Senior Partner Manager, Logistics

Responsibilities

• Source, prospect, and recruit net-new 3PL & Fulfillment partners to build the US partner ecosystem from the ground up.
• Own the full partner-acquisition cycle — outreach, pitch, negotiation, and signing — treating partner recruitment with the same rigor as a direct sales pipeline to drive partner-sourced revenue.
• Map target logistics partners by identifying decision-makers, understanding what each values, and how each operates, to prioritize the highest-potential relationships.
• Onboard and activate new partners quickly, getting them enabled and producing.
• Own your portfolio of logistics and eCommerce partners, building pipeline and meeting booking targets through strategic collaboration.
• Build joint GTM initiatives with newly recruited 3PL & Fulfillment partners to drive partner-sourced revenue.
• Work closely with partners on co-selling, lead generation, and pipeline acceleration efforts.
• Establish the early logistics partner playbook including enablement materials, onboarding process, and partner-success motions.
• Support internal sales teams in articulating the value of 3PL & Fulfillment partnerships and advocate for partner-driven solutions.
• Work alongside Sales, Account Management, Onboarding, and Operations to ensure successful adoption and expansion within new partner relationships.
• Build and maintain trusted, revenue-focused relationships with key logistics and 3PL & Fulfillment partners, serving as the primary GTM contact.
• Conduct regular business reviews to assess performance, identify new opportunities, and address challenges.
• Advocate for partners internally, ensuring their needs are prioritised across product, marketing, and sales teams.
• Collaborate with Swap’s marketing team and partners to co-develop and execute joint demand-generation campaigns such as events and brand activation activities.
• Manage and track leads generated through partner activities, including co-marketing initiatives and industry events.
• Leverage co-branded marketing materials, case studies, and success stories to amplify Swap’s presence in the logistics ecosystem.
• Track and report on key performance metrics, including partner-sourced revenue, influenced revenue, and GTM effectiveness.
• Provide regular updates to senior leadership on partnership outcomes, areas for growth, and program needs as we scale.
• Maintain CRM hygiene and ensure accurate data tracking within HubSpot.

Requirements

• Minimum 5 years of experience in B2B SaaS partnerships (preferably within e-commerce or related industries) with demonstrable experience recruiting and launching net-new partners (not solely managing an existing book).
• Proven track record of meeting or exceeding targets in a commercial, quota-carrying, or business development role.
• Experience working with 3PL, international shipping, returns management, carrier management, freight forwarding, warehousing or other logistics fields to help you connect with target partners.
• Strong consultative and negotiation skills. You’re able to articulate commercial strategy and understand what motivates decision making.
• Proficiency with CRM systems (HubSpot) and sales engagement platforms.
• Highly motivated, self-starter, team player with an entrepreneurial mindset. You can roll up your sleeves and are comfortable creating process and collateral from scratch.
• Ability to manage multiple priorities and thrive in a fast-paced, hypergrowth environment.