Expansion Manager

Location

Remote in these states: AL, AZ, CA, CO, FL, GA, KS, KY, IA, , 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

We are hiring an Expansion Manager who will drive revenue growth within Ship Bob’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.

Success requires not just sales execution, but genuine knowledge across eCommerce sales channels, global and cross‑border logistics, and Ship Bob’s suite of expansion products — enough to guide merchants through meaningful growth decisions with confidence. The Expansion team is a strategic revenue lever for Ship Bob 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.

• 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 Ship Bob’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.

• 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 Ship Bob’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.

Ship Bob 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.

Ship Bob provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

There is no Final date to receive applications for this position, as Ship Bob accepts applications on an ongoing basis.