Loadsmart

Lead SaaS sales team, carry sales quota, develop sales strategy, and drive revenue growth for logistics technology products. | 7+ years SaaS TMS sales with 5+ years leadership, proven multi-million dollar deal closing, and strong operational sales discipline. | ARE YOU INTERESTED IN JOINING AN INNOVATIVE LOGISTICS TECHNOLOGY COMPANY? Loadsmart is a growth-stage technology company valued at over $1 billion (a true Tech Unicorn)! We are a collection of industry veterans and user-centered engineers using innovative technology to fearlessly reinvent the future of freight by helping shippers, brokers, warehouses and carriers to move more with less. With headquarters in Chicago and a globally distributed remote team, Loadsmart continues to attract top talent committed to driving meaningful change. We seek professionals who embody our core values: curiosity, clarity, results, commitment, and teamwork. We are seeking an experienced, results-driven Director of SaaS Sales to lead our ShipperGuide TMS team. This is a player-coach role where you will personally carry and be accountable to an individual sales quota while simultaneously leading, developing, and scaling your team. You own end-to-end sales strategy, execution, and revenue growth for the product; driving alignment, building scalable processes, and consistently exceeding both personal and team targets. A key focus will be maximizing cross-sell opportunities by positioning ShipperGuide’s complementary solutions, increasing customer lifetime value, both through your own book of business and through the deals your team closes. This role will work closely with marketing to ensure timely, persistent, high-quality follow-up on inbound leads, resulting in closed deals through disciplined outreach, consistent cadences, and a consultative, value-selling approach. The ideal candidate is a hands-on SaaS sales leader with experience in multi-product, high-growth environments selling logistics tech/ TMS. You’ll balance strategy and execution, while shifting from competing on features or price to selling business value and ROI. Job Type: (Exempt) - U.S. Only DEPARTMENT: SaaS Sales - Shipperguide LOCATION: Chicago IL or remote WHAT YOU GET TO DO: • 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 REQUIRED QUALIFICATIONS: • 7+ years in SaaS TMS sales with at least 5 years in a leadership role, including direct quota-carrying responsibility at the Director level or above • Experience in public speaking and events • Proven track record of personally closing multi-million-dollar deals while simultaneously leading a team to exceed ARR targets • Strong operational discipline with the ability to build scalable, repeatable sales processes • Proven track record of leading teams to exceed multi-million-dollar ARR targets • Exceptional communication, negotiation, and presentation skills • Proficiency in Salesforce, SalesLoft, and sales analytics tools • Experience selling into supply chain, logistics, transportation, or similar industries • Experience managing multi-product sales teams or selling a platform with complementary offerings • Familiarity with both SMB/mid-market and enterprise SaaS sales motions • History of working closely with marketing and product to refine GTM strategy $157,000 - $200,000 a year The compensation offered for this role will be based on multiple factors such as location, the role’s scope and complexity, the candidate’s experience and expertise. In addition to your base compensation offer, this role is eligible for an incentive bonus andyou will also receive stock options and benefits listed below. WORKING AT LOADSMART: • Competitive base salaries - we believe in rewarding top talent • Extremely competitive Equity package - become a shareholder in our company! • Loadie Time Off - PTO and sick days without a limit • Comprehensive Medical, Dental, and Vision insurance plans • 401k Match • Applicants must be currently authorized to work in the United States on a full-time basis. Loadsmart will not sponsor applicants for work visas. At Loadsmart, we believe our biggest asset is our people. We are proud to be an equal opportunity employer, hiring and developing individuals from diverse backgrounds and experiences to add to our collaborative culture. Loadsmart treats all candidates and employees with respect and does not discriminate in our recruiting, hiring, and promoting processes, including on the basis of race, color, religion, sex, age, sexual orientation, gender identity and/or expression, national origin, veteran status, or disability. It is the policy of Loadsmart that all offers of employment made shall be contingent upon successful completion of electronic background check(s). These checks will be job-related, consistent with business necessity and conducted by our vendor, pursuant to all applicable laws, rules, policies and procedures of our candidates' specific locale. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Maintain and troubleshoot embedded hardware-software integration for SmartGate edge compute devices in a remote setting. | Requires embedded Linux, NVIDIA Jetson, IP camera systems, video streaming protocols, and remote fleet management experience. | We are looking for an Embedded Systems Engineer to join our SmartGate team. SmartGate is Loadsmart's Physical AI platform for warehouses and distribution centers - computer vision systems deployed at customer gates that automatically identify trucks, capture license plates and DOT numbers, automate check-ins, and feed real-time data into Opendock, our dock and yard management platform. The technology runs on NVIDIA Jetson edge compute devices paired with AXIS IP cameras, packaged in self-contained outdoor enclosures with LTE connectivity and power systems designed to operate reliably in all conditions, including solar-powered installations. This is a fast-paced, deadline-driven role: this engineer owns the full hardware-software integration layer, including the edge software stack, compatibility validation, fleet reliability, and remote troubleshooting. Physical installation at customer sites is performed by contractors. DEPARTMENT: Engineering LOCATION: United States (Remote) WHAT YOU GET TO DO: • Maintain end-to-end system integrity across the SmartGate hardware-software stack: AXIS IP cameras, NVIDIA Jetson edge compute devices, Savant video pipeline, LTE modems, routing hardware, outdoor enclosures, and power systems; test new hardware generations, firmware versions, and software releases against the production stack before fleet-wide rollout >• Build, configure, and validate complete hardware kits ahead of customer deployments; verify power budget compliance for solar-capable configurations; coordinate with installation contractors on setup expectations and post-install validation >• Deploy and update SmartGate software across 30+ edge and cloud gates using the Ansible-based Fleet Management system; manage hardware inventory and prepare Jetson and camera kits for shipment to new sites >• Remotely diagnose and resolve failures across the deployed fleet, including Savant pipeline lockups, camera connectivity issues, and networking misconfigurations; perform on-site visits when remote resolution is not achievable >• Develop and maintain commissioning runbooks and validation procedures; collaborate with the Computer Vision team on hardware-side model validation and root cause analysis for missed or incorrect gate events >• Test and benchmark which SmartGate pipeline workloads can run directly on AXIS camera hardware versus the Jetson; AXIS cameras include the ARTPEC-8 chip with an onboard AI inference engine (Larod) and support custom applications via the AXIS Camera Application Platform (ACAP). > REQUIRED QUALIFICATIONS: • Linux: 2+ years of production experience with embedded or server-side Linux, including service configuration, log analysis, and process-level debugging; NVIDIA Jetson experience is a strong plus >• Scripting: 2+ years writing Python and/or Bash for production use, including diagnostic tools and operational automation in Linux or embedded environments >• Networking: working knowledge of IP networking (subnets, VLANs, DNS, routing, firewalls) and cellular/LTE; able to independently isolate and resolve edge-to-cloud connectivity failures >• Hardware Integration: production experience integrating edge compute platforms (NVIDIA Jetson or comparable), IP cameras, and supporting hardware into validated, production-ready systems; working knowledge of DC power constraints and solar-capable configurations >• IP Camera Systems: experience configuring, testing, and troubleshooting IP cameras in production environments; familiarity with camera-side compute capabilities and the distinction between on-camera and edge-device workloads >• Video Streaming & Encoding: experience with real-time video transport protocols such as RTSP and SRT, including configuring, and troubleshooting. Able to diagnose streaming issues and instability across edge and cloud systems. Comfortable working across the full video pipeline, from camera output through network transport to decoding and visualization. >• Video and Image Encoding Fundamentals: Understanding of modern video codecs such as H.265/HEVC and their trade-offs in compression efficiency, bandwidth usage, latency, and compute requirements. Familiar with key encoding parameters (bitrate, GOP structure, profiles, presets) and how they impact image quality, artifacting, and system performance. Strong grasp of image fundamentals including resolution, pixel density, compression formats, and file size implications, with the ability to make informed decisions balancing visual quality, storage, and transmission constraints in edge-based computer vision systems. >• Remote Troubleshooting and Fleet Management: track record of diagnosing and resolving hardware and software failures without physical device access; experience with Ansible or comparable tools for managing remote device fleets >• Communication: ability to document technical findings clearly and coordinate with contractors, engineering teammates, and customer contacts. > PREFERRED QUALIFICATIONS: • Familiarity with edge AI inference pipelines such as NVIDIA DeepStream, Savant, TensorRT; model training is not required >• Experience with AXIS camera systems and the AXIS Camera Application Platform (ACAP) >• Experience with Docker in embedded or edge computing environments >• Background in logistics, warehousing, or industrial technology is a plus >• Experience authoring operational documentation, kit validation procedures, or runbooks in an environment where processes are being built from scratch. > $134,000 - $210,000 a year The compensation offered for this role will be based on multiple factors such as location, the role's scope and complexity, the candidate's experience and expertise. In addition to your base compensation offer, this role is eligible for an incentive bonus, you will also receive stock options and benefits listed below. WORKING AT LOADSMART: • Competitive base salaries - we believe in rewarding top talent • Extremely competitive Equity package - become a shareholder in our company! • Loadie Time Off - PTO and sick days without a limit • Comprehensive Medical, Dental, and Vision insurance plans • 401k Match *Applicants must be currently authorized to work in the United States on a full-time basis. Loadsmart will not sponsor applicants for work visas.