About this role
Head of Sales, Brokerage (CTX)
Player-Coach | All Modes | Remote
The Opportunity
We are a growing freight brokerage operating across all modes — truckload, LTL, drayage, and intermodal. We move freight for real customers, we have a solid operational foundation, and we are ready to grow. What we have not yet cracked is a repeatable sales motion.
This role exists because we need someone who can build that motion from scratch — not inherit a brand, not manage a team that already exists, but come in, sell, figure out what works, and then scale it. That means you will be carrying a bag yourself while simultaneously developing the system, the playbook, and eventually the team that makes us a sales-driven company.
This is not a role for someone who needs a big logo behind them to open doors. It is a role for someone who is good enough at selling to win without one.
What this is not: If your track record is built on inbound leads at a large national broker, a recognized brand, this is probably not the right fit. We need someone who knows how to build relationships and close business on the strength of service and hustle, not name recognition.
What You Will Do
In the First 90 Days — Sell
Take over active prospecting immediately. You will carry a personal quota from day one.
Identify the most winnable customer segments for our business and develop a target account list
Build relationships through outbound — cold calls, warm introductions, in-person visits where it matters
Close new accounts across any mode we can service: TL, LTL, drayage, intermodal
Work closely with our operations team to make sure early wins are serviced well and retained
Ongoing — Build
Develop the sales playbook: ideal customer profile, outreach approach, pitch, objection handling, and close process
Define what ‘good’ looks like for a salesperson at this company — activity metrics, pipeline standards, conversion benchmarks
Identify where our current sales effort is breaking down and fix it
Collaborate with account management to ensure new accounts are handed off cleanly and retained
As We Scale — Coach & Hire
Recruit and hire additional salespeople once the playbook is proven
Coach and develop the sales team — ride-alongs, deal reviews, pipeline coaching
Set team quotas and hold people accountable to them
Report on pipeline, forecast, and performance to leadership
Stay on a personal quota even as the team grows — this is a player-coach role indefinitely
Who You Are
You are a Hunter
You have built a book of business from cold or near-cold outreach — not from inheriting accounts or riding inbound leads at a large broker
You are comfortable picking up the phone, walking into a shipper’s office, and building a relationship over time
You have closed freight accounts where the pitch was ‘trust us, we’ll take care of you’ — not ‘here’s our brand recognition’
You know how to sell service, reliability, and relationships — not just price
You Have Real Freight Experience
You have sold freight brokerage services — you understand modes, lanes, carrier relationships, and shipper needs
You can speak credibly about TL, LTL, drayage, and intermodal to a transportation manager or VP of logistics
You understand how margin works in brokerage and can sell value without giving away the deal
You have at least 3–5 years of freight brokerage sales experience, ideally some of it at a smaller or mid-size shop where you had to figure things out yourself
You Can Coach and Build
You have either managed salespeople before, or you are clearly ready to — you can articulate how you would develop someone
You are a systems thinker: you don’t just want to sell, you want to build something repeatable
You give honest feedback and hold people accountable without burning relationships
You are comfortable with ambiguity — there is no polished playbook waiting for you. You are writing it.
You Are Wired for This Environment
You thrive in a smaller, scrappier organization where you have real ownership and real impact
You do not need a large support infrastructure to be effective
You manage your own time, hit your own deadlines, and don’t wait to be told what to do
You want to be compensated based on what you produce — not just what you’re paid to show up
Compensation
This role is structured as a 50/50 base and variable split. We want you to have real skin in the game, and we want the upside to reflect the value you create.
Component
Structure
Base Salary
$90,000+ depending on experience
Variable
Commission on new accounts you bring in — target variable equal to base at quota
OTE
$180,000+ at quota. Uncapped above that.
Variable structure: Commission is tied to the gross margin generated by accounts you personally bring in. The more you build, the more you earn — and that income stream continues as accounts are retained. We will work through the specifics with the right candidate.
Why This Role
You will have direct access to company leadership and real influence over how the sales org is built
There is no ceiling — if you build it well, you lead it
You will not be selling a commodity at a company with 10,000 other salespeople. Your wins will matter.
The operational foundation is real — you will not be selling something we cannot deliver
Remote with flexibility to run your territory the way you need to
About CloudTrucksCloudTrucks is a virtual trucking carrier in the multi-billion dollar trucking space. Core to this industry are over 3.5M truck drivers. They move more than 70% of all goods transported around the U.S., yet operate in a highly fragmented industry with huge opportunities for products, services and automation. We strive to deliver solutions that help truck drivers operate with much greater efficiency, increase their revenue, and offload business complexity. We are looking for uniquely exceptional people to join us on our journey as we massively scale into an industry-defining business.
We provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.