| Location | CA |
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.
Director of Sales
Trellis (a ShipMonk Incubator Brand)
About Trellis
Trellis is a new, incubated business within ShipMonk, focused on modernizing transportation, carrier management, and shipping operations for small and mid-sized businesses. Just like a Trellis provides structure for plants to grow stronger and reach higher, we give merchants the backbone to scale their brands. In shipping, volume is the key to unlocking better rates and growth-but the merchants who need the most support are the ones who don''t yet have the volume. That''s why Trellis exists. Powered by a top domestic shipper, we have enterprise shipping solutions and pricing that we know would be the support structure you need to realize your brand''s true potential. While Trellis is backed by ShipMonk's scale, infrastructure, and credibility, it operates as a startup within a startup - building product, go-to-market, and customer value in its own ecosystem. 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.
The Role
The Director of Sales will own Trellis's go-to-market motion from the ground up. This person will be the first senior sales leader for Trellis, responsible not only for closing deals, but for shaping what Trellis sells, how it sells, and to whom. This role requires a founder mindset: someone who is equally comfortable selling, learning from customers, pressure-testing product assumptions, and partnering closely with the General Manager and Product team to build the business as we go. If being able to build something from scratch and truly own the outcome excites you, this is it.
What You'll Do:
Build Sales from 0 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
Experience & Background
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
Mindset & Style
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
What Success Looks Like
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
Positioned Trellis to scale into a broader sales organization
Influenced product direction based on real customer feedback
Built a repeatable early sales motion
About ShipMonk
ShipMonk isn''t just a 3PL; we''re a growth partner for merchants. We provide cutting-edge technology and a network of owned and operated fulfillment centers that empower high-growth ecommerce and DTC brands to stress less and grow more. With over 2,500 employees across five countries, we''re on a mission to revolutionize fulfillment by providing everything from the fastest click-to-delivery and real-time inventory to custom solutions-all with a merchant-first mindset.
Why ShipMonk?
We believe in building for the long term, and our success is powered by five key differentiators that help us become true partners to our merchants.
Proprietary Technology: We''ve eliminated the need for tribal knowledge with our AI-powered platform. It provides a real-time, unified view of inventory and orders, giving our merchants the control and visibility they need to succeed.
Unrivaled Support: We provide hands-on, "mom and pop" support with a global reach. Our dedicated teams are on-site at every fulfillment center, ready to jump into action.
Transparent Pricing: We believe in honest, long-term partnerships. Our all- inclusive pricing means predictable costs, with no hidden fees or surprises.
Committed to the Future: We invest over $10 million annually in research and development to ensure our technology and services continually evolve, helping merchants plant roots with a partner who is here to stay.
Our Core Values
Our values are the heart of our culture. We''re looking for individuals who embody these principles every day.
ShipMonk is an equal opportunity employer. We value diversity and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.