Expansion Manager
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Job Description
Expansion Manager managing full sales cycle for ShipBob's existing customers. Identifying and developing expansion opportunities while collaborating with Merchant Success Managers.
Responsibilities:
- 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.
Requirements:
- 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.
Benefits:
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Professional development opportunities
- Discretionary bonus plan
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