Amazon Shipping is building a high-growth business designed to transform how the world thinks about logistics. We're rapidly expanding our shipping and delivery services to brands and merchants across the U.S., and we're looking for entrepreneurial Business Development leaders who can grow our SMB customer base at scale.
As a Sr. Business Developer on our Unmanaged/SMB team, you will own the growth engine for our existing shipper base -- think customer growth team, built for SMB. You'll drive the stabilization, growth, and retention of thousands of self-service shippers, designing the benefits, enablement, and lifecycle programs that make merchants ship more and stay longer -- without one-to-one account management. You will be goaled on incremental revenue from settled shippers and on retention.
Key job responsibilities
• Own settled-base growth -- segment the existing shipper base, identify expansion opportunity (volume, lanes, services), and build lifecycle programs that grow shipping volume per shipper at scale.
• Build the tiered benefits program -- design and launch a non-pricing benefits program (frequent-shipper tiers) that rewards consistent shipping, with a roadmap of benefits that deepen loyalty year over year.
• Run enablement at scale -- build the webinar, content, and best-practice engine that makes thousands of merchants successful simultaneously -- onboarding deepening, feature adoption, and shipping optimization programs.
• Own retention -- build early-warning signals for at-risk shippers, design proactive and reactive save motions with automation/AI at a scalable ROI, and own the regretted-attrition number.
• Own the voice of the shipper (VOS) -- run a scalable mechanism for collecting shipper feedback, walk the store to find friction in the self-service experience, and translate signals into prioritized Product, Tech, and Operations improvements.
• Define and own growth metrics -- set program OKRs (incremental revenue from settled shippers, retention and regretted attrition, program engagement, benefit-tier progression), track rigorously, and iterate to maximize ROI.
• Work backwards from shipper needs -- earn trust by diving deep into shipper economics, shipping patterns, and pain points to design programs merchants actually value.
• Own your domain end-to-end -- operate as the subject matter expert for your channel, define BD strategy that complements the product strategy, and deliver results through scalable mechanisms rather than one-off effort.
• Think big and innovate -- replace what account management does for enterprise customers with programs, benefits, and automation that scale to tens of thousands of SMBs.
A day in the life
You are a growth operator who thrives on making an installed base more valuable. You spend your time in the data segmenting shippers, designing the next benefit tier, reviewing what the VOS mechanism surfaced this week, and measuring which programs actually moved revenue and retention. You're equally comfortable presenting a retention deep-dive to leadership as you are scripting a webinar for a thousand merchants. You operate with startup speed in a big-company environment -- every program you build should serve thousands of shippers, not one.
About the team
Amazon Shipping is a fast-growing startup within Amazon building the next generation of logistics services for external brands and merchants. We've externalized Amazon's world-class delivery network and are now scaling it rapidly. Our Unmanaged/SMB team owns the self-service segment -- thousands of small and mid-size merchants who ship with us without dedicated account management. We're looking for builders who can create the programs that make this segment grow 10x.
