OneRail

Senior Director, Solution Consulting

Remote - Full Time

Department: Solutions Consulting
Reports to: VP, Solutions and Implementation
Location: Remote
FLSA Status: Exempt

Overview
OneRail is revolutionizing last mile delivery for enterprise shippers by combining cutting-edge logistics technology with the largest final-mile driver network in North America — 12 million drivers across 400 cities — helping Fortune 500 companies like Lowe's, PepsiCo, and Advance Auto Parts reduce costs, improve customer experience, and gain control over their transportation network.

The Senior Director, Solutions Consulting leads the OneRail Solutions Consulting team, responsible for helping prospective and existing customers solve complex last-mile fulfillment, transportation, and omnichannel delivery challenges through consultative discovery, operational assessments, value engineering, fulfillment strategy, and executive storytelling. This leader develops a high-performing Solutions Consulting organization by establishing the team's methodologies, best practices, and consulting standards, connecting customer business objectives — including operational cost savings, transportation cost reduction, revenue expansion, and improved customer experience — with OneRail platform capabilities. The Solutions Consulting organization serves as the strategic bridge between customers and OneRail technology, ensuring solutions are aligned, actionable, and designed for successful implementation.

Responsibilities
  • Build, coach, and develop a Solutions team recognized for consultative selling, operational expertise, storytelling, value engineering, and trusted advisor partnerships.
  • Foster a culture of intellectual curiosity, continuous learning, collaboration, and customer-first problem solving.
  • Continuously improve the effectiveness of the team through coaching, repeatable methodologies, operational metrics, and process improvements that enhance customer outcomes and sales effectiveness.
  • Set strategic priorities for the Solutions Consulting team, ensuring time and resources are focused on the highest-impact customer opportunities, organizational initiatives, and business outcomes.
  • Establish the standards for how Solutions Consultants evaluate customer operations to develop optimized fulfillment strategies, transportation workflows, and solution designs that set customers up for successful implementation.
  • Own and continuously evolve OneRail's Value Engineering methodology, including ROI models, assessment frameworks, benchmarking, executive presentations, and business case development.
  • Coach the team to identify and quantify transportation savings, fulfillment efficiencies, labor optimization, customer experience improvements, and revenue opportunities, then translate those insights and OneRail platform capabilities into compelling business cases and value stories.
  • Build repeatable consulting assets including executive presentations, ROI calculators, industry assessments, demonstration scenarios, and reusable discovery frameworks that improve productivity and consistency.
  • Oversee the development of Statements of Work, fulfillment and transportation solution designs, implementation assumptions, and delivery approaches that support prospective customer opportunities.
  • Partner with Sales leadership to shape account strategy, influence executive buying groups, and guide customers through complex transformation initiatives that extend beyond transportation into broader supply chain and omnichannel operating models.
  • Establish and maintain best practices for transitioning opportunities to Implementation, ensuring complete discovery, documented business requirements, solution design, and clear customer success criteria.
  • Partner with Customer Success on quarterly strategy sessions, solution planning, roadmap discussions, and expansion opportunities.
  • Serve as the voice of the customer to Product Management by identifying recurring market requirements, competitive gaps, usability improvements, and innovation opportunities.
  • Represent OneRail as an industry thought leader through executive briefings, webinars, conferences, and customer advisory sessions.
  • Monitor industry trends, competitor capabilities, and market developments in the logistics and SaaS space to inform customer strategy, consulting methodologies, and product direction.
Qualifications
  • Bachelor's degree in Business, Supply Chain, Engineering, or a related field. Advanced degree is a plus.
  • 10+ years of experience in Solutions Consulting, Pre-Sales, or other consultative customer-facing roles within retail, transportation, supply chain, or enterprise SaaS, with experience leading teams.
  • Experience building and developing high-performing consulting teams.
  • Experience presenting to C-suite executives and serving as a trusted advisor to senior business and technology leaders.
  • Proven experience developing and presenting executive business cases, ROI analyses, and financial justification models for enterprise customers.
  • Technical aptitude with a strong understanding of APIs, system integrations, enterprise architecture, and enterprise platforms such as ERP, OMS, WMS, and TMS solutions.
  • Ability to travel domestically and internationally as required.
Leadership Competencies
  • Intellectual curiosity, strategic thinking, and a consultative problem-solving mindset.
  • Executive communication, presentation, and storytelling skills that translate technical and operational concepts into compelling business value.
  • Cross-functional influence and the ability to build alignment across Sales, Product, Customer Success, Implementation, and Operations.
  • Passion for coaching, developing talent, and building high-performing consulting teams.
Success in this role is measured by the strength of the Solutions Consulting organization, the quality of customer outcomes, and the team's ability to serve as trusted strategic advisors. Key indicators include:
  • Contribution to sales effectiveness and win rates
  • Reduction in implementation risk through effective discovery, solution design, and handoff
  • Customer executive satisfaction
  • Support for customer expansion opportunities and revenue growth
  • Development, engagement, and retention of a high-performing Solutions Consulting team
  • Adoption and effectiveness of the OneRail Value Engineering methodology
  • Continuous improvement of consulting processes and cross-functional collaboration
 

Work Location

Remote

Compensation: target base salary $190,000 - $215,000 + Variable Compensation

About OneRail

OneRail is a leading omnichannel fulfillment solution pairing best-in-class software with logistics as a service to provide dependability and speed to help businesses meet their delivery promise. With a real-time connected network of 12 million drivers, OneRail matches the right vehicle for the right delivery so brands lower expenses and increase capacity to rapidly scale their businesses. This people-plus-platform approach features a 24/7 USA-based exceptions team who maintain a 98% on-time delivery rate. By optimizing fulfillment processes, reducing costs and improving order accuracy with store-shelf-to-doorstep visibility, OneRail is committed to empowering clients and improving the customer experience.

OneRail was named to the Deloitte Technology Fast 500™ two years in a row, was ranked 19th in the 2025 FreightTech 25, named for the fifth year in a row to the FreightTech 100, was honored as one of Inc. magazine’s Best Workplaces 2023, was listed on Forbes’ lists of America’s Best Startup Employers for the last three years, was named to the Inc. 5000 two years in a row and was selected as the Last Mile Company of the Year for the 2024 SupplyTech Breakthrough Awards. To learn more about OneRail, visit OneRail.com.

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