Senior Director, Sales Strategy and Operations

Seattle, Washington /
Executive /
Convoy is transforming the $800 billion trucking industry. Our mission is to transport the world with endless capacity and zero waste. The industry is huge and so is the opportunity to change the way freight moves.

The next time you’re out driving and see an 18-wheeler on the road, that truck is empty 35% of the time. When big trucks drive empty, they throw unnecessary CO2 into the atmosphere. In fact, empty trucks generate more than 76 million metric tons of wasted carbon emissions every year. At Convoy, our digital freight network helps reduce those empty miles and cut carbon waste by nearly half.

This is your opportunity to collaborate with an incredible group of people and help transform the freight industry. Join Convoy and help move the world forward.

About you: 

As the Head of Business Strategy and Revenue Operations, you will envision a strategy that challenges convention to transform the freight industry for our customers on both sides of the marketplace. To achieve your objectives, your roadmap will span across multiple teams including Growth, Sales, Account Management, Operations, and Marketing. You will be comfortable in executive environments guiding complex business strategy conversations.  You will be equally as comfortable working with Data Scientists diving into an analysis that would drive that strategy.  You must build confidence in the numbers as they drive key business decisions.  You are the person that can see around the corner and guide the business accordingly.

You will:

    • Lead Convoy’s business strategy and revenue operations teams as a key cross-functional executive.
    • Lead Shipper Insights product focused on mining Convoy’s rich supply chain data and framing that data into actionable insights that major shippers can use to drive improvements.
    • Be a critical member of the revenue organization’s leadership; influencing our story/value proposition, go-to-market strategy and offerings.
    • Manage sale and marketing operations functions including all systems and tools.
    • Lead WBR function for Revenue teams including all key pipeline and forecasting views.
    • Manage sales enablement teams and all sales training resources.
    • Lead business strategy teams that liaison with key functions like Supply, Marketplace Growth, Operations and Product.
    • Balance 2 sided marketplace to earn profit, leveraging business strategy, key insights data and pipeline views.
    • Develop innovative GTM approaches and offerings in partnership with Product teams based on business needs.
    • Building strong advocacy with key internal partner teams such as Legal, Pricing, Finance and Product to accelerate deal velocity and growth.

We’re looking for someone who has:

    • BA/BS degree. MBA preferred.
    • 15+ years of sales operations and business strategy experience in the tech industry or transportation/supply chain industry (e.g. managing and building teams, demonstrated success in growing client revenue and customer satisfaction).
    • Experience working with high performing sales teams, including salespeople who’ve sold to Fortune 500 companies.  
    • Demonstrated leadership skills in managing and influencing decision-makers and key stakeholders.
    • Outstanding communication and interpersonal skills; demonstrated ability to positively impact and influence; superior peer relationship skills.
    • Strong written and verbal communication skills.
    • Strong ability to develop and maintain internal relationships and build trust.
    • Proven ability to manage multiple, competing priorities simultaneously.
    • Comfort with ambiguity; ability to be flexible in a rapidly changing environment.
    • You are a self starter; comfortable with defining goals, success factors, and key metrics for programs, and delivering against them.
    • You have the demonstrated ability to be an inspirational leader, including building and maintaining strong team culture and morale.
    • You have strong analytical abilities with a background in planning and managing through data.
    • You have excellent interpersonal communication skills.

Specific Activities & Responsibilities:

    • Daily Coaching, mentoring and motivating members of the team.
    • Driving on WBRs, MBRs and QBRs from a revenue perspective.
    • You have proven experience and passion for coaching, motivating, and growing the people you work with.
    • Excellent organizational skills.
    • Analyze and report weekly on key metrics and forecast to senior leadership.
    • Developing strategic account strategies for team members based on performance of key metrics that your team develops.
    • Assess sales activities and forecasts, determine sales progress and required improvements across broader sales team
    • Ensure the team effectively leverages sales tools & systems - Gong, Salesforce, BPTs, etc.
    • Drive key products and GTM approaches thru sales teams for adoption and metrics impact
    • Inspire, motivate and enable personal and career development 
    • Identify, interview and hire strategy and operations talent and continually “raise the bar” with each new hire
    • Contribute creative ideas and best practices to help the organization become world-class
    • Work cross functionally within sales, Shipper - and across operations, marketing, network and marketplace growth, etc.
    • Be an exemplar of Convoy’s values, foster collaboration, and bolster our team based environment.
Convoy is an equal-opportunity employer and we welcome applicants from all backgrounds. If you’re a passionate team player who wants to have an outsized impact on a diverse and dynamic team, we’d love to hear from you!

Employees' wellbeing is top of mind for the Convoy team. Outside of offering excellent medical, dental, and vision benefits, we also offer the following: 

* On demand mental and emotional health benefits through Lyra 
* On demand primary care through 98.6
* Generous paid time off
* Paid parental leave program 
* Fertility benefit solutions via Progyny
* Child-care and adult/elder-care options through Bright Horizons
* Opportunity to join and contribute to one of our Employee Resource Groups
* Ability to make a real world impact!

Convoy is an equal-opportunity employer and we welcome applicants from all backgrounds. If you’re a passionate team player who wants to have an outsized impact on a diverse and dynamic team, we’d love to hear from you!