Sales Leader · Revenue Operations · GTM Strategy
James Hazelton
The rare commercial leader who closes enterprise deals and builds the systems his team runs on. 15+ years in trucking, logistics SaaS, and workforce tech.
01 What I do differently
Most sales leaders manage a CRM. I build them. I've spent 15 years at the intersection of trucking operations, enterprise sales, and revenue systems — owning P&Ls, coaching teams, and closing accounts like Ryder, HEB, Maersk, Delek, Marathon, ENERVEST, and Total.
What sets me apart: I write the code. At FreeWorld I architected an AI-powered job-matching pipeline that scanned 100K+ postings daily, ran LLM-based analysis, and surfaced ranked opportunities for the team — eliminating 240 hours/week of manual work, built solo, no engineering support. I make build-vs-buy decisions, design ICP scoring models, and ship custom tooling when the vendor alternative costs $50K/year and delivers less.
I'm the person you hire when you need a sales leader who can design the GTM motion and build the infrastructure it runs on.
02 Experience
- $0 to first revenue in under 90 days — designed and executed the company's initial monetization motion ($500/placement model).
- Architected and shipped solo an AI job-matching pipeline scanning 100K+ postings daily via LLM analysis, eliminating 240 hrs/week of manual work across the org. No engineering support.
- Built a multi-source lead intelligence engine: FMCSA data (2.4M-carrier database), 100K+ weekly job postings, hiring history — custom ICP scoring model with weighted signal stacking and tiered outreach playbooks.
- Generated 250+ employer placements, then converted the partnership pipeline into a paid model — validating PMF.
- Grew Ryder enterprise account 30% by mapping the full buying committee and executing targeted outreach via a custom LinkedIn scraping + data enrichment pipeline — zero tooling budget, no ZoomInfo.
- Ran live SaaS demos where buyers placed real orders and watched drivers accept in real time. Closed deals.
- Delivered enterprise onboarding and customer success post-sale, driving expansion revenue and retention.
- Closed enterprise deals with Ryder and HEB through disciplined territory coverage and relationship building.
- Built a systematic territory map and field prospecting cadence — knocking 600+ target accounts per month in person.
- Converted existing light-industrial client portfolio into a $5M revenue stream in Year 1.
- Closed Maersk and other enterprise logistics accounts via cross-selling into existing relationships.
- Cut $30K/month in recruiting costs by replacing expensive channels with a driver referral program and organic social strategy.
- Kept the full fleet seated through high-volume recruiting and retention initiatives.
- Closed enterprise accounts with Delek and Marathon Energy while managing full operations.
- Grew revenue 25% with no added trucks or headcount via aggressive customer repricing strategy.
- Closed ENERVEST and Total through hands-on field sales while simultaneously managing full operations.
03 Technical Skills
Sales & RevOps
Engineering & Data
AI & Automation
04 Work with me
If you're building something in trucking, logistics, or workforce tech and need a commercial leader who can run the GTM and build the systems — let's talk.