Director of Sales

Описание вакансии

About ShipMonk

ShipMonk isn't just a 3PL; we're a growth partner for merchants. We provide cutting-edge technology and a network of owned and operated fulfillment centers that empower high-growth ecommerce and DTC brands to stress less and grow more. With over 2,500 employees across five countries, we're on a mission to revolutionize fulfillment by providing everything from the fastest click-to-delivery and real-time inventory to custom solutions—all with a merchant-first mindset.

Why ShipMonk?

We believe in building for the long term, and our success is powered by five key differentiators that help us become true partners to our merchants.

● Global Fulfillment Network: Our 12+ owned and operated fulfillment centers span the US, Canada, Mexico, the U.K., and Mainland Europe. We never outsource, ensuring quality and consistency.

● Proprietary Technology: We've eliminated the need for tribal knowledge with our AI-powered platform. It provides a real-time, unified view of inventory and orders, giving our merchants the control and visibility they need to succeed.

● Unrivaled Support: We provide hands-on, "mom and pop" support with a global reach. Our dedicated teams are on-site at every fulfillment center, ready to jump into action.

● Transparent Pricing: We believe in honest, long-term partnerships. Our all- inclusive pricing means predictable costs, with no hidden fees or surprises.

● Committed to the Future: We invest over $10 million annually in research and development to ensure our technology and services continually evolve, helping merchants plant roots with a partner who is here to stay.

Our Core Values

Our values are the heart of our culture. We're looking for individuals who embody these principles every day.

● Merchant-first: We handle the logistics so our merchants can focus on what they do best—growing their business.

● Own it:We take ownership of our work, our mistakes, and our successes.

● People make ShipMonk: We believe in our team and invest in our people.

● Change the score:We challenge the status quo, constantly innovating and improving.

● Get sh\*t done: We're a fast-paced, high-growth company that values action and results.

About ShipMonk

At ShipMonk, we help eCommerce businesses scale by providing best-in-class third-party logistics (3PL) services. Our team is passionate, driven, and obsessed with helping our clients succeed. If you’re looking for a high-energy, fast-paced environment where innovation and hustle are valued, ShipMonk is the place for you.

The Role

The Director of Sales is a dynamic player-coach leadership role responsible for both personally driving new revenue and leading a team of four Fulfillment Consultants (FCs), ShipMonk’s frontline Account Executives. This leader sets the pace for the team, closes their own book of business, and elevates the performance of every FC they manage. The ideal candidate is an elite seller who thrives in a high-growth 3PL environment, leads by example, and has a proven track record of developing talent, managing pipeline, and delivering results for a scaling sales organization.

What You’ll Do

Player-Coach SellingPersonally prospect, qualify, and close your own portfolio of new eCommerce clients following the Fulfillment Consultant compensation and sales process. Maintain an active individual pipeline while simultaneously leading the team.

Team Leadership & CoachingLead, mentor, and develop a team of four Fulfillment Consultants. Conduct regular 1:1s, ride-alongs, deal reviews, and performance coaching sessions to sharpen each FC’s selling skills, product knowledge, and professional growth.

Pipeline Development & ManagementDrive consistent top-of-funnel activity and pipeline health across both your own deals and the broader FC team. Identify and remove bottlenecks that slow deal progression and work proactively to accelerate close rates.

CRM Hygiene & Data IntegrityChampion rigorous CRM usage (Salesforce preferred) across the team. Ensure all deal stages, activity logs, contact records, and pipeline data are accurate and up to date — setting the standard for discipline and accountability.

Forecasting & SVP SupportDeliver accurate weekly and monthly revenue forecasts for both your personal pipeline and the collective FC team. Provide the SVP of Sales with timely, data-driven updates on team performance, deal status, risks, and opportunities.

Training, Onboarding & DevelopmentOwn the onboarding experience for new FCs, ensuring fast ramp-up times and a solid foundation in ShipMonk’s products, sales methodology, and client engagement standards. Facilitate ongoing skills training, playbook development, and knowledge-sharing across the team.

Strategic CollaborationPartner cross-functionally with Marketing, Operations, Client Success, and Finance to align go-to-market strategy, share market feedback, and ensure a seamless handoff from close to onboarding.

What You’ll Need

• 5+ years of B2B sales experience, with a minimum of 2 years in a sales leadership, team lead, or player-coach capacity
• Proven track record of exceeding personal sales quotas while simultaneously supporting team performance
• Experience in logistics, supply chain, 3PL, eCommerce, or SaaS sales strongly preferred
• High proficiency in CRM platforms (Salesforce preferred); ability to drive adoption and data hygiene across a team
• Demonstrated ability to build accurate revenue forecasts and present data-backed sales reviews to senior leadership
• Strong consultative selling skills; ability to navigate complex deals with multiple stakeholders and negotiate service agreements
• Exceptional coaching instincts — you give direct, actionable feedback and genuinely invest in the growth of others
• High energy, self-motivated, and competitive — you hold yourself and your team to the highest standards
• Ability to travel up to 25% of the time for client meetings, site visits, team events, and industry conferences

Why This Role?

• Lead and sell at the same time as this role is built for elite sellers who want to grow into leadership without leaving the floor

● Be a key architect of ShipMonk’s sales culture and the driving force behind FC team performance

● Work directly with and alongside the SVP of Sales to shape the future of the sales org

● Competitive total compensation with base pay, uncapped commission, bonus, and equity

● Join a fast-growing industry leader in eCommerce fulfillment with strong momentum and a winning team

ShipMonk is an equal opportunity employer. We value diversity and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.