Job Description

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About Us

nShift

is the leading global provider of cloud delivery management solutions (SaaS), we enable the frictionless shipment and return of almost one billion shipments across 190 countries each year. We are headquartered in London and Oslo and have over 500 employees across offices in Sweden, Finland, Norway, Denmark, the United Kingdom, Poland, the Netherlands, Belgium, and Romania.


Our software is used by many of the world leading e-commerce, retail, manufacturing, and 3PL shippers due to us having over 1000 carriers integrated into our platform, nearly 3 times more than our competitors!


If you buy goods online, there is a strong chance that nShift has powered that delivery, so come and join us as we shape the future of shipping, one frictionless journey at a time.

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Purpose of role

You will own a mid?market territory and grow ARR by co?selling with strategic partners to help merchants, brands, and 3PLs modernise delivery management with nShift. Success hinges on building a high?quality

partner?sourced pipeline

, running disciplined deal cycles (MEDDPPICC/BANT), and forecasting accurately across Pipeline/Best case/Commit

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Overall responsibility

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Partner development & co-sell

Build and execute

joint business plans

with priority partners (carriers, 3PLs, SIs/VARs, ERP/WMS/TMS & E?commerce platforms), including target account lists, campaigns, enablement, and quarterly reviews.

Drive

partner?sourced pipeline

: enable solution positioning, qualify jointly, register deals, and run

co?sell motions

from discovery to close. Orchestrate resources across Sales, Marketing, Professional Services and Customer Success to remove friction and accelerate time?to?value for partner?led deals.
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Territory ownership

Own full?cycle sales—from prospecting and discovery to solution mapping, value creation, negotiation, and close—across a defined

mid?market ICP

. Collaborate with you local Partner Manager and Marketing on

intent?based targeting

and follow?up on MQLs using our internal lead?scoring thresholds (e.g., inbound hand?raisers score 100 and qualify for immediate follow?up). Maintain a clean, accurate pipeline and forecast using

Salesforce

and our

Prospecting

tooling.
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Deal discipline & forecasting

Qualify rigorously (MEDDPPICC/BANT), document close plans, and hold weekly

deal reviews

with your manager & Revenue Operations. Forecast by category (

Pipeline

,

Best Case

50–65% confidence,

Commit

80% confidence) and participate in the standard weekly operating cadence.
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Cross?functional collaboration

Partner with Professional Services to ensure scoping aligns to

ARR (recurring)

and

NRR (implementation)

value drivers and supports rapid go?live. Share customer insights to help Marketing optimise campaigns, webinars, and regional programs that feed mid?market demand.
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Qualifications and competences

5 years plus closing experience in B2B SaaS or supply?chain/logistics tech, ideally in

delivery/transportation management

or adjacent ecosystem Proven success building

partner pipelines

and running co?sell motions with carriers, 3PLs, systems integrators, and ISVs. Fluency:

German and English

is required for this role Disciplined command of

MEDDPPICC/BANT

, close plans, and Salesforce hygiene; strong executive?level communication Comfort aligning value to both

ARR

and

NRR

outcomes in scoping.

ARR

bookings and new?logo wins in territory

Partner?sourced pipeline %

and win rate on partner?registered deals

Forecast accuracy

(opportunity hygiene, stage discipline, close?plan execution)

Cycle time

from discovery to signature;

time?to?first transaction

post?go?live

Expansion revenue

in year?1 (attach modules, lanes, markets)

Discount discipline

and margin protection

Tools and cadence

Core systems:

Salesforce

+

Apollo

for pipeline, quoting, and customer insights. Operating rhythm: weekly pipeline and deal?rigor sessions; forecast calls aligned to CRO/RevOps cadence; category?based forecasting (

Pipeline/Best Case/Commit

). Demand collaboration: intent?driven campaigns and

lead?scoring

handoffs (MQL threshold at 100; immediate follow?up for hand?raisers).

Please ensure you upload your CV in English

At nShift we believe in embracing diversity in all forms and fostering an inclusive environment for everyone which we believe is essential for our continued success. We're an equal-opportunity employer which means that all applicants will receive consideration for employment without regard to ethnicity, religion, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity, or disability status.


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