Y Combinator 
SoftBank Vision Fund Principal Merchant Success Manager
Description
As a member of the ShipBob Team, you will...
- Grow with an Ownership Mindset: We champion continuous learning and innovation. You'll take on real problems, create tangible solutions, and drive results that move the needle for ShipBob, our merchants, and for your own professional growth. If you're ready to do the most meaningful work of your career, this is the place.
- Collaborate with Peers and Leaders Alike: At ShipBob, leaders are accessible; feedback flows in both directions, and everyone, regardless of their seniority or role, steps up to help when needed. We hold each other to high standards because we trust each other to meet them. That combination of transparency and mutual respect is what makes the work here feel worth doing.
- Experience a High-Performance Culture and Clear Purpose: We are results-driven and clear about what that means: our goals are specific, accountability is shared, and every team member can see how their work connects to our mission. When we hit milestones, we celebrate them together. When we fall short, we learn and move forward.
Location: Remote in these states: AL, AZ, CA, CO, FL, GA, KS, KY, IA, ID, IL, IN, LA, MA, ME, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, RI, SC, TN, TX, UT, VA, VT, WA, WI
Role Description:
The Principal Success Manager plays a critical role in managing and scaling ShipBob’s most strategic merchant partnerships. Sitting at the intersection of account management, operations, and program leadership, this role blends operational fluency with executive-level relationship management to generate long-term success for both ShipBob and our merchants. This role reports to the Senior Manager, Merchant Success.
This role will:
- Act as the program lead for assigned top merchants, building and running success frameworks that align operational performance with strategic growth goals.
- Partner directly with ShipBob’s fulfillment center teams to ensure processes, SLAs, and escalations are managed with speed and accountability.
- Lead cross-functional initiatives spanning Success, Operations, Product, and Finance to deliver scalable solutions for complex merchant needs.
- Serve as a trusted advisor to executive stakeholders at both ShipBob and the merchant, ensuring visibility into performance, risks, and opportunities.
Success for this role is measured by the ability to build robust operating rhythms, resolve escalations through on-site leadership, and drive expansion outcomes across domestic and international growth.
What you’ll do:
- Serve as the primary program owner for top enterprise merchants, ensuring both day-to-day performance and long-term strategy.
- Conduct regular business reviews (on-site and virtual) to provide performance updates, align on goals, and strengthen partnerships.
- Partner with Operations leaders to track KPIs, implement process improvements, and resolve escalations quickly.
- Run cross-functional initiatives that may include network expansions, process pilots, system enhancements, and cost-optimization projects.
- Drive executive-level engagement by building trusted relationships and presenting performance insights and strategic opportunities.
- Act as a liaison between merchants and fulfillment center leadership, translating merchant needs into operational action plans.
- Develop playbooks, SOPs, and reporting frameworks to standardize merchant program delivery across the portfolio.
- Comply to all food safety and compliance policies and regulations.
- Additional duties and responsibilities as necessary.
What you’ll bring to the table:
- 8+ years of experience in account management or program management in a supply chain/logistics role.
- Direct project management experience, certifications and training is a bonus.
- Familiarity with fulfillment or warehouse operations to credibly partner with on-site operations teams and translate operational challenges into merchant-facing solutions.
- Demonstrated track record of managing enterprise-level clients and building executive-level relationships.
- Excellent ability to lead cross-functional projects through ambiguity, influencing without direct authority and entrepreneurial mindset.
- Business review and client-facing presentation experience at senior/executive levels.
- Ability to resolve escalations and negotiate solutions under pressure.
- Demonstrated ability to communicate complex ideas clearly and persuasively, both in writing and verbally, while adapting style to diverse audiences including executives, cross-functional teams, and external partners.
- High proficiency with Microsoft Office Suite, reporting tools, and CRM platforms.
- Ability to travel up to 25% of the time.
Perks & Benefits:
- Medical, Dental, Vision & Basic Life Insurance
- Paid Maternity/Parental Leave Program
- Paid Holidays & Flexible Time Off Program
- Paid Sick Leave
- Wellness Days (1 day/quarter)
- 401K Match
- Comprehensive Benefits Package >>>
- See Our High-Performing Culture >>>Check us out on Instagram (@lifeatshipbob)
ShipBob believes in transparency while providing a competitive total compensation package with a pay for performance approach. The full base pay range for this position in our compensation architecture is $115,496 - $192,493. In addition to base salary, this role includes the opportunity to be eligible for participation in the Company's discretionary bonus plan based on Company's plans and in accordance with Company’s policies.
#LI-DNI
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:
Building the world’s leading full-stack fulfillment platform is challenging work. The problems we solve are complex, the pace is fast, and the bar is high. That means ShipBob’s environment isn’t the right fit for everyone, and that’s okay. If you are ready to take ownership, push boundaries, and grow alongside a team that genuinely supports each other, we would love to hear from you.
Learn more about our core values and how we perform at a high level in our day-to-day work on our Culture page ().
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, 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.
At ShipBob, every full-time employee gets access to our best-in-class AI and productivity tools from Day 1 at no cost. This isn't a pilot or a perk for select teams. It's standard for everyone. We believe innovation isn't owned by one department. Whether you're in Talent, Operations, Finance, Engineering, or Customer Success, we expect you to ask: how can this be done better, faster, or smarter? These tools are our investment in your ability to find those answers.
Use of AI-Assisted Tools During Recruitment
We may use AI-assisted tools during the recruitment process to support administrative functions such as transcribing interviews, generating summaries or notes, organizing interview feedback, facilitating candidate communications, and helping recruiters identify candidates whose qualifications may align with job requirements. These tools are designed to assist our recruiting team and are not used to make final hiring decisions. Hiring decisions are made by trained human reviewers who consider the candidate's application, interview performance, qualifications, experience, and other relevant factors. AI-assisted tools do not independently determine whether a candidate advances in the hiring process or receives an offer of employment. Where required by applicable law, candidates will be provided with notice regarding our use of AI-assisted technologies and, where available, information about any applicable rights relating to such processing, including the ability to request additional information or opt out of certain AI-assisted processing activities. Candidates who exercise available opt-out rights may be reviewed through alternative processes consistent with applicable law.
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.
There is no deadline to apply for this position, as ShipBob accepts applications on an ongoing basis.
Skills
As published by greenhouse · 26 questions · 7 written answers
Basics
First Name, Last Name, Email, Phone, Resume/CV, Cover Letter, Location
Short answers (9)
- Preferred First Name
- How did you hear about this job?
- What is your desired salary?
- What is your desired start date?
- Current job title:
- Current company:
- Suite/Apt
- Please enter the state you reside in:
- Please enter the country you reside in:
Pick from a list (10)
- Are you 18 years of age or older?
- What is your U.S. work authorization status?
- If you're not a US citizen/Permanent Resident, do you now or will you in the future require visa sponsorship from ShipBob to be eligible to work in the US?
- Protecting your personal data is our priority. This privacy policy describes and applies to the processing of your personal data by ShipBob. This privacy policy explains your rights and our obligations concerning the processing of your personal data.
- Every application is carefully reviewed by a member of our team to ensure a fair and thoughtful evaluation process. The quality of your responses plays a crucial role in helping us understand your motivations, alignment with ShipBob’s mission, and suitability for the role. We encourage you to provide thoughtful, detailed answers to give us the best insight into your background and interest in ShipBob.
- If invited for an interview, does ShipBob have your consent to have an AI notetaker record and transcribe your interview? Video and audio will be recorded. This allows our interviewers to focus fully on engaging with you, rather than taking notes. The recordings and transcripts will be securely stored and retained for a limited period in accordance with our data retention policy. The AI notetaker does not make any decisions regarding your application. Participation is optional, and opting out has no bearing on your interview outcome. If you do not wish to participate, click the link below to opt out:
- It is ShipBob’s policy to provide reasonable accommodations to people with disabilities. If you have a disability and wish to discuss a potential accommodation related to completing this application, interviewing, or participating in the employee selection process, please contact talent@shipbob.com.
- This role requires around 25% travel to ShipBob's Innovation Centers and merchant sites. Are you able to commit to this travel expectation? optional
- Do you have experience working directly in or closely with fulfillment centers, distribution centers, or warehouse operations?
- Have you personally built and presented operational performance reviews (such as QBRs or WBRs) to senior internal or external stakeholders?
Written answers (7)
- How did you hear about ShipBob?
- Street Address
- City
- Zip Code
- If you answered yes to the above question, briefly describe the nature of that experience, were you embedded in day-to-day operations, managing from a planning/strategy level, or both?
- Briefly describe your most recent experience managing external client or merchant relationships. Were you the primary point of contact, and did you have retention or renewal accountability for those accounts?
- If you responded yes to the above question, please briefly describe your experience.