Manager, Customer Sales

Company Overview:

Flock Freight is the largest Shared Truckload (STL) freight brokerage in the U.S., transforming underutilized truckload capacity into tangible value: cost savings for shippers, increased earnings for carriers, and a smaller carbon footprint.

Their AI-powered, patented pooling technology optimizes across Flock's entire customer network, combining shipments from thousands of businesses into efficient Shared Truckloads. With STL, shippers enjoy truckload-level service while only paying for the space they need. Trusted by thousands of customers, from some of the largest enterprises to growing brands, Flock Freight delivers an unmatched combination of cost efficiency, exceptional service, and a streamlined shipping experience.

Flock Freight has been a Certified B Corp since 2020, meeting high social, environmental, transparency, and accountability standards to all of our stakeholders.

Team/Department Overview:

Business Development - Reporting directly to the Manager of Sales.

Target Start Date: Tuesday, September 8th

The Manager, Customer Sales leads, coaches, and develops a team of Business Development Account Executives responsible for generating qualified pipeline and creating new revenue opportunities. This role combines frontline sales leadership, performance management, strategic planning, and operational discipline to ensure consistent quota attainment and sustainable growth.

Key Responsibilities

• Lead the team to achieve or exceed pipeline, revenue, gross-margin, and quota targets.
• Establish clear performance expectations, operating rhythms, activity standards, and accountability measures.
• Coach AEs through regular 1:1s, call reviews, deal strategy, role plays, and individualized development plans.
• Monitor pipeline health, conversion rates, sales activity, forecast accuracy, and CRM hygiene.
• Develop strategies to improve prospecting effectiveness, opportunity quality, win rates, and sales-cycle efficiency.
• Support recruiting, onboarding, ramp, certification, and ongoing development of BD AEs.
• Partner with senior sales leadership, pricing, operations, marketing, and customer teams to remove execution barriers.
• Provide accurate forecasts, performance insights, and recommendations to leadership.
• Reinforce customer-focused, data-driven, and profitable selling practices.
• Identify performance gaps early and implement focused improvement plans.

Required Qualifications

• 5+ years of experience in sales, business development, or revenue leadership.
• 2+ years of experience managing, coaching, or mentoring quota-carrying sales professionals.
• Demonstrated success achieving or exceeding team and individual sales targets.
• Strong understanding of pipeline management, sales forecasting, CRM processes, and performance analytics.
• Proven ability to coach prospecting, discovery, qualification, objection handling, and closing skills.
• Excellent communication, organization, judgment, and cross-functional collaboration skills.
• Ability to operate in a fast-paced, metrics-driven environment while maintaining a high standard of execution.
• Experience in freight, logistics, transportation, supply chain, or another complex B2B sales environment.
• Experience leading high-velocity or outbound business development teams.

Preferred Qualifications

• Familiarity with Salesforce, Gong, and sales enablement platforms.
• Experience building sales playbooks, onboarding programs, or performance-improvement plans.

Performance Measures

Success will be measured by team and individual AE quota attainment, qualified pipeline creation, pipeline coverage, conversion and win rates, forecast accuracy, gross-margin performance, AE ramp success, coaching execution, and CRM discipline.

Leadership Profile

The ideal leader is commercially minded, highly coachable, consistent, data-driven, and capable of balancing high accountability with genuine investment in people. They create clarity, build confidence, address challenges directly, and inspire the team to deliver strong customer and business outcomes.

• Compensation

The base salary range for this position is $100,000 - $120,000 per year + commission opportunity with meaningful upside. This reflects typical earning potential in this role based on market data and individual factors including skill sets, experience, and geographic location. In addition to salary, full-time employees are eligible for an equity package and competitive benefits that support you and your family as part of your total rewards package at Flock Freight.

Life & Benefits of the Flock:

• Hybrid Work Model: As an organization we value in-office collaboration, working cross-functionally, and winning together. Through scheduled in-office and work from home days, we are able to work more efficiently and collaboratively.
• 401(k): 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!
• Medical, Dental & Vision: Generous coverage for employees and dependents. Both HMO and PPO options provided.

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. Were 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 dont check every box, please still get in touch. Wed love to start a conversation with you.

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!

We are targeting talent in the Chicagoland Area.