The Challenge
ShipScience is a profitable SaaS company solving shipping analytics and claims for enterprise eCommerce and B2B players. You're building the growth engine from tactics to a predictable, measurable enterprise pipeline system.
Your Mission
Map current pipeline sources, channel performance, and CAC efficiency; identify immediate gaps in attribution and reporting
Establish shared definitions of SQL, meeting quality, and success metrics across Sales, Marketing, and Product teams
Design and pilot ABM playbook targeting 3-5 named accounts in operations, finance, and logistics buyer personas
Audit and optimize outbound and inbound demand programs; present channel contribution framework to CEO and Sales
Scale predictable enterprise pipeline engine with measurable contribution by channel and target segment
Improve SQL quality, meeting-to-SQL conversion, and SQL-to-closed-won rates by minimum 20% vs. baseline
Implement attribution system connecting spend and activity to pipeline and revenue outcomes (no vanity metrics)
Build repeatable ABM and named-account playbook; establish monthly operating cadence with Sales on shared metrics
KPIs You'll Own
Enterprise Pipeline by Channel
Clear monthly visibility into pipeline value and velocity by source (outbound, ABM, inbound, product-led).
SQL Quality & Conversion Rate
Percentage of SQLs accepted by Sales and conversion to opportunity and closed-won deals.
CAC Efficiency
Cost per acquisition by channel against customer lifetime value and payback period.
Sales Velocity
Average days from meeting to opportunity to closed-won; improvement in cycle time and win rate.
Meeting Quality Score
Sales feedback on meeting fit, decision-maker presence, and likelihood to advance (not just MQL volume).
Tools & Stack
Your Team
Your Manager
CEO
Current Team
Sales, Marketing, Product, and Customer Success teams; composition not specified
New growth leadership role; likely hiring specialist support (ABM ops, demand gen, PMM) under this person
The Package
Salary
$180K-$210K base
Variable
25% target bonus
Equity
Meaningful equity (amount not specified)
Remote
Remote-first, U.S. based (on-site flexible)
Benefits & Perks
Company Intelligence
ShipScience is a profitable, fast-growing SaaS platform helping high-volume eCommerce and B2B shippers reduce costs and manage claims through shipping analytics, late-delivery refund automation, loss/damage management, and invoice reconciliation. The team operates with high ownership, low ego, and bias toward action.
Funding
Profitable; funding stage not disclosed
Customers
Enterprise eCommerce and B2B shippers with complex shipping operations
Culture
High ownership, low ego, bias toward action, category-defining company
Is This Role For You?
- You've built or scaled enterprise growth engines and obsess over pipeline quality over vanity metrics
- You own the full funnel (outbound, ABM, inbound, product marketing) and can operate hands-on while building teams
- You thrive with direct C-level access and want real revenue ownership, not just marketing theater
- You're comfortable in Sales-driven cultures and can align competing priorities across Sales, Marketing, and Product
- You think in systems: attribution, cadences, definitions, and repeatable playbooks
- You're a demand-gen specialist or brand marketer uncomfortable owning full pipeline and revenue metrics
- You need a large, established team; this role requires rolling up sleeves and doing core work yourself initially
- You prefer reporting to a Chief Revenue Officer or CMO rather than direct CEO exposure and accountability
Interview Process
Phone screen
Recruiter or CEO screens for growth engine building experience, enterprise GTM background, and ownership mentality
Founder/CEO conversation
Deep dive on your approach to pipeline architecture, attribution, Sales-Marketing alignment, and how you'd diagnose current state
Sales leadership interview
VP/Head of Sales assesses your ability to work cross-functionally and understand sales velocity, territory planning, and meeting quality
Take-home or case study
Design a 90-day growth plan for ShipScience given their current stage (likely includes audit, quick wins, and long-term playbook)
Interested in this role?
Apply now and hear back within days, not weeks.
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Growth marketers drive user acquisition, activation, and retention through data-driven experimentation. They sit at the intersection of product, data, and marketing — running A/B tests, building funnels, and scaling what works.