Director of Sales

Parallel Systems is seeking strategic, hands-on operators to lead rail partnerships and systems integration. This is not a traditional BD role. You’ll be on the front lines with customers — freight railroads, shippers, and intermodal operators — navigating complex technical, operational, and organizational dynamics to integrate our novel solution into their networks.

You will operate as a trusted advisor, sales lead, and integration strategist in one — responsible for both creating commercial traction and making deployments successful. You will collaborate closely with product, engineering, and executive teams to ensure customer needs are translated into scalable solutions.

Responsibilities:

• Lead strategic engagements with freight railroads, intermodal operators, and other key partners to identify opportunities for integration.
• Act as a systems integration lead: working side-by-side with customer operations, engineering, and commercial teams to define use cases, workflows, and technical interfaces.
• Develop commercial structures, pilot frameworks, and long-term partnership agreements.
• Translate frontline customer insights into product and go-to-market strategy.
• Build repeatable playbooks for customer onboarding, integration, and operational alignment.
• Represent Parallel at key industry events, regulatory forums, and customer workshops.
• Collaborate with legal, regulatory, and policy teams to align with evolving infrastructure and transportation standards.

What Success Looks Like:

• After 30 days: You're beginning to show up credibly and effectively in customer prospect interactions to advance deals with sufficient command of the Parallel operating system’s technical and operating detail.
• After 60 days: You're managing customer interactions on your own, including all the pre-work with internal stakeholders to develop and approve materials and follow-up with the customer executives
• After 90 days: You're running campaigns across your universe of target customers, from outbound lead generation at top of the funnel to closing mid-funnel client opportunities to post-sale client and up-sell management.
• After 180 days: You’ve closed your first sale and have developed pipeline in your target universe across all stages.

Basic Requirements:

• 5+ years in business development, customer facing roles ideally in freight rail, logistics, intermodal, AI, or transportation infrastructure.
• Proven ability to lead complex B2B or B2G sales or partnership efforts in hard-tech or infrastructure contexts.
• Ability and interest in working as an individual contributor with high visibility and accountability.
• Prior startup, new business line, or zero-to-one experience is required.

Preferred Qualifications:

• Engineering, supply chain, or industrial systems background is a plus, but not required.
• Systems thinker with the ability to connect operational detail with strategic opportunity.
• Exceptional communication skills across technical, operational, and executive stakeholders.