Field Account Manager - Seattle

Auctane•Seattle, WA

10d•Onsite

About The Position

The Field Account Manager serves as a software sales expert within an assigned territory, owning a transactional book of business and driving software adoption, advanced feature utilization, retention, and revenue expansion among established merchants. This is a field-based, customer-facing role that requires regular in-person engagement. The role focuses on consultative, adoption-led selling and on positioning ShipStation’s technical capabilities to help merchants improve workflows and business outcomes. The manager grows revenue through product adoption, plan upgrades, expanded use of advanced features, and carrier integrations. They manage a high-volume portfolio of active customers, balance outreach, renewals, and expansion opportunities, and consistently attain quarterly quotas. The role also includes pipeline and forecast management and co-selling with carrier partners to support new-logo sales. The position is based in the assigned Seattle, Washington territory, and candidates must live within that territory. In-person customer travel within the territory is required four days per week. The stated annual salary range is $80,000–$90,000, plus $40,000–$50,000 in variable commission; actual compensation may vary based on skills, experience, qualifications, and location. The position remains open until filled.

Requirements

Two to three years of demonstrated ability to grow a book of business through upselling, cross-selling, renewals, and increased product adoption.
Experience translating software capabilities into tangible business outcomes for SMB and mid-market customers and positioning a platform as a strategic operational tool.
Strong working knowledge of SaaS platforms, API-driven workflows, and e-commerce ecosystems such as Amazon and Shopify.
Ability to guide merchants on integrations and automation.
Proven experience increasing user engagement with advanced platform features.
Disciplined approach to managing a high-volume territory, with a focus on fast customer time-to-value.
Must be domiciled within the assigned Seattle, Washington territory.
Ability to travel within the territory for in-person customer engagement four days per week.
Ability to partner closely with Implementation and Product teams.

Nice To Haves

Top performance in prior role or roles.

Responsibilities

Grow revenue within an assigned merchant book by increasing product adoption, upgrading software plans, and expanding use of advanced ShipStation features.
Use the MEDDPICC sales methodology to identify and cross-sell underutilized software capabilities and advise merchants on improving workflows.
Use data, usage signals, and discovery conversations to identify underutilized features and integrations and connect them to customer business challenges.
Manage and prioritize a large portfolio of active customers, balancing proactive outreach, renewals, and expansion opportunities.
Meet or exceed quarterly sales quotas through repeatable software sales motions.
Support carrier growth initiatives by helping merchants use software integrations to increase shipping volume.
Maintain accurate pipeline and forecast reporting for the territory, including visibility into software adoption trends.
Drive new-logo sales through co-selling with carrier partners.
Build rapport with channel partners through education and collaborative sales efforts.
Travel within the assigned territory for in-person customer engagement four days per week.
Partner with Implementation and Product teams to support consistent execution and product fit.