Roots is a fulfillment company based in Amman, handling warehousing, pick-and-pack, inventory management, and last-mile delivery for e-commerce merchants, so they can stop worrying about logistics and focus on selling.
We're building a dedicated sales function to drive our next stage of growth, and this role leads it. It reports directly to the founders and comes with full ownership to design how Roots acquires new merchant accounts.
This is an acquisition role, first, second, and third. Your job is to bring new merchants onto the platform. Everything below serves that.
What You'll Do:
- Own new merchant acquisition end to end: identify targets, engage them, qualify them, and close them. This is the core of the role and the primary measure of success.
- Build both outbound and inbound motion. Run direct, account-based outreach, and also develop campaigns, referral mechanisms, and other creative channels that bring qualified merchants to us. We want someone who can originate demand, not just chase it.
- Develop a real understanding of how merchants and marketplaces actually operate, sales channels (social media, direct-to-consumer platforms), fulfillment patterns (stock-held vs. drop-ship), order volume, and how that shapes what they need from a fulfillment partner. This is critical. A generic pitch will not work across different merchant types, and you need to know enough about their business to speak to it credibly.
- Own full-cycle deals: prospecting through negotiation, close, and handoff to operations for onboarding.
- Set up and own your own pipeline tracking and reporting, and use it to sharpen where you focus your time.
What We're Looking For:
- 5-10 years in B2B sales or business development, ideally in logistics, fulfillment, distribution, or another long-cycle, relationship-driven, high-consideration category.
- Deep fluency in e-commerce: how merchants sell, the differences between platforms and models, and what actually matters to a merchant choosing a fulfillment partner.
- A demonstrated ability to build a pipeline from nothing, across both outbound and inbound channels.
- Genuinely self-directed. We manage to results, not activity metrics. If you need structure imposed on you to perform, this role will be a bad experience for both sides.
- No ego, high hustle. You will cold call, you will drive to a merchant's shop, you will chase a reply for the third time. There's no version of this job that's purely strategic.
- Strong commercial literacy. You understand what a deal needs to look like to actually make money, not just close.
- Fluent Arabic and English, strong negotiation skills.
- Bonus: prior experience selling into or working inside a Jordanian or regional e-commerce ecosystem.
Why Join Roots:
- Full ownership of merchant acquisition, from target list to close process to reporting.
- Direct, frequent access to the founders and fast decision-making. No waiting weeks for pricing or contract sign-off.
- A real path to leading a team as the function scales.
- Base compensation plus a performance/commission component tied to closed merchant volume.
