Location: U.S. Remote
Employment Type: Full-time, Individual Contributor
Travel: Approximately 10-20%
About the RoleHappy Returns is seeking a
Partnerships Manager, 3PL & Logistics Technology to own and grow key relationships across our third-party logistics and logistics technology ecosystem.
Reporting to the Senior Partnerships Manager, this individual contributor will manage existing partnerships, develop new channel opportunities, and drive revenue through 3PL and logistics platform partners. The Partnerships Manager will own an annual channel revenue goal and will be responsible for developing partner growth plans, building and managing pipeline, forecasting results, and delivering against annual revenue targets and OKRs.
This is a commercial, relationship-driven, cross-functional role. The ideal candidate understands how 3PLs, carriers, and logistics technology companies operate and can turn strategic relationships into measurable business outcomes. They will be comfortable working with executives, sales teams, operational leaders, and technical stakeholders across both Happy Returns and our key partners.
The Partnerships Manager will also organize and facilitate technical and operational discussions related to logistics platform integrations. Familiarity with API-based integration architecture is recommended for this role. This person will work alongside Solutions Engineering, Product, Onboarding, and other internal teams to define partner requirements, coordinate stakeholders on both sides, and successfully bring new integrations and partnerships to market.
What You'll Do- Own the annual revenue goal, pipeline, forecast, and performance reporting for business generated through 3PL and logistics platform partners.
- Manage a portfolio of existing partners, serving as the primary commercial point of contact and building relationships across executive, sales, customer success, operational, and technical teams.
- Develop joint business plans, revenue targets, operating cadences, and growth strategies for priority partnerships.
- Partner with the Happy Returns Sales team to execute referral and co-selling motions, support active opportunities, and advance partner-related deals.
- Identify and evaluate prospective partners based on merchant demand, strategic fit, operational capabilities, technical readiness, and revenue potential.
- Lead new partnerships from outreach and discovery through business-case development, negotiation, contracting, onboarding, launch, and growth.
- Create joint go-to-market programs, including referrals, co-selling, sales enablement, co-marketing, events, and customer-facing initiatives.
- Equip partner sales and customer-facing teams with the messaging, training, and resources needed to identify and position Happy Returns opportunities.
- Serve as the business owner for logistics platform integrations, coordinating requirements, stakeholders, decisions, dependencies, timelines, testing, and launch readiness.
- Lead regular business reviews and track KPIs such as pipeline, forecast accuracy, revenue, merchant adoption, integration usage, partner engagement, and service quality.
- Use partner, merchant, and performance feedback to improve partner strategy, enablement, commercial programs, and internal processes.
- Represent Happy Returns in partner meetings, customer conversations, trade shows, warehouse and facility visits, and other industry forums.
What We're Looking For- At least 5 years of relevant experience within a logistics SaaS company, carrier, 3PL or fulfillment provider, or related logistics business.
- Experience in business development, sales, strategic partnerships, partner management, channel partnerships, channel sales, strategic alliances, or a comparable commercial role.
- A track record of owning or contributing directly to a revenue target and delivering measurable results through partners, channels, or strategic accounts.
- Strong pipeline-management and forecasting skills, including the ability to assess opportunity quality, identify risks, and communicate expected results.
- Strong understanding of the logistics ecosystem, including fulfillment, warehousing, transportation, reverse logistics, and supporting technology.
- Experience managing external relationships through negotiation, contracting, onboarding, launch, and ongoing growth.
- Strong commercial judgment and the ability to develop business cases, structure partnerships, negotiate agreements, and engage senior stakeholders.
- Experience coordinating cross-functional work across Sales, Product, Solutions Engineering, Onboarding, Operations, Marketing, Finance, and Legal.
- Ability to organize and facilitate technical discussions without serving as the primary technical expert.
- Strong communication, project-management, and organizational skills, with the ability to manage multiple partners and workstreams in a fast-moving environment.
- Ability to travel approximately 10-20% for trade shows, partner onsite meetings, warehouse and facility tours, company gatherings, and other business needs.
Preferred Qualifications- Experience creating or scaling a referral, reseller, co-sell, channel, or strategic alliance program.
- Working knowledge of APIs, data flows, platform integrations, and technical discovery processes.
- Existing relationships within the 3PL, fulfillment technology, or broader logistics ecosystem.
- Experience developing partner enablement materials, playbooks, business reviews, or performance-reporting frameworks.
Why This Role MattersHappy Returns operates at the intersection of software, retail, and physical logistics. Our relationships with 3PLs and logistics platforms directly influence how merchants discover, adopt, integrate, and scale Happy Returns solutions.
This role will help turn logistics ecosystem relationships into a meaningful source of revenue, customer acquisition, platform connectivity, and long-term strategic value. The Partnerships Manager will combine logistics industry knowledge, channel-sales discipline, relationship-management skills, and cross-functional leadership to make partnerships a durable growth engine for Happy Returns.
