Case Study: Sales Account Executive (Non-Asset Brokerage, 3PL, Domestic & International)
Client:
Client is an non-asset brokerage and full-scale domestic/global transportation company. They offer end-to-end freight solutions across all modes (LTL, FTL, air, ocean, intermodal).
The Challenge
The client needed to hire a Sales Account Executive who could hit the ground running with a solid understanding of selling freight solutions to shippers (both domestically and internationally), while. being able to integrate an active book of business that met their requirements for their portfolio.
Key client goals included:
3PL, Brokerage (Non Asset Experience)
Portfolio / Book of Business: the candidate’s book of business had to be legally transferable (no-non competes and no non solicitations) and the type of business (account size and ratio of domestic/international clients) had to be an appropriate fit for the 3PL/Brokerage.
Metrics: This client had a 2-month assessment period to verify freight, and to ensure total margin met the employee’s seat cost.
Our Approach
We used a multi-pronged outreach/inbound strategy in addition to a pre-existing database of freight sales candidates engaged with from previous client searches combining both LinkedIn and Indeed’s advanced search filters and advertising ability. This allowed us to target:
Candidates with experience in business development, account executive related roles particularly in a brokerage (non-asset) and forwarding environment.
Candidates based within the United States
Individuals with prior sales success selling to shippers across various modes of transportation including air, ocean, and domestic.
After qualifying several prospects, we submitted one standout candidate who:
Most recently worked as a Director of Sales, at various logistics companies.
Was within the United States market.
Had successfully been in sales related roles with an active book of business including automotive, and manufacturing shipping both domestic and internationally.
Results
Candidate submitted: November 24, 2025
Offer accepted: December 2, 2025
Start date: December, 8 2025
