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, TN, TX, UT, VA, VT, WA, WI
Role Description:We are hiring an Expansion Manager who will drive revenue growth within ShipBob's existing customer base. You will own a book of accounts and be responsible for identifying, developing, and closing expansion opportunities - both self-sourced and in partnership with your Merchant Success Manager (MSM) pod. This is a quota-bearing closing role where you manage the full sales cycle from prospecting through negotiation and close.
This role rewards curiosity and drive. The most impactful opportunities in this role are often the ones that require digging into an account, understanding a merchant's growth trajectory, and bringing the right solution to the table at the right time. Success requires not just sales execution, but genuine knowledge across eCommerce sales channels, global and cross-border logistics, and ShipBob's suite of expansion products - enough to guide merchants through meaningful growth decisions with confidence.
The Expansion team is a strategic revenue lever for ShipBob with strong executive support, and we are entering our second year with a clear direction and a large, opportunity-rich account base to work with. This role reports to the Director, Merchant Expansion.
What you'll do: - Manage the full sales cycle across your account base - from prospecting and discovery through pricing, negotiation, and close.
- Guide customers efficiently through the sales process, ensuring all expectations are properly set and understood.
- Negotiate pricing, contract terms and commercial agreements.
- Drive revenue growth across ShipBob's expansion opportunity types, including eCommerce channel expansions, global and cross-border fulfillment, product expansions, and net new account acquisition within existing account families.
- Build and maintain strong merchant relationships that create the trust and context needed to identify and advance revenue opportunities over time.
- Partner closely with Merchant Success Managers and cross-functional teams to surface opportunities, align on account context, and keep deals moving.
- Ensure a seamless handoff to the post-sales team to set customers up for long-term success.
- Other duties/responsibilities as necessary.
What you'll bring to the table: - 2-3+ years of quota-carrying sales experience with a demonstrated track record of hitting or exceeding quota.
- Ability to manage and prioritize a pipeline across a large account base - knowing which deals to advance, which to develop, and how to allocate time to maximize revenue impact.
- Maintain a clean, well-documented pipeline and CRM for accurate forecasting and visibility.
- Demonstrated ability to quickly build deep knowledge of ShipBob's technology and operational capabilities and leverage that expertise to drive consultative, growth-oriented conversations with merchants.
- A self-starter mentality - you identify opportunities and build your own pipeline rather than waiting for leads to come to you.
- Excellent verbal and written communication and negotiation skills, with the ability to consult, build trust, and articulate value quickly with merchants.
- Solid negotiation skills and the ability to identify and articulate customer needs.
- Strong pipeline management discipline, with experience using CRM tools and comfort with Excel or similar data tools for forecasting and visibility.
- Experience working in SaaS, logistics, eCommerce, or a related field.
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 $67,018 - $111,696. In addition to base salary, this role includes the opportunity to be eligible for participation in the Company's discretionary bonus plan 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.
