Field Account Manager - Austin, TX

Auctane•Austin, TX

2d•Hybrid

About The Position

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.

Requirements

Location: Candidates must be domiciled within the assigned territory (Austin, TX)
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.
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.

Nice To Haves

Top performance in prior role(s).

Responsibilities

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.

Benefits

Flex Time Off policy
12 paid holidays
401k employer matching program
Annual merit reviews
Company events
Attractive office space in the heart of central Austin, Texas (free drinks, snacks…)
Weekly catered lunches at our office
Medical, dental, and vision plans
Fitness center in the office with Tonal Mirrors, Pelotons, free weights, etc.
Employee Assistance Program. We offer up to 8 free mental health sessions.
Gym discounts
Education reimbursement
Employee Referral Program
An inclusive, casual and upbeat work environment.