Vice President, Partnerships

As a member of the ShipBob Team, you will... 

• Grow with an Ownership Mindset: We champion continuous learning and proactive innovation. Team members are encouraged to identify challenges and take ownership of initiatives that drive merchant, company and personal growth. By tackling complex problems and exploring creative solutions, you won’t just follow a playbook, you’ll be actively building the future of ShipBob.
• Collaborate with Peers and Leaders Alike: ShipBob values collaboration and support, where team members and leaders alike are committed to helping each other succeed. We all set high standards and understand the importance of transparency at all levels. We’ve created an environment where trust, open communication, and mutual respect motivate our teams to reach new heights.
• Experience a High-Performance Culture and Clear Purpose: Our commitment to delivering results creates a goal-driven, high-performance culture where everyone is empowered to contribute to our mission with a clear understanding of their direct impact and accountability. We measure success in tangible ways, allowing each team member to see the positive outcomes of their work and celebrate shared victories.

The Vice President of Partnerships will be a key executive leader within ShipBob’s Go-to-Market organization, responsible for architecting and scaling a high-impact global partner ecosystem. This role is essential to accelerating pipeline creation, shortening sales cycles through strategic co-selling, and enhancing merchant value through embedded integrations and services that extend ShipBob’s fulfillment platform. 

You will oversee partnerships across key categories, including our technology partners such as ecommerce platforms, marketplaces and social networks, ERP systems, returns solutions, and global shipping partners, plus our agency partners such as supply chain consultants, systems integrators, marketing agencies, and fractional CXOs. With a strong commercial lens, you will create programs that generate repeatable, predictable, and scalable revenue, enable GTM collaboration, and solidify ShipBob as the go-to global fulfillment platform for modern commerce brands. 

This is a high-visibility, cross-functional, and hands-on role that reports to the Chief Marketing Officer and collaborates deeply with Sales, Marketing, Product, Operations, and Customer Success. 

What you'll do: 

Revenue-Driving Ecosystem Strategy 

• Define and execute ShipBob’s global partnership strategy with a clear focus on three outcomes: net new pipeline generation, sales acceleration through co-selling and speed-to-launch, and enhance customer retention through value-added services and integrations. 

• Prioritize and expand partnerships that deliver platform utility and customer value, including ecommerce and ERP platforms (e.g., Shopify, NetSuite), global DDP solutions, returns platforms, and marketing/customer support tools. 

• Establish success frameworks for each partnership type, whether tech integration, GTM alliance, agency partners, or embedded service, and align internal teams around activation priorities and utilization. 

• Expand ShipBob’s reach within the mid-market and enterprise space by identifying new ecosystem opportunities and white space categories. 

Pipeline & Revenue Impact 

• Own revenue-impacting goals tied to partner-sourced and partner-influenced pipeline creation and actualized revenue. 

• Establish co-selling motions with Sales and Partnerships teams to influence deal velocity, unblock technical gaps, and win competitive deals. 

• Drive commercial, technical, and marketing collaboration with partners to ensure mutual value and joint success. 

Cross-Functional Execution 

• Partner closely with Sales, Marketing, and Product to ensure internal alignment around partner priorities, messaging, and execution. 

• Collaborate with Product and Engineering to influence Tier 1 integrations and APIs, and define joint solutions. 

• Package partner functionality as value-added product features and solutions, improving perceived and actual platform extensibility. 

Partner-Led GTM & Co-Selling Playbooks 

• Develop repeatable partner-led GTM motions across SMB, mid-market, and enterprise segments. 

• Drive co-marketing and co-selling workflows that include joint account planning, sales enablement, deal acceleration, and attribution tracking. 

• Leverage partner marketing team to drive joint webinars, events, campaigns, and general field marketing that increase awareness and generate qualified pipeline. 

• Work closely with Revenue to maximize and support BDR and AE teams to prioritize and activate target lists, partner on outbound campaigns, and support field-based sales engagement. 

Integration Expansion & GTM Activation 

• Identify opportunities to launch and expand integrations that meaningfully improve merchant outcomes or expand ShipBob’s addressable market. 

• Partner with the Solutions Architecture team and our Technology Group to scope, validate, and accelerate high-value integrations with clear use cases and measurable outcomes. 

• Collaborate with Product Marketing to roll out new and enhanced integrations across Sales, CS, and Partner channels, ensuring messaging clarity, proper enablement, and aligned GTM support. 

Executive Relationship Management  

• Own executive alignment with strategic partners, ensuring top-tier relationships receive visibility and mutual investment. 

• Manage quarterly business reviews, shared success planning, and strategic alignment on GTM, product, and roadmap efforts. 

• Identify and develop high-leverage strategic alliances that extend beyond integrations, such as white-labeled or embedded solutions. 

Partner Analytics & Insights 

• Evolve a scalable and actionable tracking and attribution methodology of partner-sourced and partner-influenced pipeline, revenue, and retention. 

• Lead initiatives with your team and RevOps on building the right dashboards and models to monitor pipeline velocity, deal size, and close rate with partner involvement. 

• Use data to optimize resource allocation, partner tiering, and program investment decisions. 

Leadership & Team Development 

• Recruit, mentor, and scale a high-performing Partnerships team, including partner managers, and partner and field marketers. 

• Foster a high-accountability, cross-functional culture focused on business outcomes and merchant success. 

• Serve as a visible leader externally with partners and internally across ShipBob’s executive and GTM teams on how partnerships at ShipBob can support the success of others. 

 

What you'll bring to the table: 

• Partnerships Leadership: 10+ years of experience leading high-impact partnerships or business development teams in a B2B SaaS, ecommerce technology, or logistics environment. 

• Revenue Orientation: Proven success building and scaling partnerships that drive revenue impact with measurable influence on pipeline creation, deal acceleration, and retention. 

• Ecosystem Fluency: Deep understanding of ecommerce technology stacks, ERP systems, and global logistics workflows, along with the ability to identify emerging GTM enablement partners (CXOs, advisors, agencies with impact). 

• Strategic + Tactical: Strong strategic mindset with the ability to move fast, iterate, and directly execute when needed. 

• Cross-Functional Skillset: Comfortable operating across sales, product, and operations, while able to prioritize competing inputs and advocate for partner-driven initiatives to support the entire business. 

• Customer-Centric: Passionate about creating value for customers by expanding ShipBob’s capabilities through curated and high-impact ecosystem partners. 

• Excellent Communication: Strong communicator, negotiator, and relationship-builder who can represent ShipBob externally and advocate for partner alignment internally. 

We recognize that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying. Diversity of experience and skills combined with passion is a key to innovation and excellence; therefore, we encourage people from all backgrounds to apply to our positions. 

About You: 

The work we do at ShipBob is both challenging and rigorous, which means our environment isn’t the right fit for everyone, and that’s okay. We welcome energetic high performers who thrive in a dynamic, collaborative, results-driven environment. We value individuals who embrace accountability and humility, push boundaries, and are motivated by challenging work. Every team member, no matter their role or tenure, is expected to roll up their sleeves and tackle the complex problems we face in today’s global supply chain. 

Learn more about our core values and how we perform at a high level in our day-to-day work on our Culture page (https://www.shipbob.com/careers/culture/).

About Us:  

ShipBob is a leading global supply chain and fulfillment technology platform designed for SMB and Mid-Market ecommerce merchants to provide them access to best-in-class capabilities and to deliver a delightful shopper experience. Merchants can outsource their entire fulfillment operations, utilize ShipBob’s proprietary warehouse management system for in-house fulfillment, or take advantage of a hybrid solution across ShipBob’s dozens of fulfillment center network in the United States, Canada, Mexico, United Kingdom, Europe, and Australia. ShipBob is backed by leading investors like Menlo Ventures, Bain Capital Ventures, Hyde Park Venture Partners, and SoftBank Vision Fund 2, and is one of the fastest-growing tech companies headquartered in Chicago. 

ShipBob provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. 
 
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.