Here at Shippo, we are the shipping layer of the internet and we consider ourselves to be one of the core building blocks of e-commerce.
Our mission is to make merchants successful through world class shipping. With our products and solutions, we level the playing field by providing our customers with best-in-class solutions that otherwise wouldn’t be available to them. Through Shippo, e-commerce businesses, marketplaces, platforms and a variety of logistics infrastructure providers are able to connect to shipping carriers around the world from one API and dashboard. We provide our customers with the most competitive shipping rates, print labels, automated international documents, shipment tracking, facilitate the returns process and more.
How we'll deliver success:
We are looking for a hands-on Senior Manager of Business Development to unlock new business for Shippo and help execute our Go-To-Market strategy with tier 1 e-commerce platforms, marketplace, OMS/WMS/TMS providers and 3PLs.
You will be a trusted thought partner to the Marketing, Product, Sales and Account Management teams, working together on jointly defining the strategy to drive sales and product adoption. You will need to become deeply familiar with our customers and their challenges, as well as how our products deliver on their promise.
\n- Build new partnerships with platforms that aggregate volume to help Shippo reach more customers through platforms our customers already use and trust. There are multiple ways we can partner:
- Build partnerships with agencies and system integrators that work with e-commerce stores and build e-commerce websites.
- Build partnerships with strategic partners that are relevant to improving the product experience for our customers in terms of ease of use, making Shippo a one-stop-shop for shipping.
- Develop and execute a cohesive platform strategy that drives customer acquisition and revenue growth.
- Lead the partnership and deal process, managing each step from strategy/planning, pipeline development, prospecting, outreach, terms negotiation, contract drafting, and implementation.
- Drive strategic alignment with top partners, devise joint business plans, conduct quarterly business reviews, and invest in continuous improvement and optimization.
- Build relationships with executives, serving as trusted advisors at key partnership companies, and leverage relationships to uncover and pursue growth opportunities.
- Collaborate with partners and the marketing team to execute high-impact partner marketing campaigns and develop collateral.
- Work with product management and engineering to define partner-driven product initiatives that will help expand volume and growth while finding creative ways to maintain momentum and engagement.
- Collaborate with cross-functional stakeholders across product, engineering, marketing, sales, customer success, finance, and legal to execute the best possible partnerships.
- 7+ years of business development experience in a technology company with a strong preference towards someone with experience in e-commerce, shipping technology, and logistics
- Extensive experience in enterprise sales and strategic partnerships
- A strong problem solver with outstanding relationship management and leadership skills.
- Excellent communicator in a Remote-first workplace via phone, email and slack.
- Strong at writing documents and presentations to articulate the value proposition, technical value, and financial impact.
- Strong negotiation and closing skills in deals involving multiple stakeholders, with the ability to persevere through long and complex deal processes.
- Experience researching and analyzing new markets and verticals.
- Technically savvy including experience in working with analytics, tracking/attribution, and API integrations.
- Experience working with and managing solutions engineers is a plus
- Proficient with Google Suite products, Salesforce, and Hubspot. Experience with SQL, BI tools, and advanced financial modeling a plus.
- Must be assertive, able to work independently and in a cross-functional team, and thrive in a fast-paced, entrepreneurial environment.
- Bachelor’s degree, or equivalent work experience.
- Healthcare coverage for medical, dental, and vision (90% covered by the company, incl. dependents). Pets coverage is also available!
- Take-as-much-as-you-need vacation policy & flexible working
- One week-long company wide winter shutdown
- 3 Volunteer Days Off (VTOs)
- WFH stipend to set up your home office
- Charity donation match up to $100
- Dedicated programs, coaching, tools, and resources for your professional and career growth as well as an individual learning stipend for your personal and focused growth
- Fun team in person time through our Shippos Everywhere program which includes regular team and company off-sites throughout the year as well as local Shippos gatherings
Our company Shippolicy:
We believe compensation is a custom experience and are committed to fair and equitable compensation practices. The standard OTE range for this role is min $160k to a max $217k annual salary. We tend to anchor our pay in the middle of this range ($189k) with most offers that we make. Since we are focused on hiring Shippos Everywhere, we have 2 US pay ranges, a standard compensation range for the majority of the US and a standard +1 compensation range for those who live in areas where the cost of labor is higher, such as NYC and California.
The actual pay is dependent upon many factors, such as: financial budgets, work experience, training, transferable skills, business needs, and market value. The base pay salary ranges are subject to change and may be modified in the future. Total compensation for this role will include, equity, medical, dental, vision and other benefits noted in our Shippos “package” section.
