Role Overview for EVP, Global Sales with a Logistics Software Firm – Indianapolis, IN
JRG Partners is proud to partner with a trailblazing, high-growth logistics software firm in their search for an Executive Vice President (EVP) of Global Sales. Based in the burgeoning tech hub of Indianapolis, IN, our client is at the forefront of revolutionizing the supply chain and logistics industry with their cutting-edge SaaS platform. They are seeking a visionary and results-driven sales leader to architect and execute a global sales strategy that will catapult the company into its next phase of exponential growth.
This is a rare opportunity to join a dynamic executive team, shape the future of a market-leading company, and build a world-class global sales organization from a position of strength. The ideal candidate is a strategic mastermind with a profound understanding of the logistics technology landscape and a proven track record of scaling SaaS sales teams on an international stage. As the EVP of Global Sales, you will be the primary driver of the company’s revenue engine, responsible for all aspects of sales leadership, strategy, and execution across North America, EMEA, and APAC.
You will inherit a talented team and be empowered to hire, mentor, and develop sales leaders and individual contributors who are passionate about solving complex customer challenges. This role requires a leader who is not only a master of sales process and methodology but also a culture-builder who can inspire a global team to achieve ambitious goals. If you are a transformative sales executive with a passion for technology and a desire to make a significant impact in a fast-paced, innovative environment, we invite you to explore this career-defining opportunity.
Key Responsibilities of EVP, Global Sales with a Logistics Software Firm – Indianapolis, IN
Global Sales Strategy Development
Design, implement, and manage a comprehensive global sales strategy that aligns with the company’s ambitious revenue and growth objectives. Define target markets, customer segments, and go-to-market motions for all regions.
Revenue Leadership & Execution
Assume full ownership of the global sales number. Develop and manage a predictable, scalable, and repeatable sales process to consistently meet and exceed quarterly and annual revenue targets. Drive performance across all sales channels, including direct enterprise sales, inside sales, and channel partnerships.
Team Building & Leadership
Recruit, train, mentor, and lead a high-performing global sales organization. Foster a culture of accountability, continuous learning, and success. Set clear performance expectations and provide the coaching and development necessary for the team to excel.
Sales Operations & Process Excellence
Implement and refine sales methodologies (e.g., MEDDIC, Challenger Sales) and operational processes to maximize efficiency and effectiveness. Leverage CRM (Salesforce) and other sales technology tools to ensure accurate forecasting, pipeline management, and performance analytics.
Market & Competitive Intelligence
Serve as an expert on the industry landscape, monitoring market trends, customer needs, and competitive activities. Provide critical feedback to the product and marketing teams to inform strategy and maintain a competitive edge. A deep understanding of the competitive landscape, including key players identified in the Gartner Magic Quadrant for Transportation Management Systems, is crucial.
Executive Collaboration & Alignment
Partner closely with the CEO, CFO, and other C-suite executives to ensure tight alignment between sales and other key functions, including Marketing, Product Management, Customer Success, and Finance. Serve as a key voice on the executive leadership team, contributing to overall company strategy.
Accurate Forecasting & Reporting
Oversee the development of detailed and accurate sales forecasts. Prepare and present regular reports on sales performance, pipeline health, and market insights to the executive team and Board of Directors. Manage the global sales budget effectively.
C-Level Customer Engagement
Personally engage in key enterprise deals, building and maintaining strong relationships with C-level executives at strategic accounts and partner organizations. Act as the executive sponsor for major clients to ensure their long-term success and satisfaction.
Channel & Alliance Strategy
Develop and expand a robust channel and strategic alliance program to create new revenue streams and accelerate market penetration globally. Identify and cultivate relationships with key system integrators, consultants, and technology partners.
Requirements for the EVP, Global Sales with a Logistics Software Firm – Indianapolis, IN
Executive Sales Experience
A minimum of 15+ years of experience in enterprise software/SaaS sales, with at least 7-10 years in a senior leadership capacity (e.g., VP, SVP, or EVP of Sales) managing large, geographically dispersed sales teams.
Industry Expertise
Deep domain knowledge of the supply chain, transportation, and logistics technology sector is mandatory. Proven experience selling complex solutions such as Transportation Management Systems (TMS), Warehouse Management Systems (WMS), or other supply chain execution software.
Proven Track Record of Growth
Demonstrable and quantifiable success in scaling a B2B SaaS company’s revenue from, for example, $50M to $150M+ ARR. A history of consistently exceeding multi-million dollar sales quotas in a fast-growth environment.
Global Leadership
Extensive experience building and managing international sales teams across multiple continents (North America, Europe, Asia). A nuanced understanding of cultural differences in business and sales practices is required.
Strategic & Analytical Mindset
Exceptional strategic thinking skills with the ability to analyze market dynamics and translate them into actionable sales strategies. Highly data-driven, with expertise in sales analytics, forecasting, and pipeline management.
Operational Rigor
Mastery of modern sales processes, methodologies, and the supporting technology stack (Salesforce, SalesLoft, Gong, etc.). Experience in building a predictable revenue machine through operational excellence.
Inspirational Leader
A natural leader and mentor with a proven ability to attract, develop, and retain top sales talent. Must possess high emotional intelligence and the ability to inspire and motivate a diverse team.
Executive Presence
World-class communication, presentation, and negotiation skills. The ability to command a room and articulate a compelling vision to C-level executives, board members, and large audiences.
Education
Bachelor’s degree in Business, Marketing, or a related field is required. An MBA is highly preferred.
Location & Travel
Must be based in or willing to relocate to the Indianapolis, IN area. This role requires significant global travel (up to 50%) to meet with customers, partners, and regional teams.
Benefits & Perks Offered
Our client is committed to attracting and retaining top-tier executive talent and offers a highly competitive and comprehensive compensation and benefits package, including:
Executive Compensation
A highly competitive base salary combined with an aggressive, uncapped commission and bonus structure tied to individual and company performance.
Meaningful Equity
A significant equity stake (stock options) in a rapidly growing, market-leading company, providing a substantial opportunity for wealth creation.
Comprehensive Health Coverage
Premium medical, dental, and vision insurance plans for you and your dependents.
Retirement Planning
A robust 401(k) plan with a generous company match to help you plan for your future.
Generous Time Off
Flexible and generous paid time off (PTO) and paid company holidays to support a healthy work-life balance.
Professional Development
A dedicated budget for executive coaching, conferences, and continued professional development to ensure you remain at the top of your field.
Relocation Support
A comprehensive relocation package is available for the ideal candidate and their family.
Work Environment
A dynamic, innovative, and collaborative work culture headquartered in a state-of-the-art office in Indianapolis.
How to Apply
This is an exclusive search being conducted by JRG Partners. To be considered for this pivotal leadership role, please submit your resume and a cover letter detailing your experience in scaling global SaaS sales organizations within the logistics technology industry. We encourage you to review our expertise in this domain by visiting our Technology and Software Executive Search practice area page. Qualified candidates will be contacted directly by a JRG Partners executive recruiter for a confidential discussion. Our client is an equal opportunity employer and values diversity at their company. They do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
