Director of Sales

The Director of Sales is a full-time leadership role responsible for recruiting, coaching, and elevating a team of up to six Fulfillment Consultants, ShipMonk's frontline Account Executives. This leader owns the pipeline health, team performance, and revenue delivery of their entire group-setting the pace, removing obstacles, and developing talent. You'll shape ShipMonk's sales culture while driving organizational results.
What you'll do
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 FC's selling skills, product knowledge, and professional growth. You're in the field coaching, setting standards, and leading by example.
Pipeline Development & Management

Own pipeline health across your entire FC team. Drive consistent top-of-funnel activity, identify and remove bottlenecks that slow deal progression, and work proactively to accelerate close rates. You're accountable for the health and velocity of your team's pipeline.
Revenue Delivery & Performance

Manage your team toward revenue targets and quota performance. Track individual and collective performance against goals, identify underperformers early, and course-correct before it impacts numbers. Hold your team to the highest standards and celebrate wins.
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. Data integrity is a discipline you model and enforce.
Forecasting & SVP Support

Deliver accurate weekly and monthly revenue forecasts for your FC team. Provide the SVP of Sales with timely, data-driven updates on team performance, deal status, risks, and opportunities. Be the voice of truth on your team's numbers.
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, facilitate ongoing skills training, and create a culture of continuous improvement.
Strategic Collaboration

Partner cross-functionally with Marketing, Operations, Client Success, and Finance to align go-to-market strategy, share market feedback, and ensure a seamless handoff from close to onboarding. You're the bridge between your team and the organization.
Partnership Management & Business Development

Identify, evaluate, and develop strategic partnerships that create incremental pipeline and revenue opportunities for your team. Research and qualify potential integration partners, technology vendors, service providers, and ecosystem players that align with ShipMonk's go-to-market strategy. Own the outreach, relationship building, and deal structuring with prospective partners. Support partnership events, industry conferences, and co-marketing initiatives that strengthen ShipMonk's brand visibility and open doors with new prospects. Drive business development opportunities that emerge from existing customer relationships, partner channels, and market intelligence.
What you'll need

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. You give direct, actionable feedback and genuinely invest in the growth of others

High energy, self-motivated, and competitive. You hold yourself and your team to the highest standards

Ability to travel up to 25% of the time for client meetings, team events, and industry conferences
Why this role

• Build a team: create and shape a world-class sales organization from the ground up
• Own results: directly impact revenue, team performance, and company growth
• Shape culture: be a key architect of ShipMonk's sales leadership culture
• Work with leadership: partner closely with the SVP of Sales on strategy and scaling
• Scale with momentum: join a fast-growing industry leader with strong momentum and a winning team

Compensation & Benefits

• Base Salary: $170,000
• Company Bonus: eligible to participate in ShipMonk's company bonus structure
• Equity: eligible for equity participation per ShipMonk's equity program

Our core values

• Merchant-first: we handle the logistics so our merchants can focus on growing their business
• People make ShipMonk: we believe in our team and invest in our people
• Own it: we take ownership of our work, our mistakes, and our wins
• Get sh*t done: we value action and results
• Change the score: we challenge the status quo and keep improving