Enterprise Sales Manager

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November 13

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DAT Freight & Analytics

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Transport • Analytics • Enterprise

DAT Freight & Analytics is a leading provider of truckload freight marketplace and data analytics services in North America. The company operates the largest network for freight transactions, offering solutions for carriers, brokers, and shippers to efficiently match loads with trucks at optimal rates. With services like freight factoring, load boards, rate analytics, and fuel cards, DAT supports the logistics and transportation industry by providing critical market insights and operational tools. Founded in 1978 and headquartered in Beaverton, Oregon, DAT is a business unit of Roper Technologies.

501 - 1000 employees

Founded 1978

🚗 Transport

🏢 Enterprise

📋 Description

• Provide daily coaching, strategic guidance, and constructive feedback to Enterprise Account Managers to improve closing ratios, shorten sales cycles, and increase average deal size. • Manage the team's performance against quarterly and annual targets, implementing performance improvement plans as necessary. • Actively participate in the recruitment, hiring, and onboarding of top-tier enterprise sales talent. • Rigorously manage the team's pipeline, ensuring data integrity, accurate forecasting, and consistent progression of deals through the stages in the CRM. • Act as an executive sponsor and strategic resource on key deals, assisting AMs with complex negotiation tactics, executive alignment, and solution structuring. • Oversee the development and execution of territory plans, ensuring full coverage of target accounts and strategic focus on high-potential market segments. • Deliver accurate weekly, monthly, and quarterly revenue forecasts to senior leadership, providing clear explanations for risks and opportunities. • Execute strategies to drive account management procedures and engagement metrics; delivering best in class customer support and deal deployment. • Work closely with Marketing, Product, and Customer Success teams to ensure alignment on messaging, product roadmap feedback, and seamless customer handoffs. • Synthesize competitive and market intelligence gathered by the team, relaying critical insights to internal stakeholders to inform product development and competitive strategy.

🎯 Requirements

• 5+ years of progressive experience in B2B sales, with at least 3 years in a sales management role leading a team, or 3 years operating in a Strategic AM role focused on Enterprise accounts. • Demonstrable track record of exceeding financial targets in SaaS, technology, or complex B2B solutions. • Expert proficiency in using CRM software (e.g., Salesforce) for pipeline management, reporting, and accurate forecasting. • Deep understanding of complex sales methodologies (e.g., MEDDPIC, Challenger Sale, Miller Heiman). • Exceptional executive-level communication, presentation, and negotiation skills. • Experience selling within the Transportation, Logistics, or Supply Chain Technology industry preferred. • Proven success in a high-growth, fast-paced technology environment preferred. • Bachelor's degree in Business, Marketing, or a related field preferred.

🏖️ Benefits

• Medical, Dental, Vision, Life, and AD&D insurance • Parental Leave • Up to 20 days of paid time off starting in year one • An additional 10 holidays of paid time off per calendar year • 401k matching (immediately vested) • Employee Stock Purchase Plan • Short- and Long-term disability sick leave • Flexible Spending Accounts • Health Savings Accounts • Employee Assistance Program • Additional programs - Employee Referral, Internal Recognition, and Wellness • Free TriMet transit pass (Beaverton Office) • Competitive salary and benefits package • Work on impactful projects in a cutting-edge environment • Collaborative and supportive team culture • Opportunity to make a real difference in the trucking industry • Employee Resource Groups