Senior Manager, Client Acquisition

Introduction

As a member of the ShipBob Team, you will...

• Grow with an Ownership Mindset: We champion continuous learning and proactive innovation. Team members are encouraged to identify challenges and take ownership of initiatives that drive merchant, company and personal growth. By tackling complex problems and exploring creative solutions, you won’t just follow a playbook, you’ll be actively building the future of ShipBob.
• Collaborate with Peers and Leaders Alike: ShipBob values collaboration and support, where team members and leaders alike are committed to helping each other succeed. We all set high standards and understand the importance of transparency at all levels. We’ve created an environment where trust, open communication, and mutual respect motivate our teams to reach new heights.
• Experience a High-Performance Culture and Clear Purpose: Our commitment to delivering results creates a goal-driven, high-performance culture where everyone is empowered to contribute to our mission with a clear understanding of their direct impact and accountability. We measure success in tangible ways, allowing each team member to see the positive outcomes of their work and celebrate shared victories.

Role Description:

The Senior Manager, Client Acquisition, is responsible for managing a team of Upper 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 6 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’ mindset, strong ownership, and a collaborative approach to achieving success.
• Comfortable navigating ambiguity and embracing change, including learning from failures and using them to drive improvement.
• Proactive in giving and receiving feedback, partnering closely across the sales organization to optimize processes, enhance playbooks, and strengthen the overall client acquisition motion.

Perks & Benefits:

• Medical, Dental, Vision & Basic Life Insurance
• Paid Maternity/Parental Leave Program
• Flexible Time Off Program
• Paid Sick Leave
• Wellness Days (1 day/quarter)
• 401K Match
• Comprehensive Benefits Package >>> https://www.shipbob.com/careers/
• See Our High-Performing Culture >>> Check us out on Instagram (@lifeatshipbob)

The full base pay range for this position in our compensation architecture is $126,429 - $210,715. In addition to base salary, the role includes the opportunity to receive and/or earn sales incentives based on Company’s plans and in accordance with Company’s policies.

About You:

The work we do at ShipBob is both challenging and rigorous, which means our environment isn’t the right fit for everyone, and that’s okay. We welcome energetic high performers who thrive in a dynamic, collaborative, results-driven environment. We value individuals who embrace accountability and humility, push boundaries, and are motivated by challenging work. Every team member, no matter their role or tenure, is expected to roll up their sleeves and tackle the complex problems we face in today’s global supply chain.

Learn more about our core values and how we perform at a high level in our day-to-day work on our Culture page (https://www.shipbob.com/careers/culture/).