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About the Role
As a Field Account Manager (FAM), you will serve as a software sales expert within a defined territory. You will own a transactional book of business, focusing specifically on software adoption, advanced feature utilization, and revenue expansion across our established merchant base. This is a field-based, customer-facing role that requires regular in-person engagement to drive software retention and expansion. You will be responsible for consistent quota attainment through high-volume sales motions, positioning ShipStation’s technical capabilities as the primary driver for merchant success.
Responsibilities
- Grow revenue within an assigned book of merchants by increasing product adoption, upgrading software plans, and expanding usage of advanced ShipStation features.
- Use MEDDPICC sales methodology to identify and cross-sell underutilized software capabilities and consult with merchants on how to leverage ShipStation’s tools to optimize their workflows.
- Use data, usage signals, and discovery conversations to identify underutilized features and integrations, then position those capabilities as solutions to real business challenges.
- Own and prioritize a large portfolio of active customers, balancing proactive outreach, renewals, and expansion opportunities to maximize long-term account value.
- Consistently meet or exceed quarterly sales quotas through repeatable software sales motions.
- Support carrier growth initiatives by ensuring merchants are effectively using software integrations to unlock incremental shipping volume.
- Maintain an accurate pipeline and forecast reporting for your territory, ensuring transparency in software adoption trends.
- Drive new logo sales through co-selling motion with carrier partners.
- Build rapport with channel partners through education and collaborative sales efforts.
Requirements
- Candidates must be domiciled within the assigned territory (Austin, TX).
- Travel within the territory is required for in-person customer engagement, 4 days per week.
- Ability to partner closely with Implementation and Product teams to ensure consistent execution and product fit.
- Sit for prolonged periods of time.
- Utilize wrist and hands for a prolonged period of time.
- Walk short distances.
- Stand for short periods.
- Speaking and conversing with others.
- Lift up to 25lbs without assistance up to chest height.
Skills
- Expansion & Account Growth Selling: 2-3 years of demonstrated ability to grow a book of business through upsell, cross-sell, renewals, and increased product adoption.
- Consultative SaaS Selling: Experience translating software capabilities into tangible business outcomes for SMB and mid-market customers, positioning the platform as a strategic operational tool.
- Technical & E-commerce Fluency: Strong working knowledge of SaaS platforms, API-driven workflows, and e-commerce ecosystems (e.g., Amazon, Shopify), with the ability to guide merchants on integrations and automation.
- Adoption Strategy: Proven experience in driving "stickiness" within a platform by increasing user engagement with advanced features.
- Execution-Focused: A disciplined approach to managing a high-volume territory with a focus on fast time-to-value for customers.
- Top performance in prior role(s).
Location
- Austin, TX
Work Type
- Field-based
- Hybrid
Experience Level
- 2-3 years
Benefits
- Flex Time Off policy
- 12 paid holidays
- 401k employer matching program
- Annual merit reviews
- Company events
- Attractive office space in the heart of central Austin, Texas (free drinks, snacks…)
- Weekly catered lunches
- Medical, dental, and vision plans
- Fitness center in the office with Tonal Mirrors, Pelotons, free weights, etc.
- Employee Assistance Program (up to 8 free mental health sessions)
- Gym discounts
- Education reimbursement
- Employee Referral Program
About the Company
- At Auctane, we are united by a passion to help businesses deliver — whatever their size, wherever they are, and however they operate. We make it possible for businesses to meet the ever-changing requirements of their industry and customer expectations. Auctane products enable hundreds of thousands of businesses to annually mail and ship billions of items — over $200 billion worth — to recipients around the globe.
- The Auctane family of mailing and shipping software products includes ShipStation, Stamps.com, ShipStation API, Metapack, GlobalPost, and Packlink. Our partners include Amazon, UPS, USPS, eBay, BigCommerce, Shopify, WooCommerce, and Walmart.
- Win as One. Delight Customers. Deliver Great Outcomes.
- Auctane is a team of shipping and software experts with a passion for helping merchants move their ideas, dreams and innovations around the globe. The Auctane family includes ShipStation, ShipWorks, ShipEngine, ShippingEasy, Stamps, Endicia, Metapack, GlobalPost, and Packlink. Our partners include Amazon, UPS, USPS, eBay, BigCommerce, Shopify, WooCommerce, and Walmart.
- We operate with accountability, urgency, and customer-first decision-making, valuing disciplined execution and continuous improvement in how we serve our partners.
- An inclusive, casual and upbeat work environment. The personality and opinions of each of our team members are important and valid; we aim to offer all employees a safe environment where they can be themselves and thrive.
Equal Opportunity
- Equal Opportunity Employer/Veterans/Disabled