Strategic Account Manager - 3PL
Passport · United States
Strategic Account Manager - 3PL (Remote)
East Coast based and working hours required.
About the Role
Passport's 3PL partners are critical to how we help ecommerce brands expand globally. We're looking for a 3PL Account Manager to own the full life of that partnership — from the first conversation with a warehouse partner all the way through growing our footprint across their entire client base.
You'll identify, pitch, and close new 3PL partnerships — negotiating pricing and the technical integration (e.g., TMS/WMS connectivity to enable Passport label printing) that gets a partner live. From there, you'll own the relationship end to end: growing adoption across the partner's brands, deepening relationships with their stakeholders, and turning them into an active source of referrals. You'll work closely with AEs, BDRs, Partnerships, Marketing, Operations, and Customer Success along the way.
This role rewards commercial curiosity, a relentless work ethic, and the ability to build trust with operational and executive stakeholders that lasts well past the close. If you want to own a partnership from the first conversation through its long-term growth, you'll fit right in.
What You'll Do
Land: Bring New 3PL Partners into the Network
Drive net-new revenue by identifying, prospecting, and closing new 3PL and fulfillment partnerships
Own the full sales cycle: research, qualify, pitch, and negotiate pricing, commercial terms, and integration requirements with prospective partners
Build senior-level relationships with 3PL owners, executives, and operations stakeholders during the sales process
Position Passport's international shipping, compliance, Seller of Record/Merchant of Record, and marketplace capabilities as differentiated value for prospective partners
Grow & Own: Expand and Manage the Relationship
Own the relationship for the life of the partnership
Build and execute account plans that map stakeholders, uncover whitespace, and drive multi-threaded engagement across the warehouse
Proactively create opportunities for new brand adoption, cross-sell, and referrals within each 3PL's client base
Ensure partners understand Passport's value and confidently introduce us to their brand clients
Act as the partner's trusted advisor — resolving blockers with urgency while keeping focus on long-term account growth
Operational Excellence
Keep forecasting, reporting, and pipeline/account management sharp and accurate in Salesforce
Represent Passport at fulfillment, logistics, and ecommerce industry events (15–25% travel)
What We're Looking For
4+ years of experience in sales, account management, or business development, with a track record of both closing new business and growing existing accounts
Direct experience selling to or managing relationships with 3PLs, warehouses, or in fulfillment/logistics/ecommerce/OMS-WMS-TMS technology strongly preferred
Executive presence: comfortable engaging 3PL owners, founders, and senior operations/commercial leaders
Proven track record of attainment against sales or growth targets, with strong negotiation skills
Commercial mindset: you connect a partner's business model and needs to mutual, repeatable revenue
Self-starter with disciplined follow-through across prospecting, closing, and long-term account stewardship
Strong EQ — able to build trust and navigate competing priorities across the life of a partnership
Bachelor's degree or equivalent experience
Based in the United States or Canada, East Coast preferred; willing and able to travel regularly (15–25%)
What Success Looks Like
You consistently hit net-new partner acquisition goals and build a healthy, qualified 3PL pipeline
You expand each account well beyond its initial land, growing adoption across multiple brands within the 3PL
3PL partners see you as a trusted, long-term advisor — not a rotating point of contact — and actively refer Passport to their brands
You build a strong, repeatable process for growing the 3PL channel
Important Traits
High Integrity and Ownership — you own the outcome for your accounts, wins and losses alike
Data-Driven Mindset
Relationship Builder — for the long haul, not just to close
Problem-Solver