[Hiring] Global Sales Manager @Forward Air

Role Description

The Global Sales Manager is responsible for leading high‑complexity enterprise sales efforts and driving significant revenue growth across large, strategic customer relationships. This role focuses on advanced solution selling, executive engagement, and long‑term account expansion. Operating as a senior individual contributor, the role leads complex deals and coordinates cross‑functional execution. Success is measured by enterprise revenue growth, strategic account expansion, and customer lifetime value. This role plays a key part in the organization’s enterprise commercial strategy.

Base Salary: $100,000-$150,000 per/year

Incentive Program: Commission-driven plan ranging from 6% to 20% earned on applicable business volume. Final commission payouts are paid monthly, in arrears, and are subject to standard account thresholds, seat charges, invoice aging policies (90+ days), and expense reconciliation rules detailed in the company's sales incentive plan.

Responsibilities

• Own and expand complex, high‑value enterprise customer relationships.
• Lead sophisticated discovery and analysis of customer supply chains and business objectives.
• Develop multi‑solution proposals addressing operational, financial, and strategic customer needs.
• Execute long‑term account strategies focused on expansion, retention, and share of wallet growth.
• Serve as the primary commercial lead for strategic and multi‑site customers.
• Lead complex pricing discussions, contract negotiations, and deal structuring.
• Coordinate cross‑functional teams to support solution development and implementation.
• Partner closely with Customer Success and Operations to ensure delivery excellence.
• Maintain accurate enterprise‑level pipeline visibility and revenue forecasts.
• Monitor competitive positioning and market dynamics affecting strategic accounts.
• Represent Forward in executive‑level customer meetings and business reviews.
• Provide informal mentorship and guidance to less‑experienced sales peers.
• All other duties as assigned to meet evolving business needs.

Qualifications

• Education: Undergraduate degree in business, sales, supply chain, or a related field preferred; High School Diploma or GED equivalent required.
• Certification/Licensure: Supply Chain / Logistics industry certifications preferred.
• Experience: 8+ years of enterprise‑level sales experience.
• Proven success closing large, complex, multi‑year sales opportunities.
• Strong executive presence and advanced consultative selling skills.
• High level of commercial, analytical, and negotiation acumen.
• Advanced CRM and sales analytics proficiency.
• Demonstrated discretion and confidentiality in handling and protecting sensitive information.
• Technical: Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.) and web conferencing (Teams, Zoom, Webex, etc.).
• Environment: Remote; must be comfortable with travel for related meetings/events.