Parcel GTM Manager

Stord is The Consumer Experience Company, powering seamless checkout through delivery for today's leading brands. Stord is rapidly growing and is on track to double our revenue in the next 18 months. To meet and exceed this target, Stord is strategically scaling teams across the entire company, and seeking energetic experts to help us achieve our mission.

By combining comprehensive commerce-enablement technology with high-volume fulfillment services, Stord provides brands a platform to compete with retail giants. Stord manages over $10 billion of commerce annually through its fulfillment, warehousing, transportation, and operator-built software suite including OMS, Pre- and Post-Purchase, and WMS platforms. Stord is leveling the playing field for all brands to deliver the best consumer experience at scale.

With Stord, brands can increase cart conversion, improve unit economics, and drive sustained customer loyalty. Stord’s end-to-end commerce solutions combine best-in-class omnichannel fulfillment and shipping with leading technology to ensure fast shipping, reliable delivery promises, easy access to more channels, and improved margins on every order.

Hundreds of leading DTC and B2B companies like AG1, True Classic, Native, Seed Health, quip, goodr, Sundays for Dogs, and more trust Stord to deliver industry-leading consumer experiences on every order. Stord is headquartered in Atlanta with facilities across the United States, Canada, and Europe. Stord is backed by top-tier investors including Kleiner Perkins, Franklin Templeton, Founders Fund, Strike Capital, Baillie Gifford, and Salesforce Ventures.

About the Role:
The Manager of Parcel GTM is a critical leadership position responsible for directing the Go-To-Market strategy and operational execution for Stord’s Customer Experience (CX) and Mergers & Acquisitions (M&A) business lines. This role oversees a high-impact team of Senior Analysts, ensuring the delivery of precise simulations, competitive pricing, and robust parcel engineering solutions to support a rapidly scaling network.
Reporting directly to the Director of Parcel GTM, you will own the end-to-end GTM lifecycle for your assigned "book of business," from initial deal modeling to formal implementation handover.

Core ResponsibilitiesStrategic Business Line Oversight

• CX & M&A Partnership: Serve as the primary GTM lead for the CX and M&A organizations, supporting the CX team and M&A personnel and managing specialized GTM requirements for active acquisition lines

• Margin & Revenue Management: Drive margin optimization and revenue recovery initiatives, consistently targeting and exceeding parcel margin goals

• Network Optimization: Conduct deep-dive network analytics to optimize node selection and carrier service groupings (economy, standard, expedited, international etc); drive simulation enhancements targeted specifically around CX and M&A needs.  

People Leadership

• Team Management: Lead and mentor a team of 2 to 3 Senior Analysts, managing their professional development and daily throughput across their respective books of business.

• Operational Rhythm: Facilitate and enhance the prioritization and measurement of internal KPI's, success metrics for clients, and deal throughput.

Process Engineering & Tooling

• Process Standardization: Establish and refine business processes to ensure the timely delivery of simulations and pricing models, transitioning the team from ticket-based workflows to a structured business-line management approach.

• Simulation & Tool Building: Oversee the development and enhancement of proprietary GTM tools, including Stord1Parcel.ai and the integration of AI (Gemini/Claude) for automated rate card building and cost/margin analysis designed for and supporting CX and M&A.

• Implementation Handover: Formalize the handoff process from GTM to Parcel Experience, Implementations and Parcel Systems to insure seamless integration for existing clients and acquired accounts.

Financial & Data Integrity

• Rate Card Creation: Direct the creation and maintenance of complex rate structures and cards, ensuring accuracy and margin optimization to achieve GTM margin goals
• Costing Accuracy: Maintain rigorous oversight of parcel costing basis, cross-referencing carrier RFPs and weighted average buy costs

Key Attributes / Requirements:

• Operational Experience and experience managing logistics costs and revenues

• Supply Chain Modeling with specific expertise in small parcel and direct to consumer shipping

• Domestic and International Parcel shipping

• Creation and implementation of Programs, SOPs and tools

• Expertise in network modeling and costing with small parcel

• Project and Program Management

• Proven ability to manage a high performing team of analysts

• High degree of ownership 

What You'll Bring: 

• Proven experience in parcel management, including a comprehensive understanding of fulfillment center operations, international shipping, and industry best practices. 

• Deep small parcel knowledge understanding alll details of carriers and all parcel shipment methods (experience creating and managing costing and pricing mdoels)

• Proficiency in domestic and international shipping processes and regulations

• Knowledge and hands-on experience in managing outbound operations within the parcel industry. 

• Experience with MS Excel and Visual Basic for data analysis, reporting, and decision-making purposes.

• Experience with data reporting tools (DOMO/Tableau) 

• Exceptional communication skills, both written and verbal, to facilitate collaboration and convey complex ideas clearly. 

• Strong critical thinking abilities with a track record of effectively solving analytical problems using a data-driven approach. 

• Demonstrated ability to lead and manage projects, ensuring successful outcomes within defined timelines. 

• A proactive and results-driven mindset with a focus on continuous improvement and operational excellence.

Basic Qualifications

• 5+ years in Parcel Logistics, Supply Chain Engineering, or GTM Strategy.

• Proven experience managing analytical teams in a high-growth environment.

• Proficiency in advanced parcel simulation modeling and data visualization tools.

• Ability to manage complex M&A migrations and cross-functional business lines.

• Excellent communicator with ability to articulate complex strategies internally and externally and has previous experience and skill working with clients. (Prefered in the direct to consumer space)

Success Metrics

• Margin Performance: Achievement of quarterly and annual margin targets across the CX and M&A books of business.

• Operational Speed: Reduction in turnaround time for simulation requests and rate card iterations.

• Launch Quality: Successful implementation handovers with zero "operational friction" due to scoping errors.