Middle Territory Sales Manager

About ProShip
ProShip, Inc. is a market-leading provider of enterprise multi-carrier parcel shipping software, trusted by 30% of the National Retail Federation’s Top 100 Shippers, including Kohl’s, Ulta Beauty, QVC, Petco, and TJX. Founded in 2001 by two U.S. Navy veterans, ProShip built its platform on a simple belief: shipping is complicated, but it shouldn’t have to be.
Today, ProShip’s versionless, carrier-agnostic platform performs carrier rating, business-rule execution, and label printing in milliseconds — giving the highest-volume shippers in retail, e-commerce, manufacturing, healthcare, and third-party logistics the speed, intelligence, and reliability they need to turn shipping into a competitive advantage. As part of Vela Software Group (a division of Constellation Software), ProShip combines the agility and focus of an independent software company with the stability of a global technology portfolio.
Position Summary
ProShip is seeking a results-driven Territory Sales Manager to own new business growth within an assigned territory or vertical for our enterprise shipping software platform. This is a full-cycle, quota-carrying individual contributor role reporting to the Director of Sales — you’ll run your own pipeline from qualified opportunity through close, without the added scope of managing a team.
You’ll be supported by a dedicated pre-sales team that owns technical demos and solution expertise, and a Business Development team that qualifies and vets opportunities before they ever reach you — so your time goes toward closing, not cold-calling. As part of the market-leading platform in enterprise parcel shipping software, you’ll have significant new-logo opportunity within a territory where demand for ProShip already outpaces the current sales team’s capacity.
Key Responsibilities

• Own and drive new business revenue for an assigned territory or vertical, managing full sales cycles from qualified opportunity through close on complex, six- and seven-figure deals.
• Build and maintain an accurately forecasted territory pipeline using disciplined CRM hygiene; deliver reliable weekly, monthly, and quarterly forecasts to the Director of Sales.
• Serve as a trusted advisor to prospective customers — understanding their shipping, fulfillment, and carrier-compliance challenges and positioning ProShip’s platform (multi-carrier rate shopping, business-rule automation, LTL, hazmat, and label generation) as the solution.
• Set realistic, achievable expectations with customers in close partnership with Product and Engineering, rather than over-promising on customization or timelines.
• Partner closely with the Business Development and Pre-Sales teams to ensure a smooth handoff from qualified lead through technical demo into your sales process.
• Collaborate with Product and Engineering, relaying market and customer feedback that helps shape the roadmap.
• Work closely with Implementation and Customer Success teams to ensure smooth handoffs, strong account health, and expansion opportunities within existing accounts in your territory.
• Represent ProShip at industry events, trade shows, and conferences to build brand awareness and generate pipeline within your territory.
• Negotiate contracts and pricing in partnership with Legal and Finance.

Qualifications

• 3+ years of B2B software/SaaS sales experience carrying and consistently exceeding an individual quota.
• Proven track record selling complex, enterprise-level technology solutions with multiple stakeholders (VP/C-suite, IT, and Operations).
• Parcel shipping or multi-carrier shipping execution experience strongly preferred; broader supply chain, logistics, transportation management, e-commerce, or retail technology experience will also be considered.
• Comfortable navigating technical conversations and working cross-functionally with engineering and product teams.
• Strong presence with the ability to sell to and influence senior operations and IT decision-makers.
• Proficiency with CRM and sales engagement tools (e.g., Salesforce, HubSpot, Outreach).
• A hunter mentality — energized by new-logo acquisition, not just managing existing relationships.
• Excellent negotiation, communication, and cross-functional collaboration skills.
• Willingness to travel approximately 25–30% for client meetings, industry events, and trade shows.
• Able to contribute quickly with minimal ramp-up.

Preferred Qualifications

• Existing network of relationships among retail, e-commerce, 3PL, or manufacturing logistics and IT decision-makers.
• Bachelor’s degree in business, supply chain, or a related field, or equivalent professional experience.
• Familiarity with parcel carriers (UPS, FedEx, USPS, and regional carriers) and shipping compliance requirements.
• Experience selling into organizations shipping 1,000+ parcels per day.