Vice President of Partnerships, ShipBob
Salary not provided
Expert level
Remote from US
Tech-enabled third-party logistics
Posted today
Tech-enabled third-party logistics
1001+ employees
B2BLogisticsTransportSaaSDelivery
Posted today
Salary not provided
Expert level
Remote from US
1001+ employees
B2BLogisticsTransportSaaSDelivery
Company mission
To provide simple, fast and affordable fulfillment for thousands of brands with an international fulfillment network across the world.
Role
Who you are
- Partnerships Leadership: 10+ years of experience leading high-impact partnerships or business development teams in a B2B SaaS, ecommerce technology, or logistics environment
- Revenue Orientation: Proven success building and scaling partnerships that drive revenue impact with measurable influence on pipeline creation, deal acceleration, and retention
- Ecosystem Fluency: Deep understanding of ecommerce technology stacks, ERP systems, and global logistics workflows, along with the ability to identify emerging GTM enablement partners (CXOs, advisors, agencies with impact)
- Strategic + Tactical: Strong strategic mindset with the ability to move fast, iterate, and directly execute when needed
- Cross-Functional Skillset: Comfortable operating across sales, product, and operations, while able to prioritize competing inputs and advocate for partner-driven initiatives to support the entire business
- Customer-Centric: Passionate about creating value for customers by expanding ShipBob’s capabilities through curated and high-impact ecosystem partners
- Excellent Communication: Strong communicator, negotiator, and relationship-builder who can represent ShipBob externally and advocate for partner alignment internally
What the job involves
- Grow with an Ownership Mindset: We champion continuous learning and proactive innovation. Team members are encouraged to identify challenges and take ownership of initiatives that drive merchant, company and personal growth. By tackling complex problems and exploring creative solutions, you won’t just follow a playbook, you’ll be actively building the future of ShipBob
- Collaborate with Peers and Leaders Alike: ShipBob values collaboration and support, where team members and leaders alike are committed to helping each other succeed. We all set high standards and understand the importance of transparency at all levels. We’ve created an environment where trust, open communication, and mutual respect motivate our teams to reach new heights
- Experience a High-Performance Culture and Clear Purpose: Our commitment to delivering results creates a goal-driven, high-performance culture where everyone is empowered to contribute to our mission with a clear understanding of their direct impact and accountability. We measure success in tangible ways, allowing each team member to see the positive outcomes of their work and celebrate shared victories
- The Vice President of Partnerships will be a key executive leader within ShipBob’s Go-to-Market organization, responsible for architecting and scaling a high-impact global partner ecosystem
- This role is essential to accelerating pipeline creation, shortening sales cycles through strategic co-selling, and enhancing merchant value through embedded integrations and services that extend ShipBob’s fulfillment platform
- You will oversee partnerships across key categories, including our technology partners such as ecommerce platforms, marketplaces and social networks, ERP systems, returns solutions, and global shipping partners, plus our agency partners such as supply chain consultants, systems integrators, marketing agencies, and fractional CXOs
- With a strong commercial lens, you will create programs that generate repeatable, predictable, and scalable revenue, enable GTM collaboration, and solidify ShipBob as the go-to global fulfillment platform for modern commerce brands
- This is a high-visibility, cross-functional, and hands-on role that reports to the Chief Marketing Officer and collaborates deeply with Sales, Marketing, Product, Operations, and Customer Success
- Define and execute ShipBob’s global partnership strategy with a clear focus on three outcomes: net new pipeline generation, sales acceleration through co-selling and speed-to-launch, and enhance customer retention through value-added services and integrations
- Prioritize and expand partnerships that deliver platform utility and customer value, including ecommerce and ERP platforms (e.g., Shopify, NetSuite), global DDP solutions, returns platforms, and marketing/customer support tools
- Establish success frameworks for each partnership type, whether tech integration, GTM alliance, agency partners, or embedded service, and align internal teams around activation priorities and utilization
- Expand ShipBob’s reach within the mid-market and enterprise space by identifying new ecosystem opportunities and white space categories
- Own revenue-impacting goals tied to partner-sourced and partner-influenced pipeline creation and actualized revenue
- Establish co-selling motions with Sales and Partnerships teams to influence deal velocity, unblock technical gaps, and win competitive deals
- Drive commercial, technical, and marketing collaboration with partners to ensure mutual value and joint success
- Partner closely with Sales, Marketing, and Product to ensure internal alignment around partner priorities, messaging, and execution
- Collaborate with Product and Engineering to influence Tier 1 integrations and APIs, and define joint solutions
- Package partner functionality as value-added product features and solutions, improving perceived and actual platform extensibility
- Develop repeatable partner-led GTM motions across SMB, mid-market, and enterprise segments
- Drive co-marketing and co-selling workflows that include joint account planning, sales enablement, deal acceleration, and attribution tracking
- Leverage partner marketing team to drive joint webinars, events, campaigns, and general field marketing that increase awareness and generate qualified pipeline
- Work closely with Revenue to maximize and support BDR and AE teams to prioritize and activate target lists, partner on outbound campaigns, and support field-based sales engagement
- Identify opportunities to launch and expand integrations that meaningfully improve merchant outcomes or expand ShipBob’s addressable market
- Partner with the Solutions Architecture team and our Technology Group to scope, validate, and accelerate high-value integrations with clear use cases and measurable outcomes
- Collaborate with Product Marketing to roll out new and enhanced integrations across Sales, CS, and Partner channels, ensuring messaging clarity, proper enablement, and aligned GTM support
- Own executive alignment with strategic partners, ensuring top-tier relationships receive visibility and mutual investment
- Manage quarterly business reviews, shared success planning, and strategic alignment on GTM, product, and roadmap efforts
- Identify and develop high-leverage strategic alliances that extend beyond integrations, such as white-labeled or embedded solutions
- Evolve a scalable and actionable tracking and attribution methodology of partner-sourced and partner-influenced pipeline, revenue, and retention
- Lead initiatives with your team and RevOps on building the right dashboards and models to monitor pipeline velocity, deal size, and close rate with partner involvement
- Use data to optimize resource allocation, partner tiering, and program investment decisions
- Recruit, mentor, and scale a high-performing Partnerships team, including partner managers, and partner and field marketers
- Foster a high-accountability, cross-functional culture focused on business outcomes and merchant success
- Serve as a visible leader externally with partners and internally across ShipBob’s executive and GTM teams on how partnerships at ShipBob can support the success of others
Our take
Global logistics company ShipBob fulfills orders and runs two-day shipping and logistics for thousands of direct-to-consumer eCommerce brands in the US. It was created to provide optimized fulfillment for merchants to free up their time to focus on growing their businesses and providing exceptional customer service.
From the start, ShipBob has concentrated on creating a tight product-market fit, and has expanded from there to develop into a franchise model that has helped manage processes at larger scale. This kind of astute and adaptive strategy no doubt contributed to the company landing substantial investment, and enabled it to capitalize on the general lift eCommerce companies received over the pandemic.
With this strong but slow-burn growth, the company can more easily leverage benefits they offer over competitors like Amazon’s FBA service - namely fewer inventory restrictions, lower fees, and packaging without Amazon branding. As the eCommerce boom settles, the company's pace has slowed down, but the general, continued uptick in eCommerce should see it to future success nonetheless.
Steph
Company Specialist at Welcome to the Jungle
Insights
Top investors
15% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jun 2021
$200m
SERIES E
Sep 2020
$68m
SERIES D
Total funding: $334.6m
Company benefits
- Remote-first company with a hybrid, flexible work environment
- Up to 12 weeks of paid leave and 2 weeks of unpaid leave to new parents
- Flexible PTO, Quarterly Wellness Days, and Paid Sick Leave
- Medical, dental, and vision insurance for employees and their dependents
- Short-term and long-term disability, and access to mental health resources
- Referral bonus program
- 401(k) with a company match, and RSUs - vesting starts on the grant date, and no purchase is required
- Pet insurance through Nationwide
Company HQ
West Loop, Chicago, IL
Leadership
Dhruv Saxena
(Co-Founder & CEO)After completing a Masters in Electrical Engineering from Purdue University, Dhruv became a Research Assistant working in writing code in Matlab, C and C++. They were then an Engineer at Lincoln Electric and Software Developer at InContext Solutions.
Divey Gulati
(Co-Founder & COO)After completing a degree in Computer Engineering and an MBA from the University of Illinois, Divey was a Team Leader for the Bank of America, a Consultant for Deloitte and was a Co-Student Director for the Global Consulting Program.
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