Senior Sales Executive, Freight Forwarder Growth

About the role

We are seeking a high-performing sales leader who thrives in a hunter + farmer role. This position is responsible for winning new freight forwarder accounts while aggressively expanding volume and profitability within existing forwarder relationships. You will drive branch-by-branch adoption across forwarder networks and own the full sales lifecycle - from prospecting and pipeline creation through onboarding and account expansion - partnering closely with operations and customer support to ensure long-term success.

Responsibilities

• New Account Development (Hunting)
• Prospect, qualify, and close new freight forwarder accounts aligned to our ideal customer profile
• Build and manage a strong outbound pipeline via calls, email, networking, and referrals
• Conduct consultative discovery to understand operational needs and buying processes
• Develop proposals, pricing strategies, and service plans that drive profitable growth
• Own the sales process from first contact through first shipment stabilization
• Existing Customer Expansion (Growth Focus)
• Drive volume and gross profit growth within current freight forwarder accounts
• Map forwarder organizations and identify additional branch decision-makers
• Onboard additional branches and expand adoption across forwarder networks
• Expand share-of-wallet by adding lanes, services, and repeat shipment programs
• Lead structured account growth plans with clear targets and next steps
• Coordinate internally to remove obstacles and accelerate expansion
• Sales Execution & Collaboration
• Partner with operations and customer teams to ensure seamless onboarding
• Maintain clear communication during implementation and issue resolution
• Manage pipeline, forecasting, and account planning within CRM
• Stay informed on market trends, competitive positioning, and customer needs
• What Success Looks Like
• Measurable growth in volume and gross profit across existing forwarder accounts
• Consistent onboarding of new branches within current customers
• Increased share-of-wallet through additional lanes and services
• Closed-won new forwarder accounts that become active shippers
• Accurate forecasting and a healthy, well-managed pipeline
• What You Bring
• 5+ years of B2B sales experience in logistics, transportation, or supply chain
• Proven success in outbound prospecting and closing new business
• Experience selling into freight forwarders or building forwarder relationships
• Demonstrated ability to expand wallet-share within existing accounts
• Strong discovery, presentation, and negotiation skills
• Experience managing multi-stakeholder deals
• CRM proficiency and disciplined pipeline management
• Comfortable operating in a performance-driven environment
• Preferred
• Existing relationships in the freight forwarder ecosystem
• Experience selling freight forwarding or LTL solutions
• Experience with mid-market and enterprise accounts
• Familiarity with structured sales methodologies (MEDDICC, SPICED, Challenger, etc.)
• Benefits & Perks
• At Cargomatic, we believe great people do their best work when they're supported - professionally and personally. We offer a competitive benefits package designed to promote health, flexibility, and long-term growth, including:
• Competitive base salary + performance-based incentive compensation
• Medical, dental, and vision insurance with multiple plan options
• 401(k) retirement plan with company match
• Generous paid time off (PTO), including holidays
• Remote-friendly work environment with flexibility for field-based roles
• Career growth opportunities within a fast-growing logistics technology company
• Collaborative, entrepreneurial culture where performance and accountability are valued
• Tools and resources to support sales success (CRM, enablement, operational support)
• Why Join ITG Trans
• This role is central to ITG's next phase of growth. You'll have the opportunity to build meaningful forwarder relationships, expand multi-branch networks, and directly impact revenue growth in a high-visibility role within a growing logistics platform powered by Cargomatic.
• If you're a driven sales professional who excels at both winning new business and expanding strategic accounts, we'd love to connect.

Benefits

Additional Information

Senior Sales Executive / Freight Forwarder Growth Freight Forwarder Growth (New Logo + Existing Account Expansion) Location: Chicago, IL Reports To: Mike Anderson Compensation: Total on-target earnings of up to $185,000 annually (base salary plus bonus potential) About ITG Trans ITG Trans, powered by Cargomatic, is a fast-growing logistics and transportation provider delivering reliable, flexible freight solutions nationwide. We partner with freight forwarders across multi-branch networks to provide scalable, high-performance transportation solutions. As we enter our next phase of growth, we are investing in top-tier sales talent to accelerate new customer acquisition and expand share-of-wallet within our existing freight forwarder portfolio.

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