Strategic Partnerships Manager

About Shippo

At Shippo, our vision is bold and clear: we are the shipping layer of the internet. Our mission is to make every merchant successful through excellent shipping, delivering world-class logistics technology and infrastructure. We’re building the backbone of global e-commerce — connecting merchants to carriers worldwide through a single API and intuitive dashboard.

As a remote-first and globally distributed team, we believe flexibility fuels trust, autonomy, and performance. Our diverse perspectives — across continents, cultures, and time zones — drive our innovation and enable us to build solutions used by businesses everywhere. We invest in modern, scalable technology so our teams can build, ship, and iterate with confidence.

Your impact starts here: every person at Shippo plays a direct role in shaping the infrastructure that powers global commerce and makes shipping simpler for businesses around the world.

How we will deliver success together:

Shippo is looking for a Strategic Partnerships Manager to join our dynamic and entrepreneurial team. You will own and lead some of our most strategic partnerships, in which you will lead all executive-level partner management, drive complex programs cross-functionally, establish and run partnership governance, and develop new initiatives to achieve strong commercial outcomes for Shippo . Your experience in e-commerce/marketplace platforms or fulfillment will set you up for success at Shippo and we would love to share the opportunity with you.

Shipping & handling responsibilities

• Develop comprehensive partnership strategies using excellent business judgment to negotiate renewals, upsell potential opportunities & drive favorable commercial outcomes for Shippo.
• Set and track account activation and revenue targets.
• Identify and drive marketing and promotional opportunities.
• Engage with partners to understand opportunities for operational improvement, and liaise with our product team to bring those improvements to life.
• Provide excellent partner service, research, and market analysis to resolve technical and financial challenges with partners and better represent our users, products, and programs.
• Serve as an expert consultant to our partners; engage cross-functionally to drive your partner’s businesses and build effective relationships with partner stakeholders.
• Analyze performance and present findings to clients, highlighting opportunities or introducing incremental programs. Contribute data-driven insights to support recommendations.
• Leverage cross-functional support teams to ensure partners have access to the product experts and resources they need.
• Develop renewal and product cross-sell/up-sell strategies and negotiate business terms on renewals and new agreements.

Your shipping requirements

• 5+ years of work experience in strategic partnerships, account management, or business development in e-commerce/marketplace platforms or fulfillment/software/SaaS industry
• Experience working with technology partners through integrations, product management, program management, and business development engagements
• Experience in contract management, including cross-functional collaboration with Legal and Strategic Finance on renewals, as well as negotiating with external partners.
• You are well-versed in advanced Excel (or SQL), Looker, or other Business Intelligence tools
• You are detail-oriented with a proven track record of solving strategic challenges
• You possess strong relationship-building skills and are apt to see mutually beneficial opportunities with partners
• You are technically oriented and understand APIs
• You have an entrepreneurial, growth mindset, bold ideas, and a know-how attitude to get things done

Bonus

• Experience with marketplaces or e-commerce platforms and deep understanding of the market needs for these verticals
• Familiarity with shipping and logistics
• Previous work in a dynamic startup environment

What is in the Shippo Package? (For US only)

• Healthcare coverage for medical, dental, and vision (90% covered by the co