Why TransImpact?

At TransImpact, we create innovative technology solutions that transform shipping operations and optimize supply chain efficiency. We are a rapidly growing SaaS company with a collaborative, results-driven culture built on innovation, flexibility, and high performance. Headquartered in Emerald Isle, NC, we combine a beachside vibe with a commitment to excellence. Our clients include some of the most recognizable names in the industry—and they trust us because we consistently deliver measurable impact.

What’s TransImpact Culture Like?

Our Values Drive Everything We Do. The world changes, but our values remain constant. Since day one, TransImpact has been guided by five core principles: Work Ethic, Integrity, Professionalism, Passion, and Perfection. These values shape every interaction—whether with clients or colleagues—and every solution we create.

At TransImpact, we believe happy employees create happy customers—and that synergy drives success for all. We foster a supportive environment built on generosity, humanity, and approachable leadership, helping every team member make a meaningful impact.

We’re proud of our culture and our commitment to giving back. Employees are encouraged to volunteer and engage in charitable work, with 20 hours of paid time dedicated to community service.

Workplace Type

Hybrid if you live within 45 miles of our Emerald Isle, NC, or Independence, OH offices (Mon & Fri remote, Tue–Thu onsite). Otherwise, fully remote from one of the states we are registered in (AR, AZ, CO, CT, DE, FL, GA, ID, IL, KS, MI, MN, MO, MT, NC, NJ, NY, OH, OK, PA, SC, TN, TX, UT, WI, and WV).

Work Hours

Standard hours: 8:00 AM – 5:00 PM ET. We value collaboration during core business hours but offer flexibility where possible. 

Travel: Travel will be up to 10% for team quarterly meetings.

Compensation: We offer a competitive base salary + comprehensive benefits designed to support your well-being.

Perks & Benefits

Why You’ll Love Working Here

• Generous Paid Time Off: Start with 3 weeks of PTO in your first year and enjoy 4 weeks in year two.
• Give Back: Up to 20 hours of Volunteer Time Off (VTO) annually to support causes you care about.
• Summer Fridays: Half-day Fridays during the summer (schedule permitting) for extra sunshine time.
• Flexible Work Options: Hybrid schedule available for team members within 45 miles of the office.
• Comprehensive Health Coverage: Affordable medical, dental, and vision plans for you and your family.
• Retirement Savings: 6% 401(k) match after one year—fully vested from day one of eligibility.
• Office Perks: Stocked snacks, drinks, fancy coffee, and even a putting green to keep things fun.

About the Role

The Director, Freight Audit & Pay / Logistics SaaS Sales will initially operate as a senior individual contributor, owning a personal revenue target and leading complex, high-value sales cycles for our Freight Audit & Payment and logistics spend management SaaS solutions.

As the business scales, this role will transition into a player/coach, adding responsibility for mentoring, onboarding, and leading a small team of sellers while continuing to carry a personal quota. This role is ideal for a proven seller who wants to build something, establish best practices, and grow into sales leadership through execution.

What Your Day-to-Day Will Include

Individual Contributor

• Deliver new ARR and expansion revenue across Freight Audit & Pay offerings.
• Run full consultative sales cycles: discovery, solution design, ROI building, proposal, negotiation, and close.
• Manage complex, multi-stakeholder deals with Finance, Logistics, Transportation, and Procurement leaders.
• Build and maintain a strong pipeline with disciplined CRM usage and accurate forecasting.
• Diagnose customer challenges in freight billing, payment, auditing, compliance, accessorials, and analytics.
• Position key solution capabilities such as invoice ingestion, rate auditing, dispute workflows, approval routing, integrations, and analytics.
• Clearly articulate financial outcomes, including cost recovery, cash flow improvements, and reduced leakage.
• Execute territory and account strategies targeting high-value shippers.
• Identify and close expansion opportunities across modes, analytics, and services.
• Partner with Marketing and Sales Engineering on ICP refinement, messaging, and deal strategy.

Individual Contributor Phase

• New ARR/bookings
• Pipeline creation and velocity
• Win rate & sales cycle time
• Forecast accuracy
• Deal quality & implementation fit

Player/Coach (Triggered by Performance)

Once you demonstrate consistent revenue delivery and mature sales execution, the role expands into leadership.

Leadership & Coaching

• Lead, coach, and mentor a small team while maintaining a personal quota.
• Guide reps on discovery techniques, pricing, deal strategy, negotiation, and executive alignment.
• Establish consistent rhythms: pipeline reviews, forecasting, deal reviews, and win/loss analysis.

Sales Process Development

• Codify best practices for selling Freight Audit & Pay solutions.
• Refine sales stages, qualification criteria, and forecasting methodology.
• Provide feedback to Product, Marketing, and Implementation to strengthen go to market impact.

Hiring & Onboarding

• Participate in interviewing and onboarding new sellers.
• Accelerate ramp through structured coaching and hands-on deal support

Success Metrics (KPIs)

Player/Coach Phase

• Team quota attainment & ramp success
• Rep productivity & pipeline health
• Forecast accuracy across team
• Expansion & retention support
• Adoption of sales processes & playbooks
• Job responsibilities and any other duties needed to help drive our vision, fulfill our mission, and support our organization’s values.

What You Bring

• 7–12+ years of B2B sales experience in Logistics SaaS, Transportation Technology, Freight Audit & Payment, or adjacent spend-management solutions.
• Proven success as a top-performing individual contributor in mid-market and/or enterprise environments.
• Experience selling to Finance, Transportation, and Operations executives.
• Strong consultative selling, ROI modeling, and multi-threaded deal management skills.
• Comfort operating in ambiguity and building repeatable sales motions from the ground up.

Preferred Qualifications

• Direct Freight Audit & Pay experience (parcel and/or LTL strongly preferred).
• Experience selling multi-module or platform SaaS solutions.
• Prior informal leadership, mentoring, or player/coach experience.
• Familiarity with ERP/TMS/AP integrations (NetSuite, SAP, Oracle, Dynamics, common TMS platforms).

Core Attributes

• Hunter mentality with executive polish
• Financially fluent and outcome-oriented
• Process-driven without being rigid
• High accountability and ownership mindset
• Natural coach who leads by example

What We Value in You

• You’re driven by purpose and want to contribute to something bigger than yourself.
• You treat everyone with respect.
• You communicate thoughtfully—both verbally and in writing—with clarity and confidence.
• You bring energy and urgency to your work, taking ownership of outcomes every day.
• You’re a natural leader who builds strong, collaborative teams.
• You’re goal-oriented and skilled at inspiring others to move forward together.

Applicants must be authorized to work for any employer in the United States. We are unable to sponsor or take over sponsorship of an employment visa.

Candidates must be US based and reside in one of the following states: AR, AZ, CO, CT, DE, FL, GA, ID, IL, KS, MI, MN, MO, MT, NC, NJ, NY, OH, OK, PA, SC, TN, TX, UT, WI, and WV

TransImpact is an affirmative action and equal opportunity employer (EOE). Applicants will not be discriminated against because of race, color, creed, sex, sexual orientation, gender identity, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition, or any protected category prohibited by local, state, or federal laws. TransImpact is committed to providing access, equal opportunity, and reasonable accommodation for people with disabilities. To request a reasonable accommodation, contact the Human Resource Department, 440-394-2206.

AI Disclosure

We use AI-assisted tools from LinkedIn and Paylocity to support recruiting tasks like resume searching and screening. These tools process information such as work history, education, skills, and interview responses, but they do not replace human judgment—final hiring decisions are made by people.

We follow all applicable laws, including Title VII and the ADA, and our AI tools are not used in ways that cause unlawful discrimination.

For questions about how your data is used or to request a reasonable accommodation, contact HR at careers@transimpact.com.

Recruiting Fraud Alert:

To all candidates: your personal information and online safety are top of mind for us. At TransImpact, recruiters only direct candidates to apply through our official career pages at www.transimpact.com/careers/jobs.

Recruiters will never request payments, ask for financial account information, or sensitive information like Social Security numbers. If you are unsure if a message is from TransImpact, please email careers@transimpact.com.

Important Notice to Recruitment Agencies

TransImpact partners exclusively with agencies on our Preferred Supplier List and does not accept unsolicited candidate submissions. Any candidates submitted without a formal assignment and signed agreement for a specific requisition, or outside of our defined recruitment process, will not be eligible for any placement fees—regardless of your standard terms and conditions. TransImpact will proactively engage agencies as needed and does not accept solicitation.