About the RoleVeho is redefining last-mile delivery and 3PLs are one of the most powerful levers to get there. As a 3PL Engagement Director, you will own the relationships and growth strategy within Veho's third-party logistics partners, driving merchant opt-in adoption and unlocking new volume across the 3PL channel.
This is a high-impact commercial role sitting at the intersection of partnerships, sales, and customer success. You will work with 3PL operators and their merchant clients to make Veho the carrier of choice; building the playbooks, relationships, and pipelines that turn 3PL integrations into scalable, compounding revenue.
What You'll Do3PL Relationship Management- Own 3PL go-to-market strategy with a portfolio of 3PL partners, serving as a point of contact at Veho alongside Account Executives and Customer Success Managers.
- Develop deep knowledge of each partner's merchant mix, verticals, operational footprint, and carrier decision-making process.
- Conduct regular business reviews to track volume, surface opportunities, and align on growth plans.
- Influence carrier selection within 3PL partner accounts to drive merchant opt-in to Veho's network.
- Keep 3PL partners informed on Veho services and product updates.
Merchant Opt-In Sales Motion- Design and execute a structured sales motion to engage merchants shipping through 3PL partners, converting them to active Veho shippers.
- Partner with 3PL account managers and ops teams to identify high-potential merchants and facilitate introductions.
- Develop joint materials, pitch decks, and value propositions tailored to merchant verticals (e.g., e-commerce, healthcare, retail).
- Run merchant-facing discovery calls and close opt-in commitments, collaborating with Veho's onboarding teams to ensure a seamless launch.
Pipeline Development & Revenue Growth- Build and maintain a robust pipeline of prospective 3PL partners and in-network merchant opportunities.
- Track and forecast volume commitments across 3PL accounts; hold partners accountable to growth milestones.
- Identify and pursue new 3PL partnerships that expand Veho's channel footprint in target geographies and verticals.
- Collaborate with Sales leadership to set targets, refine ICP, and prioritize the 3PL channel pipeline.
Playbook & Enablement- Build repeatable engagement playbooks for 3PL onboarding, merchant activation, and ongoing account growth.
- Create training and enablement materials for 3PL partner teams so they can effectively position Veho to their merchants.
- Capture and share learnings across the commercial team to continuously improve the 3PL motion.
- Partner with Marketing to develop channel-specific campaigns and co-marketing opportunities with key 3PL partners.
- Research and identify which brands are supported by each 3PL.
Cross-Functional Collaboration- Serve as the voice of the 3PL channel internally - synthesizing partner feedback and merchant pain points to inform product and operations roadmaps.
- Partner with Carrier Integrations to ensure smooth technical onboarding for new 3PL partners and merchant accounts.
- Coordinate with Customer Success to ensure high merchant satisfaction and minimize churn within 3PL-sourced accounts.
What We're Looking For- 7+ years of experience in partnerships, enterprise sales, channel sales, or business development - ideally within logistics, supply chain, or e-commerce.
- Direct experience working with or selling into 3PLs, fulfillment centers, or logistics intermediaries strongly preferred.
- Demonstrated ability to run a complex, multi-stakeholder sales motion - including influencing decisions where you don't have a direct relationship.
- Strong commercial instincts: you know how to identify value, build trust, and close - without being transactional.
- Operational fluency - you understand how 3PLs and their merchant clients think about carrier selection, cost, and service levels.
- Builder mentality: comfortable operating with ambiguity, creating structure from scratch, and moving fast.
- Exceptional communication and executive presence - able to engage credibly from warehouse ops managers to C-suite.
- CRM proficiency (Salesforce or equivalent); data-driven approach to pipeline management and forecasting.
Nice to Have- Experience at a last-mile carrier, parcel network, or regional carrier.
- Existing relationships within the 3PL ecosystem (e.g., ShipBob, Whiplash, Ceva, Ryder, GXO, DSV, XPO).
- Familiarity with carrier integration processes (rate cards, API connections, OMS/WMS integrations).
- Experience selling into or through e-commerce enablement platforms.
The pay range is subject to the discretion of the Company. Additionally, Veho offers a competitive equity package, comprehensive medical, dental, and vision coverage, and other benefits such as a 401 (k) and unlimited PTO for exempt-level roles.
