Director of Sales- Trellis

The Role

The Director of Sales will own Trellis's go-to-market motion from the ground up. This person will be the first senior sales leader for Trellis, responsible not only for closing deals, but for shaping what Trellis sells, how it sells, and to whom. This role requires a founder mindset: someone who is equally comfortable selling, learning from customers, pressure-testing product assumptions, and partnering closely with the General Manager and Product team to build the business as we go. If being able to build something from scratch and truly own the outcome excites you, this is it.

What You'll Do

• Build Sales from 0 1-> Personally drive early customer acquisition, acting as a player/coach. Leverage existing ShipMonk channels and resources, while building Trellis-specific channels
• Define initial ICPs, buyer personas, and use cases in partnership with GM and Product

• Translate early customer learnings into repeatable sales motions
• Interface with Pricing to drive profitability on new revenue
• Shape Product & Strategy

Additional information

Help define Trellis's value proposition, positioning, and ROI narrative as the product evolves through iterations with customers

Develop early sales processes, messaging, and qualification criteria

• Build any sales or marketing collateral needed
• Identify and pursue any key partnerships
• Establish CRM hygiene, forecasting discipline, and basic sales metrics
• Lay the groundwork for future sales hiring, enablement, and scale
• Experience & Background

Additional information

Significant experience in the transportation, logistics, or supply chain industry, with a deep understanding of last-mile carriers' operations

Proven success selling to an audience with a wide range of industry knowledge. From SMB founders with less transportation understanding to transportation leaders at enterprise-level businesses (e.g., Heads of Transportation, Logistics Managers)

Experience selling complex, operationally driven solutions (not just SaaS shelfware)

Prior experience in early-stage, build-as-you-go, or entrepreneurial environments strongly preferred

Mindset & Style

Founder mentality: you take ownership, move fast, and figure things out

• Comfortable with ambiguity and evolving product definitions
• Hands-on, roll-up-your-sleeves approach - you like being in the deals
• Customer-obsessed and curious; you ask "why" often
• Collaborative, low-ego partner who works well across functions
• Able to operate with both strategic perspective and tactical execution
• What Success Looks Like

In the first 6-12 months, you will have: Closed Trellis's early lighthouse customers

• Helped define Trellis's core ICPs and GTM strategy
• Influenced product direction based on real customer feedback
• Built a repeatable early sales motion
• Positioned Trellis to scale into a broader sales organization
• Built a repeatable early sales motion

Our Core Values

Our values are the heart of our culture. We're looking for individuals who embody these principles every day.

• Merchant-first: We handle the logistics so our merchants can focus on what they do best-growing their business.
• People make ShipMonk: We believe in our team and invest in our people.
• Own it: We take ownership of our work, our mistakes, and our successes.
• Get sh*t done: We're a fast-paced, high-growth company that values action and results.
• Change the score: We challenge the status quo, constantly innovating and improving.