Manager, Client Acquisition - Mid Market

As a member of the ShipBob Team, you will benefit from an environment where everything is achievable. We aim to be a place where you can:

• Write Your Career Story.  Because we are solving some of the most difficult problems in global commerce, you have the opportunity to write the story that will make your career.
• Experience Global Impact and Global Connection.  At ShipBob we benefit from diverse cultures and perspectives in service of the global community.
• Grow With An Ownership Mindset. We believe that great innovation comes from great transparency.  We are more resilient and more creative when we have an inclusive and transparent culture where everyone knows our strengths and opportunities.

Title: Manager, Client Acquisition – Mid-Market 

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

Role Description: 

The Manager, Client Acquisition – Mid-Market is responsible for managing a team of Mid-Market Account Executives (“AE”) of various levels. They will focus on weekly pipeline reviews to ensure accurate forecasting and quota achievement and monitoring activity and output for the AE team. They will work closely with the VP, Client Acquisition 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. A successful Manager, Client Acquisition – Mid–Market is passionate about sales, thrives on supporting others, understands the importance of performance management and proactively brings forward creative solutions. 

What you’ll do: 

• Working with ShipBob's highest revenue generating prospects. 
• Hosting warehouse tours with Mid-Market merchants. 
• Updating forecasting weekly for large accounts and the team's run rate to quota. 
• Monitoring SFDC reports and dashboards to ensure solid activity levels. 
• Helping AEs close new business by advising on or getting involved in specific deals. 
• Working closely with the VP, Client Acquisition to ensure the team has proper tools and resources to be successful in their roles. 
• Working with the Enablement team to continue fostering growth in sales processes and ShipBob product and operations knowledge. 
• Weekly call reviews and coaching. 
• Providing feedback to Operations and Product teams to continue to improve product and service quality. 
• Raising conversion rate on merchants who fit our ICP with a focus on reducing the length of sales cycle by supporting the MM AEs through sales coaching, deal support and more. 
• Quarterly performance reviews and managing potential PIP plans for your designated reps. 
• Involvement in various aspects of recruiting such as interviews, and the onboarding and training of new AEs/SSAEs. 
• Other duties/responsibilities as necessary. 

What you’ll bring to the table: 

• Minimum of 2-3 years of Mid-Market level sales leadership experience. 
• Established track record of success in Mid-Market selling role and Mid-Market Management role. 
• Demonstrated consistent results in driving a team’s ability to achieve quota attainment. 
• Culture carrier and positive influence within the Account Executive team and ShipBob. 
• Excellent knowledge of ShipBob competitors and how to sell against them. 
• Experience in motivating, coaching, and managing a high-performing sales team. 
• Proactive in providing feedback and working with peers and colleagues. 

Classification: Salaried, Exempt 

Reports to: Senior Manager, Client Acquisition 

Perks & Benefits: 

• Medical, Dental, Vision & Basic Life Insurance 
• Paid Maternity/Parental Leave Program 
• Flexible Time Off Program 
• Paid Sick Leave and Paid Emergency Leave 
• Floating Holidays (2 days/year) 
• Wellness Days (1 day/quarter) 
• 401K Match 
• Competitive Salary, Performance Bonus  
• Variety of voluntary benefits, such as, short term disability 
• Referral Bonus Program  
• Fun 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 expected base pay range for this position is $92,377 - $153,962. <