Director of Partnerships at Grip Director of Partnerships at Grip in Coral Gables, Florida Posted in 7 days ago.
Type:
full-time
Job Description:
About Grip:
Grip is redefining cold-chain logistics for direct-to-consumer (DTC) eCommerce brands. Founded in 2022 by former ButcherBox executives, Grip combines advanced technology with a nationwide fulfillment network to optimize the shipping of perishable goods. Our proprietary Smart Logistics Engine analyzes over 25 million data points daily-including weather patterns, carrier performance, and real-time temperatures-to make intelligent, package-level shipping decisions. Grip's Pulse Order Management System (OMS) offers real-time inventory tracking, batch traceability, and seamless integration with platforms like Shopify. This end-to-end solution provides brands with complete visibility and control over their supply chain, eliminating the need for multiple third-party tools. With strategically located temperature-controlled fulfillment centers, Grip can reach over 80% of the U.S. population within 24 hours. Our mission is to empower DTC brands to scale efficiently by providing innovative logistics solutions tailored to the unique challenges of shipping.
Job Description:
The Director of Partnerships owns the relationships that expand Grip's reach and reduce our cost to serve.
This means two things:
bringing in new business through channel and referral relationships, and building the carrier, vendor, and technology partnerships that make our network faster and cheaper. This is a builder's role, not a relationship-maintenance role. You will be sourcing partners, negotiating terms, and pushing integrations through to launch. You need to be equally comfortable in a commercial negotiation and in a technical scoping conversation with our engineering team about an API integration. You will work closely with the CEO, CTO, and the operations leadership team, and you will be measured on revenue and margin, not on activity.
Specific responsibilities:
Channel and Referral Partnerships Source, negotiate, and launch partnerships that generate qualified pipelines - eCommerce agencies, platform and app ecosystems, packaging and cold chain suppliers, brand accelerators, and adjacent 3PLs. Build the partner program from the ground up: tiering, referral economics, co-marketing, enablement materials, and partner onboarding. Own the partner-sourced revenue number and report on it in the weekly leadership cadence. Carrier and Vendor Partnerships Negotiate and manage carrier agreements across parcel, LTL, and cold chain freight, with a focus on rate structure, service levels, and coverage in the markets where we operate. Manage strategic vendor relationships - cold chain packaging, dry ice, refrigeration, and materials and drive cost per shipment down through better terms and consolidation. Track partner performance against SLAs and lead quarterly business reviews with our largest partners. Technology and Integration Partnerships Build relationships across the platforms our clients already use, including eCommerce platforms, subscription tools, OMS/ERP systems, and marketplaces. Work with the CTO and engineering team to scope, prioritize, and launch integrations - you will be the person translating between the commercial opportunity and the technical requirement. Represent Grip's technology capabilities in partner and prospect conversations. Pipeline and Analytics Own partnership pipeline hygiene in CRM, with clean stage definitions, forecasting, and reporting. Build the business case for each partnership: volume assumptions, margin impact, and payback. Bring a data-first approach to prioritization - we expect partnerships to be modeled, not guessed at.
What You Bring:
5-10 years in partnerships, business development, or growth, with a track record of closing and scaling revenue-generating partnerships.
Strong commercial instincts:
you have negotiated real contracts and can defend terms. Analytical fluency - comfortable building models, working in spreadsheets, and using data to make and defend decisions. Excellent written and verbal communication; credible in front of founders, operators, and executives. Experience with a structured sales methodology (MEDDIC or similar) preferred. Willingness to travel for partner meetings, conferences, and facility visits. Bachelor's degree or equivalent practical experience.
Preferred:
background at a high-growth startup, including time spent building a function rather than inheriting one.
