Strategic Account Manager - 3PL

Job description

STRATEGIC ACCOUNT MANAGER - 3PL (REMOTE) East Coast based and working hours required. About you and the role: A core part of our strategy is to land and expand within warehouses (3PLs). We land with one brand, prove value quickly, and expand across the entire warehouse footprint. This role is not traditional customer success. You are owning growth within your book of business. You think like an operator and act like a revenue owner. You know how to navigate complex organizations, build multi-threaded relationships, and turn satisfied partners into active revenue drivers. You’re just as comfortable identifying expansion opportunities and asking for the business as you are ensuring a great customer experience. Our warehouse partners should see you as a strategic partner and growth driver—not just a point of contact. What you’ll be doing: - Own expansion revenue within your 3PL portfolio by identifying, developing, and closing opportunities to grow Passport’s footprint across warehouse clients - Build and execute account plans that map stakeholders, uncover whitespace, and drive multi-threaded engagement - Proactively identify and create opportunities for new brand adoption, cross-sell, and referrals within each warehouse - Partner closely with Sales to convert expansion opportunities into closed revenue - Develop strong relationships with decision-makers and influencers across operations, leadership, and commercial teams within 3PLs - Position Passport as a strategic growth lever for warehouses and their brands—not just a shipping solution - Stay deeply informed on Passport’s product and the broader eCommerce/logistics landscape to lead value-driven conversations - Act with urgency to remove blockers, while maintaining a focus on long-term account growth—not just short-term issue resolution - What success looks like: - You consistently expand accounts beyond the initial land, increasing adoption across multiple brands within each 3PL - Warehouse partners actively refer and advocate for Passport internally and externally - You build deep, multi-level relationships that unlock new revenue opportunities over time - You operate with a clear growth strategy per account, not just reactive support - You have many of the following: - 2–5 years of experience in account management, business development, sales, or consulting with a clear track record of driving growth - A strong bias toward action and revenue ownership—you don’t wait for opportunities, you create them - Proven ability to navigate and influence complex organizations and stakeholders - Excellent communication skills, with the ability to sell ideas and influence decision-makers - Comfort operating in ambiguity—you can build the playbook while executing it - A commercial mindset: you naturally connect customer needs to business outcomes and expansion opportunities - Resourcefulness—you figure things out and move quickly - Experience in warehouses, eCommerce, or logistics is a plus, but not required - Bachelor’s degree or equivalent experience - Willingness and ability to travel regularly (15-25%) to build relationships and drive account growth Our culture: One of our core values is “You are an owner.” This role is for someone who wants to build, drive, and grow—not maintain the status quo. If you’re looking for a highly structured, support-heavy role with clear boundaries, this likely isn’t the right fit. What you'll get... - Competitive cash and equity packages - Healthcare, dental, and vision - 401K - 100% remote work environment - Company issued laptop - Themed happy hours - bring on the Zoom comedians, pop-a-shot contests, and sip ‘n paints! - Quarterly team (virtual) gatherings and annual all-company offsites in cities around North America - Learning & Development Fund for upskilling or products to improve your day-to-day work life - One time remote work set-up stipend to make your at-home office dazzle - Teammates around the world in 8 different time zones!