Note: The job is a remote job and is open to candidates in USA. CXT Software is a leader in providing technology solutions for logistics operations, and they are seeking a VP of Sales to shape their newly unified sales organization. The role involves developing sales strategies, leading teams, and ensuring revenue growth in the Transportation Management Systems market.
Responsibilities
- Develop and execute a comprehensive sales strategy that drives predictable, scalable revenue growth across all target markets
- Lead as a true player-coach, actively supporting SEs on complex opportunities and personally running point on our largest, most complex enterprise deals to ensure successful close
- Drive cross-functional alignment across Marketing, Customer Success, and Product to ensure integrated GTM execution. Establish shared KPIs, joint planning, and continuous feedback loops to improve win rates, expansion, and product-market fit
- Build and scale the sales organization from the ground up, including SEs, SDRs, and sales operations, fostering a culture of accountability, urgency, and performance excellence
- Define and enforce process discipline across the sales cycle, including ICP clarity, outbound and SDR scripting, pipeline generation expectations, territory management, CRM hygiene, and rigorous stage qualification
- Establish and manage KPIs, forecasting models, and pipeline discipline to ensure consistent performance and accurate revenue visibility
- Own forecasting accuracy through rigorous pipeline inspection, predictable stage-progression criteria, and standardized qualification frameworks (MEDDPICC, SPICED, or similar). Partner with FP&A for reliable weekly, monthly, quarterly, and annual forecasts
- Serve as the public-facing sales leader for the organization by participating in webinars, conferences, trade shows, and customer-facing events, representing the unified CXT brand
- Drive expansion in key verticals (courier, shippers, healthcare) through targeted initiatives and strategic market development
- Develop and execute strategic partnership initiatives with key ecosystem players to unlock new revenue channels and strengthen market position
- Own the full sales process, from prospecting to negotiation to close, ensuring operational excellence and a world-class customer experience
- Monitor market trends, TMS competitive dynamics, and customer needs to maintain a strong, differentiated value proposition and inform ongoing GTM strategy
- Demonstrate leadership that drives a high-accountability culture focused on transparency, coaching, data-driven decision-making, and continuous improvement
Skills
- 15+ years of progressive experience in B2B SaaS sales, including at least 7 years in senior SaaS sales leadership roles with direct ownership of multi-million-dollar revenue targets
- 2+ years of direct experience selling Transportation Management Systems (TMS) or last-mile / logistics technology is required
- Background scaling mid-market to enterprise SaaS companies
- Proven track record of forecasting accuracy through rigorous pipeline inspection, predictable stage-progression criteria, and standardized qualification frameworks (MEDDPICC, SPICED, or similar) for reliable weekly, monthly, quarterly, and annual reporting
- Demonstrated experience building and scaling sales organizations from the ground up using repeatable frameworks and playbooks
- Experience in healthcare delivery, or related operational B2B verticals
- Prior experience in integrating sales teams post-acquisition
- MBA or other relevant graduate degree
- Professional certifications such as Certified Sales Executive, Strategic Sales Management, or equivalent leadership/sales credentials are considered a plus
- Experience leading public-facing commercial activities (webinars, events, speaking engagements)
- Experience building strategic partnerships in the logistics ecosystem
Benefits
- 100% Remote and Global: Enjoy the freedom to live your best life from anywhere in the world.
- Flexible Work Environment: Work at times that suit you best. We prioritize results and customer satisfaction over rigid schedules.
- Dedicated Growth Path: Receive consistent, meaningful feedback and support tailored to help you achieve your personal career goals.
- Access to Leading Tools and Technology: Enhance your skills with the latest tools, playbooks, and technology.
- Engaging Community Activities: Participate in coffee chats, happy hours, cooking classes, book clubs, and more!
- Eligible employees may participate in company-sponsored medical, dental, vision, 401(k), paid time off, paid holidays, parental leave, and other benefit programs, subject to eligibility requirements and plan terms.
Company Overview