limited, to: skill sets; experience and tenure; education and certifications; and other business and organizational needs. The disclosed range estimate is based on market data for the greater San Diego area. Salary bands may, in some circumstances, be adjusted to a different geographic area depending on the candidate's position and location. In general, Flock Freight targets the mid-point of this salary range.

In addition to salary, full-time employees are also eligible for an equity package and our competitive benefits that support you and your family as part of your total rewards package at Flock Freight. Our policy is that we target candidates local to one of Flock Freight’s headquarters locations (San Diego and Chicago) and ask that employees work in-office.

Our promise to you:

Flock Freight is committed to creating an environment that’s fair and inclusive. We fill our open positions based on qualifications, merit, and business needs. We value the skills of people from all backgrounds and are proud to hire, promote, and retain talent from a diverse candidate pool. Diverse perspectives are central to innovation at Flock Freight and make our team better. We're interested in your inherent abilities, not just the skills you bring from your last role - if you think you have what it takes to succeed in the role but don't check every box, please still get in touch. We'd love to start a conversation with you.

Life & Benefits of the Flock:

  • Flexible PTO: Our Flockers work hard and deserve the time they need to rest and recharge. With no accrual system, we encourage you to the time you need off, when you need it.
  • 401(k) Employer Match: We know Flock may just be a stepping stone in your epic journey, but we want to be sure you’re setting your future self up for success! For that reason, we provide a 401(k) plan that offers a 4% employer match.
  • Medical, Dental & Vision: Generous coverage for employees and dependents. Both HMO and PPO options provided with 100% Employer paid options for employees.

Flock Freight has zero tolerance for behavior that negatively impacts marginalized groups, including women, people of color, veterans, immigrants, people with disabilities, and members of the LGBTQIA+ community. We invite people of all identities to join the Flock!