Sales Manager

*This role is onsite in Kansas City

About WarehouseQuote:

At WarehouseQuote, our clients hire us to manage their 3PL Warehousing Network. We do this by leveraging technology, data intelligence, and operational excellence to drive clarity, growth, and innovation with excellence in all that we do. WarehouseQuote has built an integrated network of warehouses that can provide customers with on-demand scalable capacity. Customer inventory inside the WarehouseQuote network is managed by proprietary technology that can be utilized to provide real-time inventory visibility and forecasting.

The Role

The Sales Manager is responsible for driving qualified pipeline and new customer acquisition for WarehouseQuote. This is a player-coach role with a primary focus of full-funnel sales execution: qualifying inbound opportunities, building outbound pipeline, developing prospective customers, managing deal progression, and helping convert strong-fit opportunities into new business.

This individual will act as a key commercial representative of WarehouseQuote to prospects, customers, vendors, and internal stakeholders. The role requires a consultative seller who can understand a prospect’s warehousing, fulfillment, distribution, and supply chain needs, then work cross-functionally to position WarehouseQuote’s solution effectively.

The right candidate is highly self-motivated, organized, metrics-driven, and comfortable owning both prospecting activity and opportunity advancement.

Responsibilities

The successful candidate will be responsible for the following:

Pipeline Generation & Prospecting

• Build and manage a consistent pipeline of prospective customers that are a strong fit for WarehouseQuote’s warehousing and fulfillment solutions.
• Qualify inbound leads to determine customer fit, urgency, service requirements, decision-making process, timeline, and revenue potential.
• Create and execute outbound prospecting strategies targeting potential buyers of warehouse services, including shippers, distributors, e-commerce brands, manufacturers, and other companies with third-party warehousing needs.
• Use cold calling, email outreach, social selling, referrals, market research, and targeted campaigns to generate new conversations.
• Develop target account lists and maintain accurate prospect data in WarehouseQuote’s CRM.
• Identify the right decision-makers and influencers within target accounts, including operations, supply chain, logistics, finance, procurement, and executive stakeholders.
• Partner with marketing and leadership to improve messaging, campaign strategy, lead follow-up, and pipeline conversion.

Full-Funnel Sales Execution

• Own the sales process from initial qualification through opportunity creation, discovery, proposal support, negotiation, and close.
• Conduct discovery calls to understand a prospect’s current warehouse network, fulfillment process, inventory profile, order volume, service-level needs, pain points, and growth plans.
• Translate customer needs into clear business requirements for internal pricing, operations, and solution-design teams.
• Present WarehouseQuote’s services, capabilities, technology, and customer portal in a clear and compelling way.
• Provide virtual and/or onsite presentations to prospective customers and leadership-level stakeholders.
• Build trust with prospects through consultative selling, customer education, problem solving, and strong follow-up.
• Maintain deal momentum by establishing clear next steps, timelines, stakeholder alignment, and decision criteria.
• Support proposal development and customer communication in partnership with internal teams.
• Manage handoff of closed or advancing opportunities to operations, implementation, account management, or other internal stakeholders as appropriate.

CRM, Reporting & Sales Process Discipline

• Maintain accurate and up-to-date records in our CRM, including contact information, company details, qualification notes, deal stage, next steps, timeline, and projected opportunity value.
• Track and report on key sales activity and pipeline metrics, including calls made, emails sent, meetings set, meetings completed, qualified opportunities opened, proposals issued, and new business won.
• Provide regular updates to leadership on pipeline health, campaign performance, opportunity progression, and sales activity.
• Use data to identify what prospecting strategies, customer segments, messaging, and channels are producing the strongest results.
• Improve sales process discipline by creating repeatable approaches for lead qualification, outbound follow-up, opportunity management, and deal review.
• Maintain a high standard of responsiveness, organization, and follow-through with both prospects and internal teams.

Player-Coach Leadership

• Serve as a player-coach for pipeline generation and full-funnel sales execution.
• Share best practices around outbound strategy, discovery, objection handling, CRM hygiene, and follow-up.
• Help reinforce sales standards and accountability without serving as a heavily people-management-focused leader.
• Partner with leadership to identify process gaps, training needs, and opportunities to improve pipeline quality.
• Help create and refine sales scripts, email templates, campaign messaging, qualification criteria, and playbooks.
• Model strong sales behavior through personal activity, ownership, professionalism, and consistent execution.

Team Collaboration

• Work closely with WarehouseQuote leadership to execute sales strategies that support company growth.
• Collaborate with operations, pricing, implementation, and account teams to ensure opportunities are properly qualified and operationally realistic.
• Communicate customer requirements clearly so internal teams can assess feasibility, pricing, service fit, and implementation needs.
• Help ensure new customer opportunities are aligned with WarehouseQuote’s capabilities, margin expectations, and service standards.
• Serve as a bridge between prospects and internal teams during the sales process.

Qualifications

Required Experience

• 3+ years of B2B sales experience, ideally in logistics, warehousing, fulfillment, supply chain, transportation, 3PL, SaaS-enabled services, or another consultative sales environment.
• Experience owning outbound prospecting and pipeline generation.
• Experience qualifying inbound leads and converting them into active opportunities.
• Proven ability to manage a full-funnel sales process from lead qualification through close or late-stage opportunity progression.
• Experience presenting a business solution in person or online to leadership-level stakeholders.
• Strong CRM experience, including managing prospects, updating opportunities, tracking next steps, and reporting on pipeline activity.
• Experience using sales activity and pipeline metrics to manage performance and prioritize efforts.
• Strong written and verbal communication skills.
• Ability to work independently in a fast-moving environment while collaborating effectively with internal teams.

Preferred Experience

• Experience with marketing automation or sales engagement tools such as HubSpot, Marketo, Pardot, Outreach, Salesloft, Apollo, or similar platforms.
• Experience creating or improving outbound campaigns that generate qualified opportunities.
• Prior experience coaching or participating in SDR, BDR, or junior sales team efforts.
• Experience working with operations or pricing teams to shape customer solutions.
• Familiarity with e-commerce fulfillment, Amazon FBA, inventory management, distribution, or warehouse network design.

Personal Skills & Characteristics

The ideal candidate will demonstrate:

• Strong ownership of pipeline, activity, and results.
• High level of self-motivation and urgency.
• Ability to overcome objections and maintain a positive, professional approach.
• Consultative selling mindset with strong discovery and problem-solving skills.
• Comfort speaking with operations, logistics, supply chain, and executive stakeholders.
• Strong attention to detail and commitment to accurate CRM documentation.
• Ability to balance sales urgency with operational fit.
• Curiosity about customer supply chains, warehouse networks, and fulfillment challenges.
• Confidence presenting solutions both online and in person.
• Strong follow-through and ability to manage multiple opportunities at once.
• Willingness to coach others while remaining directly accountable for personal sales production.

Our Core Values:

Putting People First

• Our team doesn’t leave anyone behind. If help is needed, we jump in to support

Do The Right Thing Every Time

• Even when it doesn’t benefit individuals or the organization, we always do what’s right

Taking Ownership of Every Situation

• This includes our mistakes, and our personal development

Financial Discipline

• We will never risk the long-term health of the company for short term gain

Living Generously

• We selflessly and humbly give of our time and talent to make a positive impact on those around us

Benefits:

• 85% of premiums for medical, dental, and vision plans covered by WarehouseQuote
• $2,000 annual HRA/HSA contribution
• 401k with 100% match, up to 6%, immediately vested upon enrollment
• Reimbursement programs: childcare, tuition, wellness, cellphone
• Free daily lunches
• Leadership and development training
• Men and women haircuts
• Onsite gym

What Comes Next:

1. Submit your application
2. The HR hiring manager will review your resume and determine if we feel there is a match based on your skill set.
3. If there is a perceived match, we will have an initial phone interview to get acquainted with you and introduce the company.
4. If there is mutual interest, we will proceed with a technical interview with one or more team members, a case interview, and finally a culture-based (non-technical) interview that will see if we are a match culturally for our organization.

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