Senior Manager – Business Development & Customer Acquisition
Company Overview
Not specified
Job Summary
The Senior Manager – Business Development & Customer Acquisition is a high-impact leadership role responsible for designing and executing ShipGlobal's end-to-end customer acquisition strategy. The role focuses on driving revenue growth, expanding market presence, and building scalable sales systems across diverse segments such as eCommerce sellers, D2C brands, exporters, aggregators, franchise partners, and strategic business units. Working closely with the founders and cross-functional teams, the incumbent will develop a robust revenue engine, lead high-performing sales teams, and establish operational excellence to ensure sustained business growth in a fast-paced startup environment.
Responsibilities
- Own and execute ShipGlobal's customer acquisition strategy across multiple segments including eCommerce sellers, D2C brands, exporters, aggregators, and franchise partners.
- Build and scale a predictable revenue engine through inbound and outbound sales, partnerships, referrals, market development, and channel-led growth initiatives.
- Lead, mentor, and expand high-performing sales and business development teams across inside sales, outbound acquisition, inbound conversion, enterprise accounts, and channel partnerships.
- Develop segment-specific acquisition playbooks for platforms such as Amazon Global Selling, Shopify, Etsy, eBay, Walmart, and other export-focused businesses.
- Own revenue targets, acquisition goals, pipeline management, and customer growth metrics, ensuring alignment with overall business objectives.
- Drive performance across the entire customer acquisition funnel, from lead generation and sign-up to first shipment, repeat usage, and long-term customer expansion.
- Collaborate with Marketing to optimize lead quality, campaign messaging, acquisition channels, landing pages, and conversion rates.
- Partner with Product, Operations, and Customer Success teams to enhance onboarding, activation, pricing communication, service delivery, and overall customer experience.
- Identify new growth opportunities across export clusters, seller communities, business networks, and emerging channels.
- Build strategic partnerships with marketplace enablers, trade bodies, export consultants, aggregators, franchise partners, and SME/MSME ecosystems.
- Establish a sales operating rhythm through pipeline reviews, CRM governance, dashboards, coaching, and performance management.
- Develop sales enablement assets including pitch decks, objection-handling frameworks, value propositions, pricing narratives, and customer success stories.
- Utilize data and analytics to identify funnel leakages, productivity gaps, customer segment opportunities, and revenue growth avenues.
- Build accurate monthly, quarterly, and annual revenue forecasts while ensuring accountability across the sales organization.
Qualifications
- 7–12 years of experience in Business Development, Sales, Revenue Growth, Customer Acquisition, or Commercial Leadership.
- Strong B2B sales experience, preferably within logistics, SaaS, fintech, eCommerce enablement, shipping, marketplaces, SME/MSME, or export-focused businesses.
- Proven track record of building, leading, and scaling high-performing customer acquisition teams.
- Deep understanding of inbound and outbound sales, channel acquisition, partnerships, lead conversion, and revenue forecasting.
- Experience managing large sales teams with structured processes, targets, performance management systems, and accountability frameworks.
- Expertise in CRM discipline, including dashboards, funnel metrics, pipeline management, forecasting, and analytics.
- Strong commercial acumen with knowledge of pricing strategies, Customer Acquisition Cost (CAC), Annual Contract Value (ACV), customer activation, retention, and revenue optimization.
- Excellent leadership, communication, negotiation, stakeholder management, and team-building skills.
- Ability to thrive in a fast-paced, high-growth environment with ambitious targets and high ownership.
Preferred Skills
- Experience in cross-border logistics, domestic logistics, international trade, eCommerce exports, B2B SaaS, fintech, or marketplace ecosystems.
- Exposure to eCommerce sellers, D2C brands, Amazon Global Selling, Shopify, Etsy, eBay, Walmart, exporters, aggregators, or SME/MSME communities.
- Experience in building franchise, partner-led, channel, or aggregator sales models.
- Familiarity with export councils, trade bodies, startup ecosystems, seller communities, or business associations.
- Strong understanding of customer onboarding journeys, KYC funnels, first-order activation, and lifecycle growth.
- Experience working closely with Marketing and Product teams to improve acquisition, activation, and revenue outcomes.
Experience
- 7 to 12 years of relevant experience in business development, sales, or revenue growth roles, with a focus on building and scaling customer acquisition functions.
Environment
- The role is suited for a fast-paced startup environment, potentially involving hybrid or remote work arrangements. The candidate should be comfortable working in a dynamic setting with high ownership and cross-functional collaboration.
Salary
Not specified
Growth Opportunities
- Opportunity to build and scale the customer acquisition engine of one of India's fastest-growing cross-border logistics companies.
- Direct exposure to founders and senior leadership, influencing company-wide revenue strategies.
- Potential to shape market expansion initiatives, sales operations, and strategic partnerships.
- Chance to lead and develop high-performing teams and establish scalable sales systems from the ground up.
Benefits
Not specified
