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, marketplace exporters, B2B exporters, aggregators, franchise partners, and other high-potential business segments.
- Build and scale a predictable revenue engine through inbound sales, outbound sales, partnerships, referrals, market development, and channel-led growth initiatives.
- Lead, mentor, and grow 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, export manufacturers, boutique exporters, SME/MSME businesses, and logistics aggregators.
- Own revenue targets, acquisition goals, pipeline generation, and customer growth metrics, ensuring alignment with overall business objectives.
- Drive performance across the entire acquisition funnel, from lead generation and sign-up to first shipment, repeat usage, and 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, customer activation, pricing communication, and service delivery.
- Identify new growth opportunities across export clusters, seller communities, business networks, emerging markets, and acquisition channels.
- Build strategic partnerships with marketplace enablers, seller communities, export consultants, aggregators, franchise partners, trade bodies, and SME/MSME ecosystems.
- Establish a sales operating rhythm through pipeline reviews, CRM governance, dashboards, coaching, call reviews, performance management, and forecasting.
- Develop sales enablement assets including pitch decks, objection-handling frameworks, value propositions, pricing narratives, competitor battlecards, and customer success stories.
- Utilize data and analytics to identify funnel leakages, productivity gaps, customer segment opportunities, lead quality improvements, and revenue growth avenues.
- Build accurate revenue forecasts on a monthly, quarterly, and annual basis, 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, inside sales, channel acquisition, partnerships, lead conversion, and revenue forecasting.
- Experience managing large sales teams with structured processes, clear targets, performance management systems, and accountability frameworks.
- Ability to build scalable acquisition playbooks across customer segments, geographies, and revenue channels.
- Strong CRM discipline with expertise in dashboards, funnel metrics, pipeline management, forecasting, and analytics.
- Commercial acumen with a deep understanding of pricing strategy, CAC, ACV, customer quality, 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 within 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 sellers, 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 proven record of leading teams and scaling revenue engines.
Environment
- The role is suited for a fast-paced startup environment, with a focus on ownership, innovation, quick decision-making, and continuous learning. The work setting may involve remote, in-office, or hybrid arrangements, depending on organizational needs.
Salary
GrowthOpportunities
- 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 revenue strategy and market expansion.
- Potential to shape sales operations, partnerships, and market entry initiatives.
- Chance to lead and develop high-performing teams and establish scalable systems from the ground up.
Benefits
