About PrePass PrePass® is North America's most trusted weigh station bypass and toll management platform. We’re transforming how the transportation industry operates—creating solutions that keep trucks moving safely, efficiently, and compliantly. This means making bold decisions and building systems that support not only fleets but the broader economy. It all starts with enabling commercial vehicles to keep rolling with seamless toll management, weigh station bypass, and safety solutions. It’s what we do best, and we do it to meet the demands of the road every day.   That’s why people join us: our solutions are implemented in real-time, on highways and interstates across the nation, helping fleets go farther, faster. This work challenges and rewards, presenting complex problems that need ambitious answers. We hire bold thinkers with a heart for impact, a passion for progress, and the optimism to shape the future of transportation.   About the Role PrePass is seeking a Sales Manager with experience in transportation, fleet technology, or regulatory compliance solutions to lead our Compliance Services Sales organization. This role will drive growth across our FMCSA and DOT compliance management solutions, serving trucking fleets and transportation companies across North America. This leader will be responsible for developing and scaling a high-performing sales team, executing go-to-market strategies, and driving revenue growth across both compliance services and software offerings. The ideal candidate brings a strong understanding of fleet operations, driver compliance, and transportation regulations, along with a proven ability to lead sales teams in a SaaS or services environment. Essential Responsibilities Team Leadership & Sales Development - Lead, coach, and develop new and tenured Services Sales Representatives. - Manage onboarding, training, and continuous skill development to elevate sales effectiveness. - Establish clear performance expectations, KPIs, and accountability standards. - Conduct regular performance reviews, pipeline coaching, and call evaluations. - Build a culture of ownership, urgency, and continuous improvement.   Services Sales Management & Software Sales Support - Own and manage the Services Sales pipeline to drive consistent revenue growth. - Support the growth of Software Sales through alignment, cross-training, and strategic coordination. - Ensure alignment between services offerings and compliance software management solutions. - Identify expansion opportunities within the existing PrePass client portfolio.   Go-to-Market Strategy & New Business Development - Develop and implement an efficient GTM strategy to secure new business. - Refine targeting, segmentation, and outreach strategies to improve conversion rates. - Partner with Marketing to align campaigns and lead-generation efforts. - Monitor competitive landscape and adjust strategy to maintain market advantage.   Reporting, Analysis & Operational Excellence - Analyze sales metrics, pipeline health, and conversion data to inform decision-making. - Manage forecasting and reporting to ensure accurate revenue projections. - Improve sales processes and workflows to increase efficiency and scalability. - Ensure adherence to FMCSA and DOT compliance standards within sales messaging and positioning.

• Gestionar leads para maximizar conversiones. • Realizar asesorías personalizadas por WhatsApp, llamadas, email y reuniones virtuales/presenciales. • Explicar beneficios de los programas, resolver dudas y cerrar ventas. • Mantener seguimiento constante hasta la matrícula final. • Documentar y reportar métricas de avance y productividad en CRM. • Participar en ferias, webinars y actividades de captación. • Alcanzar y superar objetivos de ventas diarios, semanales y mensuales.

• Lead the B2B outbound prospecting strategy end to end. • Define and give structure to the prospecting process (ICP, messaging, calls, cadences, channels). • Lead the existing SDR team and support their growth and development. • Get hands-on when the context requires it. • Ensure a healthy, predictable pipeline aligned with the Sales team. • Measure, analyze, and continuously optimize the process based on data and results. • Work closely with the VP of Sales and the broader Sales team.

• Own new business development for Distribution & Fulfillment solutions. • Prospect, qualify, and close complex warehouse and fulfillment opportunities, including omnichannel, B2B, B2C, retail compliance, and value-added services. • Lead strategic discovery conversations to understand inventory profiles, order flow, network design, service expectations, and cost drivers. • Partner with Solutions Engineering, Operations, and Pricing to design scalable, executable fulfillment solutions. • Present and defend solutions with confidence, positioning ITS as a long-term supply chain partner—not a transactional provider. • Manage the full sales cycle from initial outreach through proposal, negotiation, and close. • Leverage access to ITS’s transportation portfolio to support broader supply chain conversations and cross-sell where it strengthens the solution. • Build and maintain a healthy pipeline through outbound prospecting, referrals, consultants, and industry relationships. • Use HubSpot CRM to manage pipeline, forecasting, and activity tracking. • Collaborate closely with Marketing to support targeted campaigns, content topics, and outbound outreach efforts that drive awareness, demand, and pipeline for Distribution and Fulfillment solutions. • Develop long-term customer relationships that drive expansion, retention, and multi-solution adoption.