Director of Growth

Enterprise SaaS | ShipScience

Remote (U.S.) | Reports to CEO | Full-time | Builder + Operator

What this role owns

Enterprise pipeline, ABM, outbound, inbound demand, product marketing, GTM systems, attribution, and cross-functional growth execution.

What success looks like

A predictable enterprise pipeline engine with higher meeting quality, clearer attribution, faster sales velocity, and tighter Sales-Marketing-Product alignment.

Recommended compensation

Base salary: $180,000 - $210,000 | Target bonus: 25% | Meaningful equity | Health, dental, vision, 401(k), flexible PTO, remote-first team.

Why candidates will care

Direct access to the CEO, real ownership of a core revenue function, and the chance to build the growth engine inside a profitable, category-defining company.

About ShipScience

ShipScience is a fast-growing, profitable SaaS company helping high-volume shippers make sense of their parcel shipping data to reduce costs, recover lost dollars, and streamline claims. Our platform combines shipping analytics, late-delivery refund automation, loss and damage claims management, and invoice reconciliation for eCommerce and B2B shippers.

We have grown quickly by solving a financially important problem for enterprise customers with complex shipping operations. Our team operates with high ownership, low ego, and a bias toward action. We are now investing in a stronger enterprise growth engine to support the next stage of scale.

The role

We are hiring a Director of Growth to own and scale ShipScience's enterprise pipeline engine. This is not a traditional marketing role. It is a revenue ownership role focused on designing and operating the full system that creates, converts, and accelerates enterprise pipeline across outbound, inbound, ABM, product marketing, and revenue operations.

You will work directly with the CEO and Sales leadership to turn growth into a predictable, measurable, and scalable function. This role is ideal for a senior builder who is comfortable setting strategy, running core programs hands-on, and hiring or managing specialized internal and external support where it makes sense.

What you will own

· Enterprise pipeline, not just lead volume.

· SQL quality, sales acceptance, and conversion rates through the funnel.

· Channel performance, CAC efficiency, and budget allocation.

· GTM systems, attribution, reporting, and operating rigor.

· Market positioning, messaging, and sales enablement for enterprise buyers.

· Alignment across Marketing, Sales, Product, and Customer Success where growth execution overlaps.

What success looks like

Within 6 to 12 months, this person has helped ShipScience move from a collection of tactics to a repeatable enterprise acquisition system. Success includes:

· A predictable pipeline engine with clear contribution by channel and target segment.

· Measurable improvement in meeting quality, meeting-to-SQL conversion, SQL-to-opportunity conversion, and SQL-to-closed won performance.

· Clear attribution that connects spend and activity to pipeline and revenue, not vanity metrics.

· A repeatable ABM and named-account playbook for operations, finance, and logistics stakeholders.

· A stronger operating cadence with Sales, including shared definitions, feedback loops, and faster iteration.

Core responsibilities

1. Own enterprise pipeline generation

· Build and scale a multi-channel growth engine across outbound, ABM, paid and content-driven inbound, events, and partnerships where relevant.

· Define what a qualified opportunity actually is and ensure programs are optimized for closable pipeline, not just meetings.

· Continuously test, learn, and reallocate resources toward the channels and plays that produce the best pipeline quality and efficiency.

2. Design and run ABM for enterprise deals

· Identify and prioritize high-value target accounts and segment them into practical tiers.

· Build multi-threaded engagement strategies across core personas in operations, finance, procurement, and supply chain or logistics leadership.

· Partner with Sales to penetrate, warm, and accelerate target accounts with coordinated air cover and account-specific plays.

3. Own GTM systems, data, and attribution

· Own CRM integrity and reporting, with HubSpot as the current center of gravity.

· Build attribution and reporting that connect campaign activity to pipeline creation, progression, and revenue outcomes.

· Define pipeline math, forecasting inputs, and KPI tracking that leadership can trust.

4. Partner deeply with Sales

· Define lead-to-SQL handoff criteria, stage definitions, and ongoing quality-control feedback loops.

· Sit in on calls, deal reviews, and post-mortems to understand what is converting, what is stalling, and how Growth can improve outcomes.

· Co-own revenue outcomes with Sales leadership rather than operating as a separate marketing silo.

5. Build and lead the growth function

· Manage and evolve the mix of demand generation, BDR and outbound support, product marketing, and RevOps or marketing operations support.

· Hire, coach, and manage team members and specialist partners over time, while staying willing to execute directly where needed.

· Hold programs, people, and partners accountable to pipeline quality, conversion, and revenue contribution.

6. Own messaging and positioning with Product and Sales

· Translate product capabilities into clear enterprise value propositions, ROI narratives, and customer proof points.

· Develop industry-relevant messaging for logistics and parcel shipping use cases, including decks, case studies, and sales enablement assets.

· Bring market feedback, buyer objections, and competitive insights back into Product and leadership discussions.

What we are looking for

Must-have experience

· 6 to 10+ years in B2B SaaS growth, demand generation, revenue marketing, or a closely related enterprise GTM role.

· Proven ownership of enterprise pipeline generation and measurable pipeline or revenue outcomes, not just MQL volume.

· Experience selling into complex organizations with multiple stakeholders and longer sales cycles.

· Strong ABM, outbound, and full-funnel demand generation experience.

· Deep familiarity with modern GTM systems, such as HubSpot or Salesforce, sequencing tools, enrichment and automation tools, and attribution or analytics platforms.

· Demonstrated ability to work cross-functionally with Sales, Product Marketing, Product, and RevOps.

· Comfort operating as a player-coach and individual contributor, not just a people manager.

Strong signals

· Built or rebuilt pipeline generation from near-zero to repeatable.

· Improved funnel conversion and sales acceptance, not just top-of-funnel volume.

· Created or cleaned up GTM systems, reporting, and operating cadence from scratch.

· Managed both internal teams and external agencies or specialist contractors.

· Thrived in founder-led, early-stage, or scaling environments where clarity matters more than hierarchy.

Nice to have

· Experience in logistics, supply chain, shipping, operations-heavy SaaS, or enterprise workflows with clear ROI.

· Exposure to gain-share, performance-based, or ROI-driven pricing models.

· Experience supporting six-figure or higher ACV deals.

What this role is not

· Not a brand-only marketing role.

· Not a content-only role.

· Not a passive agency-management role.

· Not a mid-market lead-gen machine optimized for volume over quality.

· Not a pure people-manager seat disconnected from execution.

Why this role is compelling

· Direct access to the CEO and company strategy.

· Ownership of a core revenue function with visible impact.

· The opportunity to build the enterprise growth engine inside a profitable, fast-growing company.

· Real customer value: ShipScience helps customers recover money, lower shipping costs, and improve operational performance.

Compensation and benefits

· Base salary: $180,000 - $210,000

· Target bonus: 25%

· Meaningful equity in a profitable, high-growth startup

· Health, dental, and vision coverage

· 401(k), flexible PTO, and remote-first flexibility with opportunities for team offsites and collaboration

Actual compensation will depend on experience, demonstrated capability, and location. ShipScience is committed to fair and transparent hiring practices.

How to apply

Apply through our online job board.

In your note, tell us about one growth engine you built or materially improved, what you owned directly, and what results you achieved.

Senior Manager, Revenue Growth Management (RGM)

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