VP of Revenue

Preferred

Location:

Cincinnati, OH strongly preferred; exceptional remote candidates considered

Workplace Type: Hybrid / Travel Expected

Team: Revenue / Commercial

Reports To: CEO

FRAYT is a maturing tech company with a crowd-sourced delivery platform that connects shippers directly to a nationwide driver network, giving businesses the flexibility, speed, and reliability they need to move cargo on their terms. We provide a range of last mile and middle mile delivery solutions, including on-demand, same-day, and routed services.

Led by our Core Values of Innovation, Transparency, Discipline, and Ownership, we've cultivated a culture that runs deep, both internally and with the customers we serve. We're a team that moves with purpose and takes pride in making our customers' lives easier every single day, striving to embody our Vision: to become the most sought-after logistics network the world has ever seen.

FRAYT is seeking a strategic, hands-on Vice President to lead the company's go-to-market strategy, enterprise sales execution, account growth, and commercial team development during a critical phase of scale. This role is ideal for a builder-oriented revenue leader who thrives in high-growth environments and is equally comfortable developing long-term strategy and personally closing enterprise deals. The initial mission is to reach a $100M milestone in annual gross revenue.

Reporting directly to the CEO, the VP of Revenue will initially operate as a player-coach, carrying a personal quota, leading strategic pursuits, refining commercial infrastructure, and building the revenue organization in real-time. The ideal candidate combines enterprise selling credibility, operational rigor, and startup grit. You're the type of person who rallies others to follow and sets the pace. You should be energized by ambiguity, excited to build, highly accountable to revenue outcomes, and capable of leading through both strategy and execution.

• Own the end-to-end revenue plan to scale FRAYT to $100M+ over the next 2–3 years
• Maintain quarterly accountability for net new logo acquisition, existing account expansion, pipeline coverage, and forecast accuracy
• Develop and execute GTM strategies across enterprise and mid-market segments
• Refine ICPs, account segmentation, vertical prioritization, and enterprise account planning strategies
• Build vertical-specific growth playbooks across ecommerce, retail, food, pharma, manufacturing-distribution, and industrial sectors

• Operate as a true player-coach by personally leading enterprise pursuits and carrying a quota during the early stages of team buildout
• Lead and own our strategy towards winning direct shipper brands with key ICP accounts.
• Lead complex enterprise sales cycles involving procurement, RFPs, MSAs, SLAs, pricing negotiations, and multi-year contracts
• Partner closely with the CEO on winning enterprise accounts, strategic expansion opportunities, and evolving our game plan around ICPs
• Drive land-and-expand strategies within existing enterprise accounts while mitigating concentration risk

• Build, hire, develop, and scale the commercial organization across Sales, Account Management, Sales Engineering, and Marketing
• Define future-state organizational structure, compensation plans, ramp expectations, territory planning, and specialization models
• Recruit and mentor high-performing commercial talent while fostering a collaborative, team-first culture
• Establish clear performance metrics, accountability standards, and coaching processes across the organization

• Build and maintain a data-driven operating cadence across sales and marketing
• Own pipeline coverage metrics, stage conversion analysis, sales cycle tracking, CAC analysis, forecast accuracy, and win/loss reporting
• Develop scalable Rev Ops infrastructure, including CRM hygiene, reporting frameworks, forecasting processes, sales enablement, and deal desk operations
• Partner cross-functionally with Finance and Operations to optimize pricing strategy, margin discipline, and deal economics

• Lead core marketing functions in partnership with the CEO until a dedicated marketing leader is hired
• Oversee ICP definition, positioning, messaging, demand generation, and sales-marketing…