Director of Sales

Director of SalesShipMonk 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.ShipMonk is one of the fastest-growing names in eCommerce fulfillment, and we're scaling fast. If you're a leader who thrives building and coaching elite sales teams, someone who raises the bar for everyone around you, and driven by the impact of building a world-class organization, this is your seat.The Director of Sales is a full-time leadership role responsible for recruiting, coaching, and elevating a team of up to six Fulfillment Consultants, ShipMonk's frontline Account Executives. This leader owns the pipeline health, team performance, and revenue delivery of their entire group—setting the pace, removing obstacles, and developing talent. You'll shape ShipMonk's sales culture while driving organizational results.The Company Behind YouWhen you lead your team into the market, you're representing a category leader merchants already want to hear from:3M+ sq ft across 12+ fulfillment centers on three continents$365M in growth funding, 2,300+ team members globally, bootstrapped and profitable with real stability behind your paycheckBusiness of the Year (South Florida Business Journal), Deloitte Technology Fast 500, and multi-year Inc. 5000. ShipMonk is a brand that opens doorsProprietary technology: our AI-powered platform gives merchants a real-time, unified view of inventory and orders. It's the competitive edge your team needs to winCommitted to the future: we invest over $10 million annually in R&D, so your team's tools and our offerings keep evolvingAlready fulfilling for brands you know: Dr. Squatch, LiquidIV, Nutrafol, Arctic Cool, Create WellnessWhat You'll DoTeam Leadership & CoachingLead, mentor, and develop a team of four Fulfillment Consultants. Conduct regular 1:1s, ride-alongs, deal reviews, and performance coaching sessions to sharpen each FC's selling skills, product knowledge, and professional growth. You're in the field coaching, setting standards, and leading by example.Pipeline Development & ManagementOwn pipeline health across your entire FC team. Drive consistent top-of-funnel activity, identify and remove bottlenecks that slow deal progression, and work proactively to accelerate close rates. You're accountable for the health and velocity of your team's pipeline.Revenue Delivery & PerformanceManage your team toward revenue targets and quota performance. Track individual and collective performance against goals, identify underperformers early, and course-correct before it impacts numbers. Hold your team to the highest standards and celebrate wins.CRM Hygiene & Data IntegrityChampion rigorous CRM usage (Salesforce preferred) across the team. Ensure all deal stages, activity logs, contact records, and pipeline data are accurate and up to date. Data integrity is a discipline you model and enforce.Forecasting & SVP SupportDeliver accurate weekly and monthly revenue forecasts for your FC team. Provide the SVP of Sales with timely, data-driven updates on team performance, deal status, risks, and opportunities. Be the voice of truth on your team's numbers.Training, Onboarding & DevelopmentOwn the onboarding experience for new FCs, ensuring fast ramp-up times and a solid foundation in ShipMonk's products, sales methodology, and client engagement standards. Build playbooks, facilitate ongoing skills training, and create a culture of continuous improvement.Strategic CollaborationPartner cross-functionally with Marketing, Operations, Client Success, and Finance to align go-to-market strategy, share market feedback, and ensure a seamless handoff from close to onboarding. You're the bridge between your team and the organization.Partnership Management & Business DevelopmentIdentify, evaluate, and develop strategic partnerships that create incremental pipeline and revenue opportunities for your team. Research and qualify potential integration partners, technology vendors, service providers, and ecosystem players that align with ShipMonk's go-to-market strategy. Own the outreach, relationship building, and deal structuring with prospective partners. Support partnership events, industry conferences, and co-marketing initiatives that strengthen ShipMonk's brand visibility and open doors with new prospects. Drive business development opportunities that emerge from existing customer relationships, partner channels, and market intelligence.What You'll Need5+ years of B2B sales leadership or team management experience with a proven track record of building and scaling high-performing sales teamsDemonstrated ability to hire, coach, and develop sales talent while holding team members accountable to performance standardsStrong understanding of sales processes, pipeline management, and revenue forecastingExperience in logistics, supply chain, 3PL, eCommerce, or SaaS sales strongly preferredHigh proficiency in CRM platforms (Salesforce preferred) and ability to drive adoption and data discipline across a teamDemonstrated ability to build accurate revenue forecasts and present data-backed sales reviews to senior leadershipExceptional coaching instincts. You give direct, actionable feedback and genuinely invest in the growth of othersHigh energy, self-motivated, and competitive. You hold yourself and your team to the highest standardsAbility to travel up to 25% of the time for client meetings, team events, and industry conferencesWhy This RoleBuild a team: create and shape a world-class sales organization from the ground upOwn results: directly impact revenue, team performance, and company growthShape culture: be a key architect of ShipMonk's sales leadership cultureWork with leadership: partner closely with the SVP of Sales on strategy and scalingScale with momentum: join a fast-growing industry leader with strong momentum and a winning teamCompensation & BenefitsBase Salary: $170,000Company Bonus: eligible to participate in ShipMonk's company bonus structureEquity: eligible for equity participation per ShipMonk's equity programOur Core ValuesMerchant-first: we handle the logistics so our merchants can focus on growing their businessPeople make ShipMonk: we believe in our team and invest in our peopleOwn it: we take ownership of our work, our mistakes, and our winsGet sh*t done: we value action and resultsChange the score: we challenge the status quo and keep improvingAbout ShipMonkShipMonk 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. Unrivaled Support: We provide hands-on, "mom and pop" support with a global reach. Our dedicated teams are on-site at every fulfillment center, ready to jump into action. Transparent Pricing: We believe in honest, long-term partnerships. Our all-inclusive pricing means