TMS Operational Account Director

Overview

Account Director – TMS / Logistics Solutions

UK – Remote or Enderby

About the role

Aptean is seeking an exceptional Account Director to lead strategic commercial growth within our logistics, distribution, and home delivery software division, representing our market-leading solutions Paragon and 3T. This business unit is a highly strategic and fast-paced part of the organization, where innovation, collaboration, and customer impact are central.

In this senior role, you will be responsible for driving new logo acquisition, developing high-level relationships with key stakeholders, and positioning Aptean as the technology partner of choice. You will oversee the full sales cycle of complex opportunities, working closely with cross-functional teams to build compelling value propositions aligned with customer challenges and business priorities.

Success in this role requires a consultative, strategic mindset, strong commercial acumen, and the ability to influence and engage senior-level decision makers. Frequent travel is required.

Responsibilities

Strategic Leadership & Commercial Ownership

Define and execute the go-to-market strategy for your territory, ensuring strong pipeline development and consistent achievement of revenue targets.

Lead the full sales process on complex, multi-stakeholder deals and build trusted relationships with C-suite and senior executives.

Represent Aptean as a strategic advisor, aligning our solutions with customer transformation initiatives.

Business Development & Market Expansion

Identify, pursue, and close high-value new business opportunities.

Maintain a strong pipeline of qualified prospects, contributing significantly to quarterly and annual bookings.

Drive account penetration strategies in targeted verticals and develop long-term growth plans.

Cross-Functional Collaboration

Work closely with Solution Consultants, Product Management, Professional Services, and Marketing to craft tailored value propositions.

Coordinate technical demos, discovery sessions, and executive workshops to support customer learning and engagement.

Ensure seamless handover and governance throughout all phases of the sales journey.

Forecasting, Reporting & Governance

Own monthly and quarterly forecasting with accuracy and discipline, providing clear visibility into pipeline health and deal progression.

Oversee commercial negotiations, contracting processes, and any required escalations with internal teams.

Market Intelligence & Product Strategy Contribution

Collect and share relevant competitive insights, customer feedback, and industry trends to help shape product and commercial strategy.

Represent Aptean at industry events, conferences, and partner forums.

Skills & Experience

Required

7–10 years of experience in complex software or SaaS sales, ideally within TMS, supply chain, logistics, or related enterprise solutions.

Proven track record of winning high-value deals and leading strategic sales cycles.

Strong negotiation skills and the ability to navigate multi-stakeholder environments at senior levels.

Experience working in global, matrixed organizations with cross-functional collaboration.

Excellent communication, executive-level presentation, and relationship-building capabilities.

Preferred

Experience in transportation planning, logistics software, or supply chain optimization.

Background working in high-growth, private-equity-backed or rapidly scaling SaaS environments.

Strong strategic thinking, analytical skills, and problem-solving ability.

If you're passionate about sales, thrive in a fast-paced environment, and are excited about the opportunity to drive growth within the SaaS software sector, we want to hear from you! Apply now to join our team at Aptean.

Aptean is committed to fostering a corporate culture where diversity, equity, and inclusion are central.

"At Aptean, the diversity of our employees is our greatest strength. By embracing and understanding our differences, we maximize the success of our customers, our teams, and our company." – TVN Reddy