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Salary: USD 170,000 - 0 / annual
ShipMonk is a tech-powered 3PL and growth partner for ecommerce brands, operating 12+ owned fulfillment centers across the US, Canada, the UK, and Europe. The company is bootstrapped, profitable, and has raised $365M in growth funding with 2,300+ team members globally. ShipMonk has been recognized as Business of the Year by the South Florida Business Journal, included in Deloitte Technology Fast 500, and named to the Inc. 5000 multiple years.
The Director of Sales is a full-time leadership role responsible for recruiting, coaching, and developing a team of up to six Fulfillment Consultants (ShipMonk's frontline Account Executives). This leader owns pipeline health, team performance, and revenue delivery for their entire group—setting the pace, removing obstacles, and developing talent while shaping ShipMonk's sales culture.
Key Responsibilities:
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 consultant's selling skills, product knowledge, and professional growth. Lead by example in the field.
Pipeline Development & Management: Own pipeline health across the entire FC team. Drive consistent top-of-funnel activity, identify and remove bottlenecks that slow deal progression, and work proactively to accelerate close rates.
Revenue Delivery & Performance: Manage the team toward revenue targets and quota performance. Track individual and collective performance against goals, identify underperformers early, and course-correct before it impacts numbers.
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.
Forecasting & SVP Support: Deliver accurate weekly and monthly revenue forecasts for the FC team. Provide the SVP of Sales with timely, data-driven updates on team performance, deal status, risks, and opportunities.
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 and facilitate ongoing skills training.
Strategic Collaboration: Partner cross-functionally with Marketing, Operations, Client Success, and Finance to align go-to-market strategy, share market feedback, and ensure seamless handoff from close to onboarding.
Partnership Management & Business Development: Identify, evaluate, and develop strategic partnerships that create incremental pipeline and revenue opportunities. Research and qualify potential integration partners, technology vendors, and ecosystem players. Own outreach, relationship building, and deal structuring with prospective partners. Support partnership events, industry conferences, and co-marketing initiatives.
ShipMonk's competitive advantages include proprietary AI-powered technology providing real-time unified inventory and order visibility, over $10M annual R&D investment, and a global fulfillment network that is never outsourced. The company already fulfills for brands including Dr. Squatch, LiquidIV, Nutrafol, Arctic Cool, and Create Wellness.
Requirements:
- 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 with ability to give direct, actionable feedback and genuinely invest in the growth of others
- High energy, self-motivated, and competitive; holds self and team to the highest standards
- Ability to travel up to 25% of the time for client meetings, team events, and industry conferences
