Director of Sales

ShipMonk isn't just a 3PL — we're the tech-powered growth partner for ecommerce brands, running 12+ owned fulfillment centers across the US, Canada, the UK, and Europe so our merchants can stress less and grow more.

Trellis is a new, incubated business within ShipMonk, focused on modernizing transportation, carrier management, and shipping operations for small and mid-sized businesses. This is a foundational sales leadership role, designed for someone who thrives in ambiguity, enjoys building from first principles, and wants direct influence over product, positioning, and strategy.

• Build Sales from 0 to 1: Personally drive early customer acquisition, acting as a player/coach. Leverage existing ShipMonk channels and resources, while building Trellis-specific channels.
• Define initial ICPs, buyer personas, and use cases in partnership with GM and Product.
• Translate early customer learnings into repeatable sales motions.
• Interface with Pricing to drive profitability on new revenue.
• Shape Product & Strategy: Help define Trellis’s value proposition, positioning, and ROI narrative as the product evolves through iterations with customers.
• Build the GTM Foundation: Develop early sales processes, messaging, and qualification criteria.
• Build any sales or marketing collateral needed.
• Identify and pursue any key partnerships.
• Establish CRM hygiene, forecasting discipline, and basic sales metrics.
• Lay the groundwork for future sales hiring, enablement, and scale.

• Significant experience in the transportation, logistics, or supply chain industry, with a deep understanding of last-mile carriers’ operations.
• Proven success selling to an audience with a wide range of industry knowledge. From SMB founders with less transportation understanding to transportation leaders at enterprise-level businesses (e.g., Heads of Transportation, Logistics Managers).
• Experience selling complex, operationally driven solutions (not just SaaS shelfware).
• Prior experience in early-stage, build-as-you-go, or entrepreneurial environments strongly preferred.
• Founder mentality: you take ownership, move fast, and figure things out.
• Comfortable with ambiguity and evolving product definitions.
• Hands-on, roll-up-your-sleeves approach — you like being in the deals.
• Customer-obsessed and curious; you ask “why” often.
• Collaborative, low-ego partner who works well across functions.
• Able to operate with both strategic perspective and tactical execution.

• In the first 6–12 months, you will have: Closed Trellis’s early lighthouse customers, helped define Trellis’s core ICPs and GTM strategy, influenced product direction based on real customer feedback, built a repeatable early sales motion, and positioned Trellis to scale into a broader sales organization.