Strategic Partnerships Manager - Ecommerce Platforms & Marketplaces

About Shippo

At Shippo, our vision is bold and clear: we are the shipping layer of the internet. Our mission is to make every merchant successful through excellent shipping, delivering world-class logistics technology and infrastructure. We’re building the backbone of global e-commerce — connecting merchants to carriers worldwide through a single API and intuitive dashboard.

As a remote-first and globally distributed team, we believe flexibility fuels trust, autonomy, and performance. Our diverse perspectives — across continents, cultures, and time zones — drive our innovation and enable us to build solutions used by businesses everywhere. We invest in modern, scalable technology so our teams can build, ship, and iterate with confidence.

Your impact starts here: every person at Shippo plays a direct role in shaping the infrastructure that powers global commerce and makes shipping simpler for businesses around the world.

How we will deliver success together:

We are looking for a Strategic Partnerships Manager focused on ecommerce platforms and marketplaces to join our dynamic and entrepreneurial team. You will own and lead some of our most strategic partnerships, in which you will lead all executive-level partner management, drive complex programs cross-functionally, establish and run partnership governance, and develop new initiatives to achieve strong commercial outcomes for Shippo. Your experience in e-commerce/marketplace platforms or fulfillment will set you up for success at Shippo and we would love to share the opportunity with you.

What this role is & what it isn't:

• You own the relationship after the deal is signed. You're accountable for renewals, retention, and revenue growth with the partners in your portfolio.
• You grow the partners you manage, and you don't sign new ones. Our BD and Sales teams bring in new partners and hand them off to you. You'll negotiate renewals and new terms, and sell more Shippo products and features into your partners.
• You build the plan for your own partners and run it. This role isn't a support role, and it doesn't involve building a partnership program from scratch.
• You find co-marketing and promotional opportunities, and our marketing team helps build and run them.

Shipping & handling responsibilities

• Build an account plan for each partner in your portfolio, with goals for the year, and use it to drive renewals, expansion, and favorable commercial outcomes for Shippo.
• Set and track account activation and revenue targets.
• Identify and drive marketing and promotional opportunities.
• Engage with partners to understand opportunities for operational improvement, and liaise with our product team to bring those improvements to life.
• Act as your partners' commercial lead: use research and market analysis to resolve technical and financial challenges with partners and better represent our users, products, and programs.
• Serve as an expert consultant to our partners; engage cross-functionally to drive your partner's businesses and build effective relationships with partner stakeholders.
• Analyze performance and present findings to clients, highlighting opportunities or introducing incremental programs. Contribute data-driven insights to support recommendations.
• Leverage cross-functional support teams to ensure partners have access to the product experts and resources they need.
• Negotiate business terms on renewals and new agreements with the partners you manage, and develop cross-sell and upsell strategies to sell additional Shippo products and features into those partners.

Your shipping requirements

• 7+ years of professional experience, with at least 5 of those years in strategic partnerships or partner management, including direct responsibility for a book of business or multiple partners with a track record of growth. Your experience combines business development and account management, ideally within e-commerce, marketplaces, fulfillment, or SaaS
• Experience partnering with Product to validate product-market fit for new offerings, building go-to-market playbooks, and channeling customer and market feedback back to internal teams to drive iteration.
• Experience working with technology partners through integrations, product management, program management, and business development engagements
• Experience in contract management, including cross-functional collaboration with Legal and Strategic Finance on renewals, as well as negotiating with external partners
• You're comfortable negotiating commercial terms and selling additional products and features into the partners you manage.
• You are well-versed in advanced Excel (or SQL), Looker, or other Business Intelligence tools
• You are detail-oriented with a proven track record of solving strategic challenges
• You possess strong relationship-building skills and are apt to see mutually beneficial opportunities with partners
• You are technically oriented and understand APIs
• You have an entrepreneurial, growth mindset, bold ideas, and a know-how attitude to get things done

Bonus

• Experience with marketplaces or e-commerce platforms and deep understanding of the market needs for these verticals is strongly preferred.
• Familiarity with shipping and logistics
• Previous work in a dynamic startup environment
  
  

What is in the Shippo Package?

• Healthcare coverage for medical, dental, and vision (90% covered by the company, incl. dependents). Pets coverage is also available!
• Take-as-much-as-you-need vacation policy & flexible working hours
• One week-long company wide winter slow down 
• 3 Volunteer Days Off (VTOs)
• WFH stipend to set up your home office
• Charity donation match up to $100
• Dedicated programs, coaching, tools, and resources for your professional and career growth as well as an individual learning stipend for your personal and focused growth
• Fun team in person time through our Shippos Everywhere program which includes regular team and company off-sites throughout the year as well as local Shippos gatherings

Compensation

Our Compensation Shippolicy:

We believe compensation is a custom experience and are commited to fair and equitable compensation practices. The standard base + variable pay range for this role is min is $130,000 to a max $175,900 annual salary (we tend to anchor our offers at the mid point $153,000). Since we are focused on hiring Shippos Everywhere, we have 2 US pay ranges, a standard compensation range for the majority of the US and a standard +1 compensation range for those who live in areas where the cost of labor is higher, such as NYC and California.

The actual base pay is dependent upon many factors, such as: financial budgets, work experience, training, transferable skills, business needs, and market value. The base pay salary ranges are subject to change and may be modified in the future. Total compensation for this role will include, equity, medical, dental, vision and other benefits noted in our Shippos “package” section.

Sail through the process:

Here at Shippo, we celebrate inclusivity and are committed to creating equal access to opportunities for people from all backgrounds, perspectives and geographies. These values define who we are and everything we do. All qualified individuals are encouraged to apply. If you need assistance, or a reasonable accommodation during the application and recruiting process, please contact us at [email protected]

Shippos in the wild:

Our people, much like the packages we help ship, are all over the world. This means, through our remote-first program, “Shippos Everywhere”, our roles can be based anywhere in the US with the exception of Delaware, Nevada, Ohio, Oregon, Hawaii, New Mexico and West Virginia and many roles can be based internationally.

For locations outside of the US and Ireland, the employment contracts are powered by Rippling.com.