Own Trellis’s sales go-to-market strategy from the ground up as its first senior sales leader. Personally acquire early customers, define ideal customer profiles and buyer personas, develop sales processes and messaging, establish CRM hygiene and forecasting, identify partnerships, and translate customer feedback into product and positioning decisions. The role is a hands-on player-coach position responsible for building a repeatable sales motion and preparing the business for future scale.
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:
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
● 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
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
● 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.
- Global Fulfillment Network: Our 12+ owned and operated fulfillment centers span the US, Canada, the U.K., and Mainland Europe. We never outsource, ensuring quality and consistency.
● 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.
- Merchant-first: We handle the logistics so our merchants can focus on what they do best—growing their business.
- People make ShipMonk: We believe in our team and invest in our people.
- Own it: We take ownership of our work, our mistakes, and our successes.
- Get sh*t done: We're a fast-paced, high-growth company that values action and results.
- Change the score: We challenge the status quo, constantly innovating and improving.
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.
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