Field Account Manager – Detroit, MI

Overview

At Auctane, we help businesses deliver — whatever their size, wherever they are, and however they operate. Auctane products enable hundreds of thousands of businesses to mail and ship billions of items globally. Our family includes Ship Station, , Ship Station API, Metapack, Global Post, and Packlink, with partners such as Amazon, UPS, USPS, eBay, Big Commerce, Shopify, Woo Commerce, and Walmart.

As a Field Account Manager (FAM), you will serve as a software sales expert within a defined territory. You will own a transactional book of business, focusing on software adoption, advanced feature utilization, and revenue expansion across our established merchant base. This is a field-based, customer-facing role that requires regular in-person engagement to drive software retention and expansion.

You will be responsible for consistent quota attainment through high-volume sales motions, positioning Ship Station’s technical capabilities as the primary driver for merchant success.

• Drive Expansion Revenue: Grow revenue within an assigned book of merchants by increasing product adoption, upgrading software plans, and expanding usage of advanced Ship Station features.
• Consultative Feature Sales: Use MEDDPICC sales methodology to identify and cross-sell underutilized software capabilities and consult with merchants on how to leverage Ship Station’s tools to optimize workflows.
• Adoption-Led Sales Motion: Use data, usage signals, and discovery conversations to identify underutilized features and integrations, then position those capabilities as solutions to business challenges.
• Manage High-Volume Book of Business: Prioritize a large portfolio of active customers, balancing proactive outreach, renewals, and expansion opportunities to maximize long-term account value.
• Quota Attainment: Consistently meet or exceed quarterly sales quotas through repeatable software sales motions.
• Carrier Integration & Volume: Support carrier growth initiatives by ensuring merchants are using software integrations to unlock incremental shipping volume.
• Strategic Forecasting: Maintain an accurate pipeline and forecast reporting for your territory with transparency into software adoption trends.
• Channel Management: Drive new logo sales through co-selling with carrier partners and educate/build rapport with channel partners.

• Expansion & Account Growth Selling: 2-3 years of demonstrated ability to grow a book of business through upsell, cross-sell, renewals, and increased product adoption.
• Consultative SaaS Selling: Experience translating software capabilities into tangible business outcomes for SMB and mid-market customers; the platform should be positioned as a strategic operational tool.
• Technical & E-commerce Fluency: Strong working knowledge of SaaS platforms, API-driven workflows, and e-commerce ecosystems (e.g., Amazon, Shopify), with the ability to guide merchants on integrations and automation.
• Adoption Strategy: Experience driving stickiness within a platform by increasing user engagement with advanced features.
• Execution-Focused: Disciplined approach to managing a high-volume territory with a focus on fast time-to-value for customers.

• 🛬 Flexible Time Off policy for time off
• 🌅 12 paid holidays for US employees
• 💰 401k employer matching
• ⭐ Merit reviews to recognize and reward performance
• 🏐 Health and Wellness plans (medical, dental, vision)
• 🧠 Employee Assistance Program (up to 8 free mental health sessions)
• 💪🏽 Gym discounts
• 📚 Education reimbursement
• 🔗 Employee Referral Program
• 💜 Inclusive and respectful work environment
• 🏢 HQ in central Austin, Texas

• Additional position duties may include standing, sitting for prolonged periods, speaking with others, and lifting up to 25 lbs.
• In-person engagement within the Detroit Metro Area will be required, including travel within the territory.

Equal Opportunity Employer / Veterans / Disabled