Director of Growth

ShipScience•Los Gatos, CA

4d•$180,000 - $210,000•Remote

About The Position

ShipScience is a fast-growing, profitable SaaS company helping high-volume shippers make sense of their parcel shipping data to reduce costs, recover lost dollars, and streamline claims. Our platform combines shipping analytics, late-delivery refund automation, loss and damage claims management, and invoice reconciliation for eCommerce and B2B shippers. We have grown quickly by solving a financially important problem for enterprise customers with complex shipping operations. Our team operates with high ownership, low ego, and a bias toward action. We are now investing in a stronger enterprise growth engine to support the next stage of scale. We are hiring a Director of Growth to own and scale ShipScience's enterprise pipeline engine. This is not a traditional marketing role. It is a revenue ownership role focused on designing and operating the full system that creates, converts, and accelerates enterprise pipeline across outbound, inbound, ABM, product marketing, and revenue operations. You will work directly with the CEO and Sales leadership to turn growth into a predictable, measurable, and scalable function. This role is ideal for a senior builder who is comfortable setting strategy, running core programs hands-on, and hiring or managing specialized internal and external support where it makes sense. Within 6 to 12 months, this person has helped ShipScience move from a collection of tactics to a repeatable enterprise acquisition system. Success includes: · A predictable pipeline engine with clear contribution by channel and target segment. · Measurable improvement in meeting quality, meeting-to-SQL conversion, SQL-to-opportunity conversion, and SQL-to-closed won performance. · Clear attribution that connects spend and activity to pipeline and revenue, not vanity metrics. · A repeatable ABM and named-account playbook for operations, finance, and logistics stakeholders. · A stronger operating cadence with Sales, including shared definitions, feedback loops, and faster iteration.

Requirements

6 to 10+ years in B2B SaaS growth, demand generation, revenue marketing, or a closely related enterprise GTM role.
Proven ownership of enterprise pipeline generation and measurable pipeline or revenue outcomes, not just MQL volume.
Experience selling into complex organizations with multiple stakeholders and longer sales cycles.
Strong ABM, outbound, and full-funnel demand generation experience.
Deep familiarity with modern GTM systems, such as HubSpot or Salesforce, sequencing tools, enrichment and automation tools, and attribution or analytics platforms.
Demonstrated ability to work cross-functionally with Sales, Product Marketing, Product, and RevOps.
Comfort operating as a player-coach and individual contributor, not just a people manager.

Nice To Haves

Experience in logistics, supply chain, shipping, operations-heavy SaaS, or enterprise workflows with clear ROI.
Exposure to gain-share, performance-based, or ROI-driven pricing models.
Experience supporting six-figure or higher ACV deals.