Account Executive

As an Account Executive at ShipBob, you will be responsible for driving growth in our Powered By business unit, particularly focusing on 3PL partnerships. This entails engaging potential clients through strategic outreach, managing the sales pipeline, negotiating contracts, and collaborating with internal teams to create competitive pricing strategies. Your role will also involve delivering compelling pitches to C-level executives and maintaining regular client engagement to identify upsell opportunities.

To apply for the Account Executive role at ShipBob, you should have a minimum of 5 years of experience in a Go-to-Market organization within the eCommerce fulfillment sector. Proven success in managing cross-functional stakeholders, delivering complex solutions, and navigating multi-month sales cycles is essential. Additionally, strong communication skills and experience in utilizing CRM tools for efficient sales operations are crucial for success in this position.

The work culture at ShipBob is characterized by collaboration, high performance, and transparency. As an Account Executive, you will be part of a supportive team environment where open communication is encouraged. Our culture allows employees to take ownership of their work, learn continuously, and celebrate shared successes, ensuring a positive atmosphere that motivates everyone to achieve their best.

ShipBob is committed to the continuous growth of our team members, including Account Executives. We foster an environment that encourages proactive learning and sharing of expertise. You will have opportunities to collaborate across departments, gain insights from leaders, and participate in training initiatives that will enhance your sales skills and industry knowledge.

In your role as an Account Executive at ShipBob, you will primarily work with partners in the 3PL sector, along with marketplaces and eCommerce platforms that utilize our logistics and fulfillment services. Your role will involve building relationships with these partners, understanding their unique needs, and presenting tailored solutions that position ShipBob’s capabilities as essential to their success.

I typically utilize a mix of market research, networking, and targeted outreach. By analyzing industry trends and leveraging tools like LinkedIn, I can identify key decision-makers who may benefit from our services at ShipBob. I also ensure to engage with existing contacts who could lead me to new opportunities.

I see objections as opportunities to better understand my client’s needs. I focus on actively listening to their concerns, validating their feelings, and then addressing their objections with tailored solutions that highlight the value that ShipBob can bring to their specific situation.

Throughout my career, I've gained significant experience with various eCommerce fulfillment technologies. My hands-on experience with WMS tools has enabled me to better understand the challenges faced by clients and present them with customized solutions, such as those offered by ShipBob, that streamline their operations.

A successful pitch involves understanding the client's pain points and clearly communicating how our offerings directly address those challenges. It’s essential to build rapport, deliver a compelling narrative, and support my claims with data and case studies that showcase the strengths of ShipBob's solutions.

I prioritize my sales leads based on factors such as their fit with our services, current engagement level, and potential revenue impact. I use CRM tools to maintain a clean pipeline and regularly assess the status of each lead to ensure I am focusing my efforts where they will yield the best results for ShipBob.

In a previous role, I encountered a potential client who was hesitant due to budget constraints. After further discussions, I was able to present a flexible pricing model that aligned with their financial goals while still delivering value. After addressing their concerns, they became a long-term client, and I learned valuable negotiation skills from that experience.

Communication is central to my role as an Account Executive. Whether I'm negotiating contracts, collaborating with internal teams, or engaging with clients, clear and concise communication fosters trust and ensures alignment toward shared goals. It also helps me present our values effectively, especially in a consultative approach.

I prioritize continuous learning by following industry newsletters, participating in webinars, and engaging with thought leaders. I also use online resources to stay informed on the latest technologies and market shifts, ensuring I can provide valuable insights to clients and drive meaningful conversations.

I typically focus on both qualitative and quantitative metrics such as new client acquisition rates, revenue generated, customer satisfaction scores, and my overall performance against sales targets. These metrics provide a comprehensive view of my success and areas for improvement in my role at ShipBob.

Building long-term relationships with clients involves regular, meaningful communication and understanding their evolving needs. I make it a point to check in periodically, proactively address any concerns, and provide ongoing support, encouraging loyalty and repeated business with ShipBob.