Note: The job is a remote job and is open to candidates in USA. Auctane is a company dedicated to helping businesses with their mailing and shipping needs. The Field Account Manager will be responsible for driving software adoption and revenue expansion among an established merchant base through consultative sales and in-person engagement.
Responsibilities
- Drive Expansion Revenue: Grow revenue within an assigned book of merchants by increasing product adoption, upgrading software plans, and expanding usage of advanced ShipStation features
- Consultative Feature Sales: 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
- Execute an Adoption-Led Sales Motion: Use data, usage signals, and discovery conversations to identify underutilized features and integrations, then position those capabilities as solutions to real business challenges
- Manage a High-Volume Book of Business: Own and prioritize a large portfolio of active customers, balancing proactive outreach, renewals, and expansion opportunities to maximize long-term account value
- Quota Attainment: Consistently meet or exceed quarterly sales quotas through repeatable software sales motions
- Carrier Integration & Volume: Support carrier growth initiatives by ensuring merchants are effectively using software integrations to unlock incremental shipping volume
- Strategic Forecasting: Maintain an accurate pipeline and forecast reporting for your territory, ensuring transparency in software adoption trends
- Channel Management: Drive new logo sales through co-selling motion with carrier partners. Build rapport with channel partners through education and collaborative sales efforts
Skills
- Candidates must be domiciled within assigned territory (Los Angeles)
- 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
- 2-3 years of demonstrated ability to grow a book of business through upsell, cross-sell, renewals, and increased product adoption
- Experience translating software capabilities into tangible business outcomes for SMB and mid-market customers, positioning the platform as a strategic operational tool
- 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
- Proven experience in driving 'stickiness' within a platform by increasing user engagement with advanced features
- 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)
Benefits
- Fully Paid Annual International President's Club Trip (Auctane Employee Plus One)
- Exciting and Motivating Annual Global Revenue Kick Off Week at HQ in Austin, TX
- Competitive Compensation Packages
- Flex Time Off policy – because work-life balance should always be in your hands!
- 12 paid holidays for all of our US employees!
- 401k employer matching program – because your future deserves a friendly boost!
- We conduct annual merit reviews to recognize and reward your hard work and achievements.
- Health and Wellness: The well-being of our team is super important to us. Choose from different options that include medical, dental, and vision plans.
- Employee Assistance Program. We offer up to 8 free mental health sessions.
- We offer gym discounts to help you stay fit and healthy!
- We offer education reimbursement to all employees, ensuring that you can pursue your educational goals while excelling in your career with us. Invest in your future and let us support your growth every step of the way.
- Employee Referral Program! We reward employees helping us find top talent!
- An inclusive 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.
- Attractive HQ in the heart of central Austin, Texas.
Company Overview