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Veho is redefining last-mile delivery and logistics infrastructure for ecommerce. As Director of 3PL Engagement, you will own relationships and growth strategy with third-party logistics partners, driving merchant adoption and unlocking new volume across the 3PL channel.
You will serve as the strategic point of contact for Veho's 3PL partner portfolio, developing deep knowledge of each partner's merchant mix, operational footprint, and carrier decision-making processes. You'll conduct regular business reviews to track volume, surface opportunities, and align on growth plans. A key responsibility is influencing carrier selection within 3PL partner accounts to drive merchant opt-in to Veho's network.
You will design and execute a structured sales motion to engage merchants shipping through 3PL partners, converting them to active Veho shippers. This includes partnering with 3PL account managers to identify high-potential merchants, developing joint materials and value propositions tailored to merchant verticals (e-commerce, healthcare, retail), and running merchant-facing discovery calls to close opt-in commitments.
You'll build and maintain a robust pipeline of prospective 3PL partners and in-network merchant opportunities, tracking volume commitments and holding partners accountable to growth milestones. You'll identify and pursue new 3PL partnerships that expand Veho's channel footprint in target geographies and verticals, collaborating with Sales leadership to set targets and prioritize the channel pipeline.
A critical part of this role is building repeatable engagement playbooks for 3PL onboarding, merchant activation, and account growth. You'll create training and enablement materials for 3PL partner teams and capture learnings across the commercial team to continuously improve the motion. You'll also serve as the internal voice of the 3PL channel, synthesizing partner feedback and merchant pain points to inform product and operations roadmaps.
Required: 7+ years in partnerships, enterprise sales, channel sales, or business development, ideally in logistics, supply chain, or e-commerce. Direct experience working with or selling into 3PLs, fulfillment centers, or logistics intermediaries is strongly preferred. You must demonstrate ability to run complex, multi-stakeholder sales motions, strong commercial instincts, operational fluency in how 3PLs and merchants think about carrier selection, and a builder mentality comfortable with ambiguity. Exceptional communication and executive presence are essential, along with CRM proficiency (Salesforce or equivalent) and a data-driven approach to pipeline management.
