Overview
Positions: Home-based in Vancouver, British Columbia, Minneapolis, MN, and Detroit, MI About the Role As a
Field Account Manager (FAM) , you will serve as a software sales expert within a defined territory. You will own a transactional book of business, focusing specifically on
software adoption, advanced feature utilization, and revenue expansion
across our established merchant base. This is a field-based, customer-facing role that requires regular in-person engagement to drive software retention and expansion. You will be responsible for consistent quota attainment through high-volume sales motions, positioning ShipStation’s technical capabilities as the primary driver for merchant success. Why You Should Apply
Join a scaled, profitable SaaS platform with strong market momentum
: ShipStation powers millions of merchants globally and partners with the largest carriers and e-commerce platforms. This is a stable, market-leading product with real customer demand. You grow revenue by adding value, not pushing transactions
: Instead of chasing cold deals, you drive expansion by helping customers adopt advanced features, improve workflows, and operate more efficiently. This consultative, adoption-led sales model leads to stronger customer relationships, higher retention, and more sustainable earnings potential. Visible customer impact
: You’ll partner closely with senior customer stakeholders and manage accounts end-to-end; your work directly drives measurable revenue growth, giving you clear visibility into your impact. What You Will Be Doing
Drive Expansion Revenue Grow revenue within an assigned book of merchants by increasing product adoption, upgrading software plans, and expanding usage of advanced ShipStation features. Consultative Feature Sales:
Use MEDDPICC sales methodology to identify and cross-sell underutilized software capabilities and consult with merchants on how to leverage ShipStation’s tools to optimize their workflows. Execute an Adoption-Led Sales Motion Use data, usage signals, and discovery conversations to identify underutilized features and integrations, then position those capabilities as solutions to real business challenges. Manage a High-Volume Book of Business Own and prioritize a large portfolio of active customers, balancing proactive outreach, renewals, and expansion opportunities to maximize long-term account value. Quota Attainment:
Consistently meet or exceed quarterly sales quotas through repeatable software sales motions. Carrier Integration & Volume : Support carrier growth initiatives by ensuring merchants are effectively using software integrations to unlock incremental shipping volume. Strategic Forecasting : Maintain an accurate pipeline and forecast reporting for your territory, ensuring transparency in software adoption trends. Channel Management
: Drive new logo sales through co-selling motion with carrier partners. Build rapport with channel partners through education and collaborative sales efforts. Software & Sales Skills We Are Looking For
Expansion & Account Growth Selling 2-3 years of demonstrated ability to grow a book of business through upsell, cross-sell, renewals, and increased product adoption. Consultative SaaS Selling Experience translating software capabilities into tangible business outcomes for SMB and mid-market customers, positioning the platform as a strategic operational tool. Technical & E-commerce Fluency Strong working knowledge of SaaS platforms, API-driven workflows, and e-commerce ecosystems (e.g., Amazon, Shopify), with the ability to guide merchants on integrations and automation. Adoption Strategy : Proven experience in driving "stickiness" within a platform by increasing user engagement with advanced features. Execution-Focused : A disciplined approach to managing a high-volume territory with a focus on fast time-to-value for customers. Requirements
Location : Candidates must be domiciled within assigned territory Travel : Travel within the territory is required for in-person customer engagement, 4 days per week. Collaboration : Ability to partner closely with Implementation and Product teams to ensure consistent execution and product fit.
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Positions: Home-based in Vancouver, British Columbia, Minneapolis, MN, and Detroit, MI About the Role As a
Field Account Manager (FAM) , you will serve as a software sales expert within a defined territory. You will own a transactional book of business, focusing specifically on
software adoption, advanced feature utilization, and revenue expansion
across our established merchant base. This is a field-based, customer-facing role that requires regular in-person engagement to drive software retention and expansion. You will be responsible for consistent quota attainment through high-volume sales motions, positioning ShipStation’s technical capabilities as the primary driver for merchant success. Why You Should Apply
Join a scaled, profitable SaaS platform with strong market momentum
: ShipStation powers millions of merchants globally and partners with the largest carriers and e-commerce platforms. This is a stable, market-leading product with real customer demand. You grow revenue by adding value, not pushing transactions
: Instead of chasing cold deals, you drive expansion by helping customers adopt advanced features, improve workflows, and operate more efficiently. This consultative, adoption-led sales model leads to stronger customer relationships, higher retention, and more sustainable earnings potential. Visible customer impact
: You’ll partner closely with senior customer stakeholders and manage accounts end-to-end; your work directly drives measurable revenue growth, giving you clear visibility into your impact. What You Will Be Doing
Drive Expansion Revenue Grow revenue within an assigned book of merchants by increasing product adoption, upgrading software plans, and expanding usage of advanced ShipStation features. Consultative Feature Sales:
Use MEDDPICC sales methodology to identify and cross-sell underutilized software capabilities and consult with merchants on how to leverage ShipStation’s tools to optimize their workflows. Execute an Adoption-Led Sales Motion Use data, usage signals, and discovery conversations to identify underutilized features and integrations, then position those capabilities as solutions to real business challenges. Manage a High-Volume Book of Business Own and prioritize a large portfolio of active customers, balancing proactive outreach, renewals, and expansion opportunities to maximize long-term account value. Quota Attainment:
Consistently meet or exceed quarterly sales quotas through repeatable software sales motions. Carrier Integration & Volume : Support carrier growth initiatives by ensuring merchants are effectively using software integrations to unlock incremental shipping volume. Strategic Forecasting : Maintain an accurate pipeline and forecast reporting for your territory, ensuring transparency in software adoption trends. Channel Management
: Drive new logo sales through co-selling motion with carrier partners. Build rapport with channel partners through education and collaborative sales efforts. Software & Sales Skills We Are Looking For
Expansion & Account Growth Selling 2-3 years of demonstrated ability to grow a book of business through upsell, cross-sell, renewals, and increased product adoption. Consultative SaaS Selling Experience translating software capabilities into tangible business outcomes for SMB and mid-market customers, positioning the platform as a strategic operational tool. Technical & E-commerce Fluency Strong working knowledge of SaaS platforms, API-driven workflows, and e-commerce ecosystems (e.g., Amazon, Shopify), with the ability to guide merchants on integrations and automation. Adoption Strategy : Proven experience in driving "stickiness" within a platform by increasing user engagement with advanced features. Execution-Focused : A disciplined approach to managing a high-volume territory with a focus on fast time-to-value for customers. Requirements
Location : Candidates must be domiciled within assigned territory Travel : Travel within the territory is required for in-person customer engagement, 4 days per week. Collaboration : Ability to partner closely with Implementation and Product teams to ensure consistent execution and product fit.
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