Director Of Sales

Director of Sales

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.

Our Core Values

Our values are the heart of our culture. We're looking for individuals who embody these principles every day.

Merchant-first: We handle the logistics so our merchants can focus on what they do best—growing their business.

Own it: We take ownership of our work, our mistakes, and our successes.

People make ShipMonk: We believe in our team and invest in our people.

Change the score: We challenge the status quo, constantly innovating and improving.

Get sh*t done: We're a fast-paced, high-growth company that values action and results.

Director of Sales

Trellis (a ShipMonk Incubator Brand) Location: Flexible (U.S.) Reports to: General Manager, Trellis (with close partnership with CRO / ShipMonk leadership) 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: 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

Experienze & 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

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.