Senior Manager - Sales

About ShipGlobal

ShipGlobal is India's IATA-certified cross-border courier platform. We run our own delivery network, control First Mile pickup ourselves, hold direct airline relationships, and clear customs in-house through our own CHA. That is a rare full-stack setup in Indian logistics, and it is letting us grow fast.

Our customer base spans three very different worlds: B2B commercial freight, high-velocity eCommerce and D2C sellers, and large Enterprise shippers. Each has its own economics, its own sales motion and its own definition of success. This role exists for someone who can own all three, and who can change the narrative from "Supply-Chain is a cost centre" to "Supply-Chain is my competitive advantage".

Role Overview

As Senior Manager - Sales, you will own ShipGlobal's revenue across the B2B, eCommerce, D2C, and Enterprise segments for your region. You will run each segment on its own terms: hunting and field-selling in B2B, scaling cohorts through data in eCommerce, and managing key accounts like business units in Enterprise. You will build and lead a team across all three, and ensure accounts move cleanly between segments as they grow.

What Will You Do?

1. Segment Ownership:

- B2B: Own and grow the B2B segment in your region: MSMEs, sourcing agents, trading companies, manufacturers and exporters shipping commercial freight.

- eCommerce / D2C: Own and grow the eCommerce and D2C seller base, a segment defined by volume and velocity rather than a handful of big accounts.

- Enterprise: Own the Enterprise accounts book: the highest-value shippers on custom SLAs and negotiated pricing.

2. Pipeline & Acquisition:

- Build your own B2B pipeline through outbound prospecting and field visits. This is a hunt, not an inbound queue.

- Build the eCommerce pipeline of marketplace sellers and D2C brands from digital/inbound channels and Inside Sales.

- Qualify accounts correctly at the door. Weight and volumetric thresholds are a hard gate for B2B, and getting that wrong costs you later.

- Own your revenue forecast and pipeline hygiene across all segments. No one else is guessing on your behalf.

3. Pricing, Positioning & Negotiation:

- Own segment-specific pricing based on chargeable weight, within company guardrails.

- Build competitive positioning grounded in the real economics of heavy freight, not recycled eCommerce messaging.

- Lead SLA and commercial contract negotiations for Enterprise accounts yourself, from first conversation to signature and renewal.

4. Onboarding, Activation & Ramp (eCommerce):

- Own the onboarding funnel end to end, including getting shipment classification and documentation right the first time so nothing breaks downstream.

- Drive activation and ramp on new sellers, working from cohort and ramp-curve data rather than gut feel.

- Use Pareto and habituality-style analysis to decide which accounts deserve a phone call and which run themselves.

5. Account Growth, Retention & Churn:

- Build and run account plans for your top Enterprise accounts, and own the relationship across ops, procurement and leadership, not just one contact.

- Actively grow existing accounts. Cross-sell and upsell are core to the number, not a nice-to-have.

- Run structured QBRs with key clients and own every escalation end to end, coordinating directly with Ops and CHA.

- Own churn: spot it early, win sellers back, and don't just report the number after it has already dropped.

- Spot accounts that outgrow their segment (eCommerce to B2B, B2B to Enterprise) and hand them off for continuity. You win by growing the pie, not hoarding an account past its fit.

6. Team Leadership:

- Build and manage your own team across segments: B2B Account Managers/Field Executives, Growth Account Managers/Inside Sales Executives, and Enterprise Export Experts.

What Does Success Look Like?

- B2B revenue and chargeable-weight volume both growing, with a pipeline that is clean at the point of qualification.

- eCommerce: fast activation, healthy ramp and low churn, with a segment that scales without you touching every account personally.

- Enterprise: revenue growing, retention holding and wallet share expanding within accounts already won.

What Does Our Ideal Candidate Look Like?

Necessary:

- 6 - 10 years in B2B, freight, commercial logistics, eCommerce/marketplace logistics or enterprise/key-account sales, ideally in logistics, courier or freight (contract-based B2B SaaS also relevant).

- Working knowledge of chargeable weight/volumetric pricing and commercial shipment documentation.

- Genuinely comfortable in the field. This is not a desk-and-CRM-only role.

- Comfortable in a high-volume, lower-ACV segment: you would rather scale 500 sellers than babysit five.

- A data-led instinct: you want to see the cohort curve before you decide where to spend your time.

- Real negotiation chops: you have owned SLA-based commercial relationships, not just followed a pricing sheet.

- Comfortable running an account through multiple internal stakeholders (Ops, CHA, Finance) without losing momentum.

- Proactive by nature. You don't wait for an account to complain before you know something is off.

- Experience building and managing a team.

Good to Have:

- Existing relationships with MSMEs, trading houses or manufacturers in your region.

- Experience competing on freight economics rather than generic service positioning.

- Exposure to account graduation motions: handing mature accounts to a larger servicing team.

- Familiarity with export documentation basics (shipping bill, e-com shipment classification).

- Experience building or reading Pareto/concentration analysis to prioritise accounts.

- Exposure to D2C brand operations alongside pure marketplace sellers.

- Experience managing named large accounts with multi-stakeholder buying committees.

- Exposure to cross-border shipping, customs or trade compliance.

- A track record of turning a flat account into a growing one.

What Will You Get?

- A multi-segment mandate with real complexity. This is not a commoditised parcel business.

- Ownership of pricing, positioning, pipeline, funnel, data and team, not a script or dashboard handed down from above.

- Ownership of the accounts that matter most to the business, not a slice of a shared book.

- Direct access to leadership when an enterprise negotiation needs it, not three layers of sign-off in between.

- A comp structure built around the revenue, volume, activation, growth and retention you personally drive.

- Autonomy to run your accounts your way, as long as the retention and growth numbers back it up.

- Direct exposure to how a scaling logistics company builds a differentiated freight business and wins and keeps its biggest customers.

- The chance to build the playbook for how ShipGlobal wins across B2B, eCommerce and Enterprise, with a growth path into a larger regional or national mandate.

If you feel you are the one, then let's talk.