Manager, Client Acquisition

The Manager, Client Acquisition is responsible for managing a team of Mid-Market Account Executives. They will focus on weekly pipeline reviews to ensure accurate forecasting and quota achievement, as well as monitoring activity and output for the AE team. They will work closely with the Director of Client Acquisition team to ensure AE’s have the tools and resources to be successful and are able to bring on new merchants who fit into ShipBob’s Ideal Client Profile. They will also collaborate cross-functionally to ensure we are providing solutions that will continue to push a steady stream of new customers and provide benefits to our existing customers. This role reports to the Director, Client Acquisition.

What you’ll do:

• Conduct weekly pipeline reviews, tracking team performance.
• Updating forecasting weekly for large accounts as well as the team’s run rate to quota.
• Monitor Salesforce reports and dashboards to ensure strong activity levels and pipeline health and take action to address gaps.
• Coach and support Account Executives through regular 1:1s, call reviews, and real-time deal strategy, actively advising on or joining high-priority sales motions to help close key opportunities.
• Collaborate closely with the Director of Client Acquisition and VP of North America Sales to implement sales tactics that spur pipeline generation, improve close rates, and support revenue growth.
• Work with Sales Enablement to continue to foster growth in the sales process and ShipBob product and operations knowledge.
• Foster a cross-functional feedback loop with Operations and Product teams to share merchant feedback and support continuous product and service improvement.
• Identify and implement improvements to sales workflows to inspire efficiency, shorten the sales cycle, and increase conversion rates for merchants who fit our Ideal Customer Profile.
• Own performance management, including regular performance reviews and development planning for team members.
• Stay informed on competitors and coach Account Executives on how to effectively position ShipBob’s value against alternative solutions.
• Support hiring and onboarding of new Account Executives and participate in mentorship programs to build a solid and scalable sales culture.
• Additional duties and responsibilities as necessary.

What you’ll bring to the table:

• Minimum of 4 years of progressive sales leadership experience, with a strong focus on building, coaching, and scaling high-performing teams responsible for new client acquisition.
• Demonstrated success driving net-new revenue growth as a sales leader and former top-performing seller; experience within the eCommerce, logistics, supply chain, or fulfillment industries strongly preferred.
• Culture carrier and influential leader who can inspire, motivate, and elevate both direct reports and cross-functional partners.
• Deep understanding of sales metrics, with the ability to translate data into strategic action and measurable outcomes.
• High level of initiative with a ‘get it done’ attitude and great sense of teamwork.
• Comfortable navigating ambiguity and embracing change, including learning from failures and using them to drive improvement.
• Proactive in providing feedback and working with peers and colleagues to help improve the sales process.