SM – eCommerce

Company Overview

ShipGlobal is India's IATA-certified cross-border courier platform. The company operates a comprehensive full-stack logistics setup, including its own delivery network, First Mile pickup, direct airline relationships, and in-house customs clearance through its own CHA. This unique model enables rapid growth and efficient service delivery. The primary focus is on serving eCommerce and D2C sellers, who ship frequently and require scalable, cohort-based support rather than individual account management.

Job Summary

The SM – eCommerce will be responsible for owning and expanding the eCommerce and D2C seller base within their region. This role involves building a high-velocity segment by managing the entire onboarding process, driving seller activation, reducing churn, and scaling the segment efficiently. The candidate will lead a team of Growth Account Managers / Inside Sales Executives, utilizing data-driven insights to optimize growth strategies and ensure a healthy, scalable seller ecosystem.

Responsibilities

• Own and grow the eCommerce and D2C seller base for the assigned region, focusing on volume and velocity rather than a few large accounts.
• Build a pipeline of marketplace sellers and D2C brands through digital/inbound channels and inside sales efforts.
• Manage the end-to-end onboarding process, ensuring accurate shipment classification and documentation to prevent downstream issues.
• Drive activation and ramp-up of new sellers, leveraging cohort and ramp-curve data to optimize onboarding strategies.
• Use Pareto and habituality analysis to prioritize accounts for engagement, focusing efforts on high-potential sellers.
• Monitor and manage churn, identifying early signs, re-engaging lost sellers, and maintaining a healthy growth trajectory.
• Build and manage a team of Growth Account Managers / Inside Sales Executives to scale operations efficiently.
• Achieve success metrics such as fast activation, healthy ramp, low churn, and scalable growth without micromanaging individual accounts.

Qualifications

• 5–8 years of experience in eCommerce/marketplace logistics business development or growth-led sales.
• Proven comfort in high-volume, lower-ACV segments, preferring to scale hundreds of sellers rather than managing a few.
• Strong data-led instincts with the ability to interpret cohort curves and prioritize efforts accordingly.
• Educational qualifications: Bachelor’s degree in Business, Logistics, Supply Chain, or related fields.
• Excellent analytical skills and experience with data analysis tools.
• Strong communication and leadership skills to build and manage teams.
• Experience with export documentation (shipping bills, e-com shipment classification) is a plus.

Preferred Skills

• Familiarity with export documentation basics and shipping classification.
• Experience in building or reading Pareto/concentration analysis.
• Exposure to D2C brand operations alongside marketplace sellers.
• Ability to operate in a fast-paced, high-growth environment with a focus on scalable processes.

Experience

• 5 to 8 years of relevant experience in business development, growth sales, or logistics within the eCommerce or marketplace sectors.
• Prior experience managing or building high-volume seller segments is highly desirable.

Environment

• The role may involve remote, in-office, or hybrid work settings depending on company policies.
• The candidate should be comfortable working in a dynamic, fast-paced environment focused on rapid growth.
• The position requires a proactive approach to managing teams and data-driven decision-making.

Salary

• Not specified; competitive compensation package tied to activation and growth metrics.

GrowthOpportunities

• The role offers ownership of the segment, with opportunities to influence company-wide strategies.
• Potential to build the playbook for scaling the eCommerce customer segment.
• Room for career advancement within the rapidly growing logistics and eCommerce sectors.

Benefits

• Not specified; likely includes performance-based incentives aligned with growth and activation targets.
• Opportunities for professional development in a high-growth environment.
• Exposure to innovative logistics solutions and cross-border eCommerce operations.