Manager, Client Acquisition

ShipBob; United States; On-site; USD 102,000 - 170,000; Full time

Benefits offered by this job

Medical, Dental, Vision & Basic Life

Parental Leave

Paid Holidays & PTO

Sick Leave

Wellness Days

401K Match

Comprehensive Benefits

Job summary

ShipBob is hiring a Manager, Client Acquisition to lead a Mid-Market Account Executive team, oversee weekly pipeline reviews, and ensure accurate forecasting. You will partner with leadership to provide tools, training, and cross-functional support to acquire new merchants fitting ShipBob’s ICP.

The role focuses on coaching, developing talent, improving sales processes, and driving performance in a dynamic, remote work environment across multiple US states.

Qualifications

• 4+ years of progressive sales leadership experience.
• Proven ability to drive net-new revenue growth in eCommerce, logistics, supply chain, or fulfillment sectors preferred.
• Strong leadership to inspire reports and cross-functional partners.
• Deep understanding of sales metrics and translating data into action.

Responsibilities

• Conduct weekly pipeline reviews and track team performance.
• Update forecasting for large accounts and run rate to quota.
• Monitor Salesforce reports and dashboards to ensure activity and pipeline health.
• Coach AEs through 1:1s, call reviews, and real-time deal strategy.
• Collaborate with Director of Client Acquisition and VP of North America Sales on tactics to grow pipeline and close opportunities.
• Work with Sales Enablement to improve the sales process and product knowledge.
• Foster feedback loops with Operations and Product to improve offerings.
• Identify and implement improvements to sales workflows to shorten cycles and boost conversions.
• Own performance management including reviews and development planning for team members.
• Stay informed on competitors and guide AEs on positioning against alternatives.
• Support hiring and onboarding of new Account Executives and participate in mentorship.

Skills

Sales leadership

Forecasting

Pipeline management

Sales analytics

Team coaching

Cross-functional collaboration

Tools

Salesforce

Job description

As a member of the ShipBob Team, you will...

• Grow with an Ownership Mindset: We champion continuous learning and innovation. You'll take on real problems, create tangible solutions, and drive results that move the needle for ShipBob, our merchants, and for your own professional growth. If you're ready to do the most meaningful work of your career, this is the place.
• Collaborate with Peers and Leaders Alike: At ShipBob, leaders are accessible; feedback flows in both directions, and everyone, regardless of their seniority or role, steps up to help when needed. We hold each other to high standards because we trust each other to meet them. That combination of transparency and mutual respect is what makes the work here feel worth doing.
• Experience a High-Performance Culture and Clear Purpose: We are results-driven and clear about what that means: our goals are specific, accountability is shared, and every team member can see how their work connects to our mission. When we hit milestones, we celebrate them together. When we fall short, we learn and move forward.

Location:

Remote in these states: AL, AZ, CA, CO, FL, GA, KS, KY, IA, ID, IL, IN, LA, MA, ME, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, RI, SC, SD, TN, TX, UT, VA, VT, WA, WI

Role Description

The Manager, Client Acquisition is responsible for managing a team of Mid-Market Account Executives. They will focus on weekly pipeline reviews to ensure accurate forecasting and quota achievement as well as monitoring activity and output for the AE team. They will work closely with the Director of Client Acquisition team to ensure AE’s have the tools and resources to be successful and are able to bring on new merchants who fit into ShipBob’s Ideal Client Profile. They will also collaborate cross functionally to ensure we are providing solutions that will continue to push a steady stream of new customers and provide benefits to our existing customers. This role reports to the Director, Client Acquisition.

What You’ll Do

• Conduct weekly pipeline reviews, tracking team performance.
• Updating forecasting weekly for large accounts as well as the team's run rate to quota.
• Monitor Salesforce reports and dashboards to ensure strong activity levels and pipeline health and take action to address gaps.
• Coach and support Account Executives through regular 1:1s, call reviews, and real-time deal strategy, actively advising on or joining high-priority sales motions to help close key opportunities.
• Collaborate closely with the Director of Client Acquisition and VP of North America Sales to implement sales tactics that spur pipeline generation, improve close rates, and support revenue growth.
• Work with Sales Enablement to continue to foster growth in the sales process and ShipBob product and operations knowledge.
• Foster a cross-functional feedback loop with Operations and Product teams to share merchant feedback and support continuous product and service improvement.
• Identify and implement improvements to sales workflows to inspire efficiency, shorten the sales cycle, and increase conversion rates, for merchants who fit our Ideal Customer Profile.
• Own performance management, including regular performance reviews and development planning for team members.
• Stay informed on competitors and coach Account Executives on how to effectively position ShipBob's value against alternative solutions.
• Support hiring and onboarding of new Account Executives and participate in mentorship programs to build a solid and scalable sales culture.

What You’ll Bring To The Table

• Minimum of 4 years of progressive sales leadership experience, with a strong focus on building, coaching, and scaling high-performing teams responsible for new client acquisition
• Demonstrated success driving net-new revenue growth as a sales leader and former top-performing seller; experience within the eCommerce, logistics, supply chain, or fulfillment industries strongly preferred.
• Culture carrier and influential leader who can inspire, motivate, and elevate both direct reports and cross-functional partners.
• Deep understanding of sales metrics, with the ability to translate data into strategic action and measurable outcomes.
• High level of initiative with a ‘get it done’ attitude and great sense of teamwork.
• Comfortable navigating ambiguity and embracing change, including learning from failures and using them to drive improvement.
• Proactive in providing feedback and working with peers and colleagues to help improve the sales process.

Perks & Benefits

• Medical, Dental, Vision & Basic Life Insurance
• Paid Maternity/Parental Leave Program
• Paid Holidays & Flexible Time Off Program
• Paid Sick Leave
• Wellness Days (1 day/quarter)
• 401K Match
• Comprehensive Benefits Package >>> https://www.shipbob.com/careers/
• See Our High-Performing Culture >>> Check us out on Instagram (@lifeatshipbob)

ShipBob believes in transparency while providing a competitive total compensation package with a pay for performance approach. The full base pay range for this position in our compensation architecture is $101,775 - $169,625. In addition to base salary, the role includes the opportunity to receive and/or earn sales incentives based on Company’s plans and in accordance with Company’s policies.

We recognize that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying. Diversity of experience and skills combined with passion is a key to innovation and excellence; therefore, we encourage people from all backgrounds to apply to our positions.

About You

Building the world’s leading full-stack fulfillment platform is challenging work. The problems we solve are complex, the pace is fast, and the bar is high. That means ShipBob’s environment isn’t the right fit for everyone, and that’s okay. If you are ready to take ownership, push boundaries, and grow alongside a team that genuinely supports each other, we would love to hear from you.

Learn more about our core values and how we perform at a high level in our day-to-day work on our Culture page (https://www.shipbob.com/careers/culture/).

About Us

ShipBob is a leading global supply chain and fulfillment technology platform designed for SMB and Mid-Market ecommerce merchants to provide them access to best-in-class capabilities and to deliver a delightful shopper experience. Merchants can outsource their entire fulfillment operations, utilize ShipBob’s proprietary warehouse management system for in-house fulfillment, or take advantage of a hybrid solution across ShipBob’s dozens of fulfillment center network in the United States, Canada, United Kingdom, Europe, and Australia. ShipBob is backed by leading investors like Menlo Ventures, Bain Capital Ventures, Hyde Park Venture Partners, and SoftBank Vision Fund 2, and is one of the fastest-growing tech companies headquartered in Chicago.

At ShipBob, every full-time employee gets access to our best-in-class AI and productivity tools from Day 1 at no cost. This isn't a pilot or a perk for select teams. It's standard for everyone. We believe innovation isn't owned by one department. Whether you're in Talent, Operations, Finance, Engineering, or Customer Success, we expect you to ask: how can this be done better, faster, or smarter? These tools are our investment in your ability to find those answers.

Use of AI-Assisted Tools During Recruitment

We may use AI-assisted tools during the recruitment process to support administrative functions such as transcribing interviews, generating summaries or notes, organizing interview feedback, facilitating candidate communications, and helping recruiters identify candidates whose qualifications may align with job requirements. These tools are designed to assist our recruiting team and are not used to make final hiring decisions. Hiring decisions are made by trained human reviewers who consider the candidate's application, interview performance, qualifications, experience, and other relevant factors. AI-assisted tools do not independently determine whether a candidate advances in the hiring process or receives an offer of employment. Where required by applicable law, candidates will be provided with notice regarding our use of AI-assisted technologies and, where available, information about any applicable rights relating to such processing, including the ability to request additional information or opt out of certain AI-assisted processing activities. Candidates who exercise available opt-out rights may be reviewed through alternative processes consistent with applicable law.

ShipBob provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

There is no deadline to apply for this position, as ShipBob accepts applications on an ongoing basis