Full-time Head of Sales, Highway

01Sales Director, Capacity Solutions

FLSA Status: Exempt

02Location: Chattanooga, TN (This is an onsite position)

Reports to: VP, Growth & Enablement

03Status: Full-Time

• Role Description:
• Highway is hiring a Sales Director to lead the day-to-day execution of the Capacity Solutions business unit.

This role is responsible for managing Account Executives while driving consistent sales execution across pipeline creation, forecasting, coaching, and team performance. The Sales Director partners closely with the VP, Growth & Enablement to implement commercial priorities, reinforce Highway's sales process, and ensure the Identity organization operates with discipline, accountability, and urgency.

This is a strong fit for a frontline sales leader who enjoys coaching people, inspecting the business, and building high-performing teams in a fast-moving commercial environment.

Your role:

04Team management & coaching

• Manage the daily performance of Capacity Solutions Account Executives.
• Conduct regular one-on-one meetings, coaching sessions, and performance reviews.
• Coach sellers through active opportunities, deal strategy, qualification, negotiation, and closing.
• Identify development opportunities and help team members continuously improve.

05Pipeline management & forecasting

• Maintain a healthy pipeline across the Capacity Solutions business.
• Run weekly pipeline inspections and forecast reviews.
• Challenge opportunity quality, stage progression, and close-date accuracy.
• Identify deal risk early and escalate opportunities requiring additional leadership support.
• Improve forecast accuracy and overall sales predictability.

06Sales execution & operating discipline

• Reinforce Highway's established sales process and operating standards.
• Hold the team accountable for CRM hygiene, opportunity quality, required fields, and sales execution.
• Identify execution gaps and provide coaching to improve consistency.
• Surface process improvement opportunities through regular inspection of the business.

07Cross-functional partnership

Partner with the VP, Growth & Enablement to implement sales priorities, commercial initiatives, and strategic programs across the Load Compliance organization.

Work closely with Marketing to improve lead quality, campaign execution, and target account coverage.

Partner with Revenue Operations to leverage reporting, forecasting, and analytics to improve team performance.

Provide structured feedback to Product and Customer Experience to improve customer outcomes and commercial execution.

08Qualifications

Bachelor's degree in Business Administration, Economics, Finance or related field required.

3+ years of experience managing B2B SaaS or technology sales teams.

Proven track record of delivering revenue through a high-performing sales team.

Experience managing both Account Executives and Business Development Representatives.

Strong pipeline management and forecasting experience.

Demonstrated ability to coach sellers through complex opportunities.

Experience working with Salesforce, Gong, and modern sales technologies.

Excellent communication, coaching, and leadership skills.

High ownership, sound judgment, and the ability to thrive in a fast-paced environment.

09Preferred Qualifications

• Logistics, transportation, or supply chain technology experience.
• Experience selling multi-product SaaS or platform solutions.
• Experience in high-growth organizations.
• Experience managing both inbound and outbound new business motions.
• Experience working with enterprise and strategic accounts.