Director, 3PL Engagement
About the role
Veho is redefining last-mile delivery and 3PLs are one of the most powerful levers to get there. As a 3PL Engagement Director, you will own the relationships and growth strategy within Veho's third-party logistics partners, driving merchant opt-in adoption and unlocking new volume across the 3PL channel.
This is a high-impact commercial role sitting at the intersection of partnerships, sales, and customer success. You will work with 3PL operators and their merchant clients to make Veho the carrier of choice; building the playbooks, relationships, and pipelines that turn 3PL integrations into scalable, compounding revenue.
What You'll Do
3PL Relationship Management - Own 3PL go-to-market strategy with a portfolio of 3PL partners, serving as a point of contact at Veho alongside Account Executives and Customer Success Managers. Develop deep knowledge of each partner's merchant mix, verticals, operational footprint, and carrier decision-making process. Conduct regular business reviews to track volume, surface opportunities, and align on growth plans. Influence carrier selection within 3PL partner accounts to drive merchant opt-in to Veho's network. Keep 3PL partners informed on Veho services and product updates.
Merchant Opt-In Sales Motion - Design and execute a structured sales motion to engage merchants shipping through 3PL partners, converting them to active Veho shippers. Partner with 3PL account managers and ops teams to identify high-potential merchants and facilitate introductions. Develop joint materials, pitch decks, and value propositions tailored to merchant verticals (e.g., e-commerce, healthcare, retail). Run merchant-facing discovery calls and close opt-in commitments, collaborating with Veho's onboarding teams to ensure a seamless launch.
Pipeline Development & Revenue Growth - Build and maintain a robust pipeline of prospective 3PL partners and in-network merchant opportunities. Track and forecast volume commitments across 3PL accounts; hold partners accountable to growth milestones. Identify and pursue new 3PL partnerships that expand Veho's channel footprint in target geographies and verticals. Collaborate with Sales leadership to set targets, refine ICP, and prioritize the 3PL channel pipeline.
Playbook & Enablement - Build repeatable engagement playbooks for 3PL onboarding, merchant activation, and ongoing account growth. Create training and enablement materials for 3PL partner teams so they can effectively position Veho to their merchants. Capture and share learnings across the commercial team to continuously improve the 3PL motion. Partner with Marketing to develop channel-specific campaigns and co-marketing opportunities with key 3PL partners. Research and identify which brands are supported by each 3PL.
Cross-Functional Collaboration - Serve as the voice of the 3PL channel internally — synthesizing partner feedback and merchant pain points to inform product and operations roadmaps. Partner with Carrier Integrations to ensure smooth technical onboarding for new 3PL partners and merchant accounts. Coordinate with Customer Success to ensure high merchant satisfaction and minimize churn within 3PL-sourced accounts.
What We're Looking For
7+ years of experience in partnerships, enterprise sales, channel sales, or business development — ideally within logistics, supply chain, or e-commerce. Direct experience working with or selling into 3PLs, fulfillment centers, or logistics intermediaries strongly preferred.
Demonstrated ability to run a complex, multi-stakeholder sales motion — including influencing decisions where you don't have a direct relationship. Strong commercial instincts: you know how to identify value, build trust, and close — without being transactional. Operational fluency — you understand how 3PLs and their merchant clients think about carrier selection, cost, and service levels. Builder mentality: comfortable operating with ambiguity, creating structure from scratch, and moving fast. Exceptional communication and executive presence — able to engage credibly from warehouse ops managers to C-suite. CRM proficiency (Salesforce or equivalent); data-driven approach to pipeline management and forecasting.
Nice to Have:
Experience at a last-mile carrier, parcel network, or regional carrier.
Existing relationships within the 3PL ecosystem (e.g., ShipBob, Whiplash, Ceva, Ryder, GXO, DSV, XPO).
Familiarity with carrier integration processes (rate cards, API connections, OMS/WMS integrations).
Experience selling into or through e-commerce enablement platforms.