Director of Sales- Trellis

ShipMonk; Fort Lauderdale (FL); On-site; USD 140,000 - 230,000; Full time

Job summary

Trellis, a ShipMonk incubator brand, seeks a Director of Sales to own Trellis go-to-market from the ground up. You will shape what Trellis sells, how it sells, and to whom, acting as a founder-level leader who guides product, positioning, and strategy.

You’ll build from zero to initial revenue, partnering with the GM and Product team to learn from customers and drive the business forward.

Qualifications

• Significant experience in transportation, logistics, or supply chain with understanding of last-mile operations.
• Proven success selling to diverse buyers from SMB founders to enterprise leaders.
• Experience selling complex, operationally driven solutions, not just SaaS shelfware.
• Prior experience in early-stage, build-as-you-go environments is strongly preferred.

Responsibilities

• Build Sales from 0 to 1; personally drive early customer acquisition and establish Trellis channels.
• Define initial ICPs, buyer personas, and use cases with GM and Product.
• Translate learnings into repeatable sales motions and partnerships.
• Shape Trellis value proposition and ROI narrative through customer iterations.
• Develop early sales processes, messaging, and qualification criteria; lay groundwork for scale.

Skills

Logistics industry experience

Last-mile carrier knowledge

Sales leadership

SaaS Sales experience

Ambiguity navigation

Job description

ShipMonk isn't just a 3PL - we're the tech-powered growth partner for ecommerce brands, running 12+ owned fulfillment centers across the US, Canada, the UK, and Europe so our merchants can stress less and grow more.

Director of Sales Trellis (a ShipMonk Incubator Brand)

About Trellis Trellis is a new, incubated business within ShipMonk, focused on modernizing transportation,carrier management, and shipping operations for small and mid-sized businesses.Just like a Trellis provides structure for plants to grow stronger and reach higher, we givemerchants the backbone to scale their brands. In shipping, volume is the key to unlocking betterrates and growth-but the merchants who need the most support are the ones who don't yethave the volume. That's why Trellis exists. Powered by a top domestic shipper, we have enterprise shippingsolutions and pricing that we know would be the support structure you need to realize yourbrand's true potential. While Trellis is backed by ShipMonk's scale, infrastructure, and credibility, it operates as astartup within a startup - building product, go-to-market, and customer value in its ownecosystem. This is a foundational sales leadership role, designed for someone who thrives in ambiguity,enjoys building from first principles, and wants direct influence over product, positioning, andstrategy.

The Role The Director of Sales will own Trellis’s go-to-market motion from the ground up. This personwill be the first senior sales leader for Trellis, responsible not only for closing deals, but forshaping what Trellis sells, how it sells, and to whom.This role requires a founder mindset: someone who is equally comfortable selling, learningfrom customers, pressure-testing product assumptions, and partnering closely with the GeneralManager and Product team to build the business as we go. If being able to build something from scratch and truly own the outcome excites you, this is it.

What You’ll Do:

• Build Sales from 0 1- Personally drive early customer acquisition, acting as a player/coach. Leverage existing ShipMonk channels and resources, while building Trellis-specific channels
• Define initial ICPs, buyer personas, and use cases in partnership with GM and Product
• Translate early customer learnings into repeatable sales motions
• Interface with Pricing to drive profitability on new revenue

Shape Product & Strategy

• Help define Trellis’s value proposition, positioning, and ROI narrative as the productevolves through iterations with customers

Build the GTM Foundation

• Develop early sales processes, messaging, and qualification criteria
• Build any sales or marketing collateral needed
• Identify and pursue any key partnerships
• Establish CRM hygiene, forecasting discipline, and basic sales metrics
• Lay the groundwork for future sales hiring, enablement, and scale

Experience & Background

• Significant experience in the transportation, logistics, or supply chain industry, with a deep understanding of last-mile carriers’ operations
• Proven success selling to an audience with a wide range of industry knowledge. FromSMB founders with less transportation understanding to transportation leaders atenterprise-level businesses (e.g., Heads of Transportation, Logistics Managers)
• Experience selling complex, operationally driven solutions (not just SaaS shelfware)
• Prior experience in early-stage, build-as-you-go, or entrepreneurial environmentsstrongly preferred

Mindset & Style

• Founder mentality: you take ownership, move fast, and figure things out
• Comfortable with ambiguity and evolving product definitions
• Hands-on, roll-up-your-sleeves approach - you like being in the deals
• Customer-obsessed and curious; you ask "why" often
• Collaborative, low-ego partner who works well across functions
• Able to operate with both strategic perspective and tactical execution

What Success Looks Like

• Closed Trellis’s early lighthouse customers
• Helped define Trellis’s core ICPs and GTM strategy
• Influenced product direction based on real customer feedback
• Built a repeatable early sales motion
• Positioned Trellis to scale into a broader sales organization
• Influenced product direction based on real customer feedback
• Built a repeatable early sales motion

About ShipMonk

ShipMonk isn't just a 3PL; we're a growth partner for merchants. We provide cutting-edge technology and a network of owned and operated fulfillment centers that empower high-growth ecommerce and DTC brands to stress less and grow more. With over 2,500 employees across five countries, we're on a mission to revolutionize fulfillment by providing everything from the fastest click-to-delivery and real-time inventory to custom solutions—all with a merchant-first mindset.

Why ShipMonk?

We believe in building for the long term, and our success is powered by five key differentiators that help us become true partners to our merchants.

• Global Fulfillment Network: Our 12+ owned and operated fulfillment centers span the US, Canada, the U.K., and Mainland Europe. We never outsource, ensuring quality and consistency.
• Proprietary Technology: We've eliminated the need for tribal knowledge with our AI-powered platform. It provides a real-time, unified view of inventory and orders, giving our merchants the control and visibility they need to succeed.