Senior Sales Executive, Freight Forwarder Growth
Clutch Canada, Chicago, Illinois, United States, 60290
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.
The Opportunity 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.
What You’ll Do 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.
#J-18808-Ljbffr
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.
The Opportunity 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.
What You’ll Do 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.
#J-18808-Ljbffr