Director, Business Development - Freight

Company Overview

Strong Private Equity Ownership

In December 2021, Genstar Capital invested in PA, along with a large rollover from Bregal Sagemount and the management team.

Genstar Capital is a leading private equity firm that has been actively investing in high-quality companies for over 30 years. Based in San Francisco, Genstar has developed a strong market reputation of working in partnership with management teams and its network of strategic advisors to build industry-leading businesses while generating outsized returns. Genstar’s vision is to help build lasting, impactful companies that will continue to succeed well beyond their ownership.

Genstar currently has approximately $33 billion of assets under management and targets investments focused on targeted segments of the software, industrials, healthcare, and financial services industries. In 2020, Genstar was ranked 2nd worldwide in aggregate private equity fund performance (out of 529 PE firms) and ranked 3rd in 2019 (out of 497 PE firms) by HEC-Dow Jones. For more information, please visit www.gencap.com.

The Opportunity

The Director, Business Development - Freight at Procure Analytics is a senior commercial individual contributor responsible for driving enterprise-level growth, and new business development across verticals. This role blends high-impact relationship management, strategic sales execution, and cross-functional leadership to advance Procure Analytics’ mission of delivering data-driven procurement solutions that generate measurable value for our members. The role includes all aspects of the Sales function: prospecting, matching customer needs with solutions, communication between customers and company, representation of company at events and trade shows, travel to customer sites as necessary, and continued evaluation of Company sales efforts and recommended improvements. 

This is a true hunter role designed for a highly motivated business development professional who thrives on creating opportunities, opening doors, and winning new business. The ideal candidate has an established network of supply chain, procurement, logistics, and transportation leaders, a history of self-sourcing enterprise opportunities, and a desire to directly control their income through performance. If you are energized by prospecting, building relationships, and "eating what you kill," this role offers significant earning potential and the opportunity to build a meaningful book of business within a high-growth, private equity-backed organization.

Key Responsibilities   

Strategic Growth & New Business Development 

• Drive New Customer Acquisition: Identify, pursue, and secure new enterprise customers by leveraging PA’s analytics platform, category expertise, and partnership network. Able to analyze the market, define new addressable targets and prioritize prospecting efforts to build a robust and actionable pipeline in this segment.  
• Develop and execute plans that create measurable pipeline growth and drive new member acquisition.
• Pipeline Management: Maintain a robust business development pipeline—3x annual target minimum—through a mix of      self-sourced leads, referrals, and market intelligence. 
• Member Engagement: Lead executive-level conversations with member decision-makers to diagnose challenges, present insights, and align PA’s solutions with their strategic goals. Able to think strategically, adept at selling across levels and roles, delivering compelling customer value propositions and linking solutions to the customer’s ESG strategy and thermal      requirements. 

Cross-Functional Leadership & Collaboration 

• Internal Orchestration: Collaborate with Analytics, Product Management, Member Advisory, and Marketing teams to      ensure seamless execution from opportunity to implementation. 
• Strategic Enablement: Partner with internal leaders to refine go-to-market approaches, pricing strategies, and value      delivery frameworks. 
• Operational Excellence: Promote disciplined use of CRM and analytics tools to ensure data integrity, forecast accuracy, and actionable insights across teams. 

Be seen as an SME: Act as the subject matter expert on the suite of packaging offerings, leveraging industry expertise and supply chain experience to bring valuable insights and thought leadership to a variety of complex scenarios. You should have advantaged, up-to-date industry and market knowledge. 

Requirements

• Bachelor's degree or equivalent combination of education and experience.
• 7+ years of experience in business development, strategic account management, or spend analytics-driven environments.
• Strong understanding of indirect procurement managed spend programs, or procurement optimization models.
• Ability to leverage an existing network and industry credibility to accelerate pipeline generation and new member acquisition.
• Demonstrated success building and monetizing a personal network of executive-level relationships within transportation, logistics, supply chain, procurement, manufacturing, distribution, retail, or related industries.
• Experience working with large, distributed customer organizations with multiple locations or decentralized purchasing      behavior.
• Evidence of developing and maintaining a portable network of industry relationships that can be leveraged to generate new opportunities.
• Strong analytical skills with the ability to interpret spend data, identify inefficiencies, and translate insights into growth opportunities.
• Experience influencing stakeholders across corporate procurement, operations, and location-level decision makers.
• Consistently exceed activity and pipeline generation targets through disciplined prospecting efforts. 
• Identify and pursue untapped market opportunities to drive sustainable revenue growth.
• Ability to operate in a performance-based environment tied to revenue, GPV growth, and gram adoption metrics.
• Excellent communication, relationship-building, and consultative selling skills.
• Willingness to travel approximately 20-30%
• This is a true business development role. The successful candidate will be energized by prospecting, opening new accounts, and creating opportunities where none previously existed. While supported by marketing, partnerships, and internal resources, success in this role is driven by a proactive hunter mentality and a passion for winning new business.

Skills & Competencies: 

• Exceptional executive presence and consultative selling capability
• Strong business acumen with the ability to translate data insights into financial and operational value
• Be hands on, autonomous and someone who wants extreme ownership 
• Thrive in a highly entrepreneurial environment where success is driven by creating opportunities, not inheriting accounts.
• Excellent organization skills, be detailed oriented and results focused 
• Deep understanding of complex sales cycles, customer success principles, and long-term relationship management
• Proficiency in Salesforce or similar CRM systems
• Excellent negotiation, and presentation skills

Compensation Philosophy 

• This role is designed for individuals who want significant upside tied directly to performance.
• Top performers will have the opportunity to materially exceed target earnings through new business acquisition and revenue growth.