Director of Sales

Director of Sales

Parallel Systems is seeking a commercially driven, hands-on sales leader to own revenue generation and customer expansion across freight railroads, intermodal operators, and logistics partners. This is not a transactional sales role. You will operate at the intersection of freight economics, operations, and technology, positioning Parallel’s autonomous rail system to unlock new revenue, improve lane performance, and modernize how railroads compete with trucking.

You will act as a trusted commercial partner to customers, combining sales execution with a deep understanding of freight flows, lane economics, and customer value creation. This role is ideal for someone who has sold complex freight or logistics solutions, understands how shippers and brokers think about lanes, pricing, and service levels, and can translate that knowledge into durable rail partnerships.

You will collaborate closely with product, engineering, operations, and executive leadership to ensure commercial strategy, customer commitments, and deployments are aligned and scalable.

Responsibilities:

• Own end-to-end sales execution across a defined universe of freight rail, intermodal, and logistics customers, from prospecting through close and expansion.
• Lead customer discovery focused on freight lanes, shipper needs, service reliability, and revenue opportunities enabled by Parallel’s system.
• Position Parallel’s vehicle and software platform as a revenue and network optimization solution, not just a technology deployment.
• Develop commercial proposals, pilot structures, pricing models, and long-term agreements tied to customer ROI and lane performance.
• Build strong relationships with customer commercial, operations, and executive teams to drive internal alignment and deal momentum.
• Translate market and customer insights into go-to-market strategy, sales messaging, and product priorities.
• Create repeatable sales playbooks for outbound strategy, deal qualification, pipeline management, and post-sale expansion.
• Represent Parallel at industry events, customer meetings, and strategic forums with credibility across both commercial and operational audiences.
• Partner with legal, regulatory, and policy teams to ensure commercial structures align with rail and transportation requirements.

What Success Looks Like:

• After 30 days: You understand Parallel’s system, target customer segments, and freight use cases well enough to engage credibly in commercial conversations and advance early-stage deals.
• After 60 days: You independently run customer engagements end to end, including deal strategy, internal alignment, customer follow-ups, and executive-level discussions.
• After 90 days: You are actively running outbound and inbound sales campaigns across your target accounts, building pipeline, advancing opportunities, and managing early customer relationships. Ideally, you have closed an initial deal and built a healthy pipeline across multiple stages, with clear line of sight to future revenue growth and expansion.

Basic Requirements:

• 5+ years in sales, business development, or customer-facing commercial roles within freight brokerage, logistics, intermodal, rail, or transportation technology.
• Demonstrated experience selling complex B2B solutions tied to freight movement, lanes, pricing, or operational performance.
• Strong understanding of how shippers, brokers, and carriers evaluate service, cost, and reliability.
• Ability and desire to operate as a high-impact individual contributor with ownership of revenue outcomes.
• Experience working in startups, new business lines, or early-stage commercial environments.

Preferred Qualifications:

• Background in freight brokerage, third-party logistics, or shipper-facing sales.
• Comfort engaging deeply on lane economics, network design, and operational tradeoffs.
• Strong systems thinking with the ability to connect customer pain points to scalable commercial solutions.
• Clear, confident communication style that builds trust across operational, commercial, and executive stakeholders.

Compensation:

• The expected salary for this role is between $120,000-$140,000 plus commission/incentive pay, with an on-target expectation of $200,000-$300,000.