Head of Sales

Located in: Arizona or California

Company Description

GLS Group is one of the largest parcel services providers in Europe, with a strong local presence in almost all countries across the continent. It also operates through wholly owned subsidiaries in Canada and on the USA’s West Coast within one GLS network. This allows GLS to seamlessly connect its customers and communities with millions of parcels and stories every day. GLS’ network connects its markets with high velocity and flexibility to respond to their fast-changing and dynamic nature. The company provides high quality service tailored to its customers’ needs across more than 50 countries. The GLS network consists of over 120 hubs and more than 1,600 depots, supported by more than 36,700 vans, light vehicles and walkers, and 6,400 trucks. This offers network resilience, superior flexibility, and extended reach. In 2024/25, GLS generated record revenues of 5.9 billion euros and delivered 926 million parcels across the markets. For more information, visit

PRIMARY FUNCTION:

We are seeking a proven revenue builder to lead GLS’s sales organization across National, Commercial, and SMB segments.

This is not a maintenance role; this is a build-and-scale opportunity.

The ideal candidate has led sales in a high-growth, competitive parcel or logistics environment and understands how to:

• Win against larger incumbents
• Capture share in dense and developing markets
• Balance growth with operational and margin discipline
• Scale structure beyond personality-driven selling
• Leverage both direct and indirect revenue channels

You are energized by building teams, driving accountability, and exceeding aggressive revenue targets.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES:

Revenue Acceleration:

• Build and execute a national sales strategy that exceeds GLS growth targets
• Drive new revenue across National, Commercial, and SMB segments
• Develop vertical penetration strategies and enterprise expansion plans
• Ensure sales capacity planning structurally supports growth ambition

Channel & Partnership Development:

• Develop and expand partnership, reseller, and platform relationships
• Integrate indirect channel strategy alongside direct sales efforts
• Identify and activate ecosystem relationships that drive incremental volume
• Structure incentives and alignment models to maximize partner performance

Organizational Scale:

• Lead and elevate National, Commercial, and SMB Sales Leaders
• Align talent where necessary to support accelerated growth
• Establish clear KPIs, forecasting discipline, and quota rigor
• Drive a culture of accountability and high performance

Commercial Discipline & Value Selling:

• Champion value-based selling methodologies focused on margin, service reliability, and network advantage
• Ensure disciplined pipeline management and forecast accuracy
• Drive proficiency and accountability within Salesforce as the core CRM platform
• Implement consistent reporting cadence and performance reviews

Cross-Functional Alignment:

• Partner closely with Operations, Pricing, Marketing, and Customer Experience to ensure profitable growth
• Serve as the executive voice of the customer
• Maintain executive-level relationships with key national and enterprise accounts

What Success Looks Like (First 12–18 Months):

• Sales plan exceeds overall business growth targets
• Improved forecast accuracy and pipeline coverage ratios
• Increased productivity per rep and improved quota attainment
• Expansion of strategic partnership and platform-driven revenue streams
• Market share gains in priority geographies

FUNCTIONAL REQUIREMENTS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• 10+ years of progressive sales leadership in parcel, logistics, last-mile, or transportation
• Demonstrated success driving significant new revenue growth
• Experience leading both direct and indirect (partner/reseller/platform) sales models
• Strong command of value-based selling methodologies
• High proficiency in Salesforce CRM, including pipeline management, forecasting, and reporting discipline
• Deep understanding of parcel pricing models, margin management, and operational realities
• Proven ability to scale multi-segment sales organizations
• Executive presence with disciplined, data-driven decision-making
• Bachelor’s degree required; MBA preferred