Sr. Manager, Business Development, Amazon Customs & Trade

Amazon Customs & Trade (ACT) stands at a pivotal inflection point. After years of building world-class customs brokerage services, ACT is now expanding beyond serving internal Amazon customers to become a revenue-generating external business.

As the leader of ACT Business Development, you will scale the sales engine behind ACT"s external revenue growth and diversification of new services. You will lead a team of established Account Executives, and the organization's pricing, marketing, and other commercialization opportunities. Your immediate focus will be converting customers who need best-in-class customs brokerage services, and building and developing a team of experts.

This role requires senior leadership capability to run and scale a business development function in a resource-constrained, high-ambiguity environment. The role demands equal strategic thinking, ability to achieve growth targets, and cross-organizational influence. The role's scope includes defining an external revenue plan, the pricing and marketing functions, commercialization of services, and direct leadership of a team of 6+ individuals. The role requires complex stakeholder management across multiple Amazon organizations, and the maturity to balance frugality with investment decisions that will shape ACT"s external business trajectory.

This role represents a unique opportunity to shape a high-growth business within Amazon"s logistics organization.

Key job responsibilities

Drive New Business Acquisition

• Own the external revenue plan, delivering against goals that you will define and metricize across various lines of businesses and services
• Build and manage sales pipeline with clear visibility into conversion funnels, sales cycles, and revenue forecasts
• Define, drive and iterate sales strategy for both small/medium vendors AND large enterprise customers

Lead Customer Conversion Strategy

• Partner with Amazon internal teams and service providers to identify detailed needs and conversion opportunities.
• Develop and refine sales playbooks, pitch decks, and ROI calculators specific to value proposition
• Navigate complex internal stakeholder landscape to gain access to vendor relationships and participation into relevant onboarding processes to optimize experience
• Drive improved customer experience through the entire onboarding lifecycle

Build External Customer Acquisition Engine

• Define & execute multi-channel sales approaches, spanning warm lead outreach, cold lead generation, and partnership-driven opportunities
• Develop customer segmentation and prioritization frameworks based on volume potential, conversion likelihood, and strategic fit
• Create and test messaging, objection handling, and discovery processes that resonate with ideal customer profiles

Build, Develop, and Scale the Business Development Team

• Lead and coach a diverse team of account executives and customs professionals, scale team structure based on performance and business needs
• Develop comprehensive training programs, sales enablement materials, and performance management systems
• Create career development pathways and identify internal talent for upskilling opportunities
• Build future strategic account management capability for high-value enterprise customers

Establish Sales Operations Infrastructure and Metrics Discipline

• Run pipeline, forecasting and stage discipline using a CRM you will be hands-on designing and iterating, keep the forecast current enough for leaders to plan against
• Define and track input metrics (outreach volume, pitch participation, lead generation), output metrics (conversion rates, entries booked, CAC), and leading/lagging indicators
• Create bi-weekly, monthly, and quarterly reporting mechanisms with clear visibility into funnel health
• Develop data-driven frameworks for lead qualification, account prioritization, and resource allocation

Drive Cross-Functional Collaboration and Stakeholder Management

• Influence without authority across various internal and external teams and organizations
• Co-create joint value propositions with partner organizations, establishing shared goals and integration of BD functions into relevant business cadences.
• Coordinate with Operations and Supply Chain teams on capacity planning to ensure seamless customer delivery as volumes scale, influence organizational and process design consistent with Customer needs.
• Align with Product roadmaps on a multi-year horizon, to use automation in the sales process, and feed Customer insights into feature prioritization and delivery
• Manage escalations and remove blockers that impede customer acquisition or onboarding

Refine and Evolve the Commercial Strategy Based on Customer Learning

• Execute existing BD strategy framework while refining it against customer feedback and conversion data
• Develop detailed sales processes, discovery scripts, and competitive positioning for the Account Executive team
• Optimize conversion rates and accelerate sales cycles through experimentation and iteration
• Capture Voice of Customer (VoC) insights to inform product roadmap, pricing strategy, and service offerings
• Build business cases for incremental investment in tools, marketing, or headcount based on demonstrated ROI
• Own Pricing for Brokerage and Services - including rate cards, discount criteria, and the service scope delivered at each price point.
• Own the marketing and branding function, including the events calendar and the customer communications channel
• Resource digital advertising, campaigns and events to reach new customers and diverse audiences

About the team

Amazon Customs & Trade (ACT) powers customs clearance and trade compliance for one of the world"s largest and most complex supply chains. We have built services and technology that dramatically outperform industry standards for compliance, accuracy, and cost. Now we are bringing our services to serve customers across global trade.