Director of Sales

Job description

ShipMonk isn't just a 3PL — we're the tech-powered growth partner for ecommerce brands, running 12+ owned fulfillment centers across the US, Canada, the UK, and Europe so our merchants can stress less and grow more. ShipMonk is one of the fastest-growing names in eCommerce fulfillment, and we're scaling fast. If you're a leader who thrives building and coaching elite sales teams, someone who raises the bar for everyone around you, and driven by the impact of building a world-class organization, this is your seat. The Director of Sales is a full-time leadership role responsible for recruiting, coaching, and elevating a team of up to six Fulfillment Consultants, ShipMonk's frontline Account Executives. This leader owns the pipeline health, team performance, and revenue delivery of their entire group—setting the pace, removing obstacles, and developing talent. You'll shape ShipMonk's sales culture while driving organizational results. ## **The company behind you** When you lead your team into the market, you're representing a category leader merchants already want to hear from: - **3M+ sq ft** across 12+ fulfillment centers on three continents - **$365M** in growth funding, 2,300+ team members globally, bootstrapped and profitable with real stability behind your paycheck - **Business of the Year** (South Florida Business Journal), Deloitte Technology Fast 500, and multi-year Inc. 5000. ShipMonk is a brand that opens doors - **Proprietary technology:** our AI-powered platform gives merchants a real-time, unified view of inventory and orders. It's the competitive edge your team needs to win - **Committed to the future:** we invest over $10 million annually in R&D, so your team's tools and our offerings keep evolving - **Already fulfilling for brands you know:** Dr. Squatch, LiquidIV, Nutrafol, Arctic Cool, Create Wellness ## **What you'll do** ### **Team Leadership & Coaching** Lead, 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. You're in the field coaching, setting standards, and leading by example. ### **Pipeline Development & Management** Own pipeline health across your entire FC team. Drive consistent top-of-funnel activity, identify and remove bottlenecks that slow deal progression, and work proactively to accelerate close rates. You're accountable for the health and velocity of your team's pipeline. ### **Revenue Delivery & Performance** Manage your team toward revenue targets and quota performance. Track individual and collective performance against goals, identify underperformers early, and course-correct before it impacts numbers. Hold your team to the highest standards and celebrate wins. ### **CRM Hygiene & Data Integrity** Champion 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. Data integrity is a discipline you model and enforce. ### **Forecasting & SVP Support** Deliver accurate weekly and monthly revenue forecasts for your FC team. Provide the SVP of Sales with timely, data-driven updates on team performance, deal status, risks, and opportunities. Be the voice of truth on your team's numbers. ### **Training, Onboarding & Development** Own 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. Build playbooks, facilitate ongoing skills training, and create a culture of continuous improvement. ### **Strategic Collaboration** Partner 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. You're the bridge between your team and the organization. ### **Partnership Management & Business Development** Identify, evaluate, and develop strategic partnerships that create incremental pipeline and revenue opportunities for your team. Research and qualify potential integration partners, technology vendors, service providers, and ecosystem players that align with ShipMonk's go-to-market strategy. Own the outreach, relationship building, and deal structuring with prospective partners. Support partnership events, industry conferences, and co-marketing initiatives that strengthen ShipMonk's brand visibility and open doors with new prospects. Drive business development opportunities that emerge from existing customer relationships, partner channels, and market intelligence. ## **What you'll need** 5+ years of B2B sales leadership or team management experience with a proven track record of building and scaling high-performing sales teams Demonstrated ability to hire, coach, and develop sales talent while holding team members accountable to performance standards Strong understanding of sales processes, pipeline management, and revenue forecasting Experience in logistics, supply chain, 3PL, eCommerce, or SaaS sales strongly preferred High proficiency in CRM platforms (Salesforce preferred) and ability to drive adoption and data discipline across a team Demonstrated ability to build accurate revenue forecasts and present data-backed sales reviews to senior leadership 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, team events, and industry conferences ## **Why this role** - **Build a team:** create and shape a world-class sales organization from the ground up - **Own results:** directly impact revenue, team performance, and company growth - **Shape culture:** be a key architect of ShipMonk's sales leadership culture - **Work with leadership:** partner closely with the SVP of Sales on strategy and scaling - **Scale with momentum:** join a fast-growing industry leader with strong momentum and a winning team ## **Compensation & Benefits** - **Base Salary:** $170,000 - **Company Bonus:** eligible to participate in ShipMonk's company bonus structure - **Equity:** eligible for equity participation per ShipMonk's equity program ## **Our core values** - **Merchant-first:** we handle the logistics so our merchants can focus on growing their business - **People make ShipMonk:** we believe in our team and invest in our people - **Own it:** we take ownership of our work, our mistakes, and our wins - **Get sh\*t done:** we value action and results - **Change the score:** we challenge the status quo and keep improving **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, 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. - **People make ShipMonk:** We believe in our team and invest in our people. - **Own it:** We take ownership of our work, our mistakes, and our successes. - **Get sh\*t done:** We're a fast-paced, high-growth company that values action and results. - **Change the score:**We challenge the status quo, constantly innovating and improving. 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.