Field Account Manager – Orlando, FL

Overview

At Auctane, we are united by a passion to help businesses deliver — whatever their size, wherever they are, and however they operate. We make it possible for businesses to meet the ever-changing requirements of their industry and customer expectations. Auctane products enable hundreds of thousands of businesses to annually mail and ship billions of items — over $200 billion worth — to recipients around the globe.

The Auctane family of mailing and shipping software products includes Ship Station, , Ship Station API, Metapack, Global Post, and Packlink. Our partners include Amazon, UPS, USPS, eBay, Big Commerce, Shopify, Woo Commerce, and Walmart.

Our values:
Win as One. Delight Customers. Deliver Great Outcomes.

As a Field Account Manager (FAM), you will serve as a software sales expert within a defined territory. You will own a transactional book of business, focusing specifically on software adoption, advanced feature utilization, and revenue expansion across our established merchant base.

This is a field-based, customer-facing role that requires regular in-person engagement to drive software retention and expansion. You will be responsible for consistent quota attainment through high-volume sales motions, positioning Ship Station’s technical capabilities as the primary driver for merchant success.

• Join a scaled, profitable SaaS platform with strong market momentum
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  Ship Station powers millions of merchants globally and partners with the largest carriers and e-commerce platforms. This is a stable, market-leading product with real customer demand.
• You grow revenue by adding value, not pushing transactions
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  Instead of chasing cold deals, you drive expansion by helping customers adopt advanced features, improve workflows, and operate more efficiently. This consultative, adoption-led sales model leads to stronger customer relationships, higher retention, and more sustainable earnings potential.
• Visible customer impact
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  You’ll partner closely with senior customer stakeholders and manage accounts end-to-end; your work directly drives measurable revenue growth, giving you clear visibility into your impact.

• Drive Expansion Revenue: Grow revenue within an assigned book of merchants by increasing product adoption, upgrading software plans, and expanding usage of advanced Ship Station features.
• Consultative Feature Sales: Use MEDDPICC sales methodology to identify and cross-sell underutilized software capabilities and consult with merchants on how to leverage Ship Station’s tools to optimize their workflows.
• Execute an Adoption-Led Sales Motion: Use data, usage signals, and discovery conversations to identify underutilized features and integrations, then position those capabilities as solutions to real business challenges.
• Manage a High-Volume Book of Business: Own and prioritize a large portfolio of active customers, balancing proactive outreach, renewals, and expansion opportunities to maximize long-term account value.
• Quota Attainment: Consistently meet or exceed quarterly sales quotas through repeatable software sales motions.
• Carrier Integration & Volume: Support carrier growth initiatives by ensuring merchants are effectively using software integrations to unlock incremental shipping volume.
• Strategic Forecasting: Maintain an accurate pipeline and forecast reporting for your territory, ensuring transparency in software adoption trends.
• Channel Management: Drive new logo sales through co-selling motion with carrier partners. Build rapport with channel partners through education and collaborative sales efforts.

• Expansion & Account Growth Selling: 2-3 years of demonstrated ability to grow a book of business through upsell, cross-sell, renewals, and increased product adoption.
• Consultative SaaS Selling: Experience translating software capabilities into tangible business outcomes for SMB and mid-market customers, positioning the platform as a strategic operational tool.
• Technical & E-commerce Fluency: Strong working knowledge of SaaS platforms, API-driven workflows, and e-commerce ecosystems (e.g., Amazon, Shopify), with the ability to guide…