• Conduct new-customer acquisition and advisory calls: proactively identify and reach out to potential customers via various channels (email, phone, industry events/trade shows, etc.) (in collaboration with the team). • Analyze the prospective customer's challenges and needs. We will provide the necessary materials and onboarding. • Assist in building digital sales processes: develop and implement digital sales channels to scale our sales process, including lead research using software, expanding the sales funnel, etc. (in collaboration with the team). • Documentation: prepare and follow up on individual conversations and track key metrics to optimize activities.

• Directly manage, coach, and develop Regional Sales representatives through regular one-on-ones, team meetings, and performance reviews. • Set clear expectations for sales activity, behaviors, and results across the regional sales team. • Provide timely, constructive feedback, and address performance issues with a balance of empathy and accountability. • Identify skill gaps and partner with Sales Leadership to implement targeted training and development initiatives. • Foster a positive, professional, and collaborative sales culture across a geographically distributed team. • Apply experience in commercial vehicles, truck equipment, or related industries to guide sales execution and team coaching. • Partner with the Director of Sales to establish sales goals, quotas, and priorities for regional teams. • Monitor pipeline health, sales activity, and performance trends; proactively identify and address risks. • Support Regional Sales representatives in navigating distributor relationships, customer dynamics, and complex sales opportunities. • Represent Tommy Gate at distributor meetings, open houses, and regional or national industry events.

Role Description We are seeking a dynamic and results-driven Territory Sales Representative (TSR) Road Warrior to drive sales growth, build strong merchant relationships, and reduce attrition in assigned territories. The ideal candidate must be skilled in business development, on-location training, shop onboarding, CRM management, and route optimization. The Territory Sales Representative will be responsible for signing up 12 new shops per month and conducting 15 daily check-ins with leads and existing merchants to ensure engagement, increased sales, and retention. The TSR is also responsible for growth within an assigned market. - Sign up a minimum of 12 new shops per month within the assigned area. - Conduct a minimum of 15 visits daily to leads to enroll them, and to existing merchants to maintain strong relationships, prevent attrition, and increase sales. - Accurately log all merchant interactions in notes and sales activities in CRM. - Provide ongoing support, troubleshooting, and training to merchants. - Utilize Salesforce Maps to design optimized and intelligent daily visit routes. - Participate in industry, merchant, and local events in a promotional capacity. - Meet or exceed the monthly originations quota by effectively enrolling new leads and maintaining strong relationships with existing merchants and increasing sales. - The TSR handles related tasks as needed and as assigned by the VP of Sales & Marketing or the Company. Qualifications - 1+ years of outside sales experience preferred. - Experience in selling to automotive repair centers is highly preferred. - Bilingual in English and Spanish, with the ability to conduct business and build client relationships in both languages. - Driver license, insurance, clean driving record, and reliable vehicle. - Backgrounds in high-volume, customer-focused sales environments — such as Enterprise Rent-A-Car, Hertz, or wireless sales (T-Mobile, Verizon, etc.) — are highly transferable and often lead to success in this role. - Bachelor's degree in business, Marketing, or related field preferred, but not required. - Strong knowledge of CRM systems (Salesforce preferred) and ability to log interactions effectively. - Track record of consistently meeting or exceeding quota. - Must be self-motivated, assertive, and able to take initiative. - Proficient in MS Office and web presentation tools. - Excellent verbal and written communication skills. - Strong listening and presentation skills. - Ability to multitask, prioritize, and manage time effectively. - Must be willing to travel outside of your territory at least 10% of the time. - Must meet minimum technical requirement to work remotely. - Once a conditional job offer has been extended, a satisfactory background and credit check will be required. Benefits - Base Salary $50-60K DOE, plus Commission. - Car allowance - $300 per month plus gas. - Internet reimbursement - $40 per month. - Company iPhone, iPad, laptop. - Robust health insurance including individual and family Medical, Dental and Vision. - Relax and recharge with Paid Time Off (PTO) Program; plus 10 paid holidays. - Financial health with 401(k) programs and employer match. - Take care of your emotional, physical, and financial wellbeing with access to EAP. - We invest in your future through ongoing learning and development resources. - Save on taxes with Flexible Spending or Health Savings Accounts. - Peace of mind with Life and AD&D Insurance. - Discounts for shopping at various retailers.

• Carry and achieve a personal annual sales quota, directly owning a pipeline of net-new and expansion opportunities across ShipperGuide • Actively prospect, develop, and close strategic deals, modeling best-in-class selling behaviors for the team • Own and manage a personal book of business, including key accounts and high-value prospects, with full accountability for forecasting and pipeline health • Develop and execute a unified go-to-market strategy for both ShipperGuide and OpenDock that maximizes market penetration and revenue growth • Drive full-funnel sales execution, from lead qualification to closing and onboarding • Establish repeatable sales processes and ensure consistent adoption of tools, CRM hygiene, and reporting standards • Partner with marketing to define and refine ICPs, messaging, and campaign strategies • Align with Customer Success to ensure a smooth handoff from sales to onboarding and retention initiatives • Collaborate with Finance on pricing strategies, discount approvals, and revenue forecasting • Work with the Account Management team to proactively identify and execute account growth strategies, including upsells and cross-sells • Work closely with Managed Transportation and Brokerage sales leadership to identify cross-sell and upsell opportunities