• Develop comprehensive partnership strategies using excellent business judgment to negotiate renewals, upsell potential opportunities & drive favorable commercial outcomes for Shippo. • Set and track account activation and revenue targets. • Identify and drive marketing and promotional opportunities. • Engage with partners to understand opportunities for operational improvement, and liaise with our product team to bring those improvements to life. • Provide excellent partner service, research, and market analysis to resolve technical and financial challenges with partners and better represent our users, products, and programs. • Serve as an expert consultant to our partners; engage cross-functionally to drive your partner’s businesses and build effective relationships with partner stakeholders. • Analyze performance and present findings to clients, highlighting opportunities or introducing incremental programs. • Contribute data-driven insights to support recommendations. • Leverage cross-functional support teams to ensure partners have access to the product experts and resources they need. • Develop renewal and product cross-sell/up-sell strategies and negotiate business terms on renewals and new agreements.

• Own and deepen relationships with key domestic and/or international carrier partners, ensuring strong performance and long-term alignment. • Lead carrier engagement beyond day-to-day operations, including strategic planning, roadmap discussions, and escalation management. • Represent Shippo as a senior partner in high-stakes conversations with external executives. • Drive complex carrier initiatives such as new service launches, contract expansions, compliance improvements, or performance turnarounds. • Lead quarterly business reviews (QBRs) and develop structured joint plans with top carrier partners. • Identify opportunities to evolve carrier partnerships from transactional relationships into strategic collaborations. • Partner closely with Product, Engineering, Support, and Sales to resolve systemic issues and improve merchant experience. • Translate carrier capabilities and constraints into internal priorities and actionable execution plans. • Influence cross-functional decision-making and maintain clear upward visibility to ensure alignment. • Develop scalable processes, documentation, and tooling to improve carrier management workflows. • Monitor carrier KPIs, surface trends, and proactively drive measurable improvements in service quality. • Mentor and support more junior carrier managers, helping raise the bar across the team.

• Manage and grow assigned corporate accounts to exceed sales, gross profit, and customer retention goals. • Provide accurate sales forecasting, pipeline management, and performance reporting. • Expand business within existing accounts by promoting current products and introducing new Mayzo solutions. • Identify and develop new customers and market opportunities through networking, strategic outreach, and market analysis. • Support new product vitality by identifying customer needs, new applications, and product improvement opportunities. • Maintain strong customer relationships by establishing key contacts and ensuring consistent engagement aligned with regional and corporate sales strategies. • Monitor market trends, competitive activity, and industry developments to identify growth opportunities and support commercialization efforts. • Collaborate with cross-functional teams including marketing, technical sales, operations, and product development to deliver customer-focused solutions. • Deliver sales presentations, technical discussions, and proposals demonstrating the value of Mayzo products and services. • Utilize Salesforce or similar CRM tools to manage customer data, track activities, and maintain pipeline visibility while managing company resources to maximize ROI.

• Continually build a strong sales pipeline of revenue expansion opportunities • Develop and maintain strong relationships with a high level of trust with decision makers and influencers across multiple departments, enabling ongoing revenue generation opportunities • Develop and execute an account plan for each customer, including strategy, growth plans, action plans, timeframes, and milestones. • Responsible for ensuring there is up to date inventory of Pathify products and services for assigned customers • Clearly communicate potential use cases and other business concepts needed to create value and attract the attention of the customer • Monitor contractual agreements with the customer and initiate renegotiations when appropriate • Perform daily customer interaction and engagement • Perform modular and use-case specific demos of the Pathify platform to customers • Create quarterly plans in partnership with leadership • Research trends and discover new opportunities to increase sales • Log activities and update pipeline metrics daily • Maintain a strong understanding of the Pathify platform, especially focusing on best practices and valuable use cases • Other duties as assigned