Senior Account Executive

Shippabo

10d•$110,000 - $140,000•Remote

About The Position

Shippabo is a tech-enabled ocean freight forwarder. Founded in 2016, we have raised $22 million from Wonder Ventures, TenOneTen Ventures, Double M Partners, and Slow Ventures. Our platform gives importers one place to book, track, and manage ocean shipments, with their internal teams and their overseas suppliers working from the same data. Behind the platform sits a real forwarding operation: a dedicated ocean contracts and pricing team that negotiates carrier rates, and a team in China that works directly with shippers at origin. We’re about 40 people across the US, Canada, Vietnam, Philippines, and China. Our engineering team builds the software that makes the operation faster and more transparent than a traditional forwarder can be.

Requirements

A track record of closing new business in ocean freight forwarding, NVOCC, or 3PL sales. You’ve carried a new business quota and hit it.
An active book of importer contacts you can begin working immediately.
Real ocean freight knowledge. You can hold a credible conversation with a logistics or supply chain director about lanes, transit times, contract versus spot rates, MQC commitments, and total landed cost.
Discipline. You work a defined process, qualify out early, and manage a pipeline rather than a list of hopeful conversations.
Comfort selling a technology-differentiated service. Part of your pitch is our platform, and you need to be able to demo it and explain why the data matters to that importer specifically.
Self-direction. Fully remote, small team, no one managing your calendar.

Responsibilities

Source and close new importer accounts. Build pipeline from your existing relationships, targeted outbound, referrals, and industry channels.
Own the full cycle from first conversation through signed agreement and first booking.
Run a disciplined sales process. Qualify against real criteria: annual container volume, primary lanes, current forwarder relationships, decision process, and what is actually driving a change.
Move deals through defined stages with a clear next step and a mutual timeline.
Keep the CRM current enough that your forecast is trusted.
Sell against the incumbent. Most importers already have a forwarder. You’ll need to find the specific failure that opens the door, whether that is poor visibility, unreliable transit, unpredictable pricing, weak origin support, or an account team that cannot answer basic questions.
Work the pricing and supply team. Bring lane requirements and volume commitments to our ocean contracts team, get competitive rates, and structure proposals that we can deliver on profitably.
Forecast accurately. Commit to numbers you can defend and hit them.
Provide volume forecasts by account and lane so supply and operations can plan.
Hand off cleanly. Transition closed accounts to the account management and operations teams with the context they need to deliver on what you sold.
Stay current on the market. Track rate movements, capacity, carrier alliance changes, GRIs and peak season surcharges, and regulatory shifts, and use them in your conversations.