Sr. Business Developer Lead T- Unmanaged SMB, Amazon Shipping

About the role

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 partnerships and programs that make this segment grow 10x.

Requirements

• Bachelor's degree
• 5+ years of professional or military experience
• Experience structuring deals with technology platforms, or channel partners
• Strong verbal and written communication skills with the ability to influence cross-functional stakeholders and thrive in ambiguity
• 5+ years of business development, partnerships, or channel sales experience with a track record of negotiating and executing partnership agreements
• Experience building partner/channel programs that drove measurable customer acquisition at scale (thousands+ customers)
• Experience in e-commerce platforms, logistics/shipping, or marketplace ecosystems
• Experience with API-based integrations or technical partnership structures
• Experience launching new business segments, products, or go-to-market motions from zero
• Experience in a startup or early-stage business unit within a large company
• Experience working with SMB merchant segments
• Excellent written and verbal communication skills
• Amazon is an equa

Additional Information

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 acquire SMB customers at scale through strategic partnerships and channel programs. As a Sr. Business Developer on our Unmanaged/SMB team, you will own the partnership strategy that accelerates top-of-funnel growth for Amazon Shipping. You'll identify, negotiate, and launch partnerships that drive SMB acquisition at scale. You'll build mind share in the SMB ecosystem and create repeatable, programmatic motions that bring thousands of merchants onto Amazon Shipping without one-to-one sales effort. Key job responsibilities - Own the partnership pipeline - determine which partners service our target SMB customers, build relationships across that ecosystem, and negotiate and close deals that embed Amazon Shipping into their platforms and workflows, feeding merchants at scale into our self-service shipping experience. - Accelerate top-of-funnel growth - design and launch co-marketing programs, API integrations, and referral motions with partners that drive measurable SMB registration starts, conversion, and first shipment. - Build mind share at scale - develop the Amazon Shipping brand presence across the SMB ecosystem through partner channels, industry events, content partnerships, and community programs that position Amazon Shipping as the obvious choice for growing merchants. - Drive programmatic acquisition - move beyond 1:1 selling by building scalable partner-led acquisition channels that bring cohorts of hundreds or thousands of SMBs onto the platform simultaneously. - Work backwards from partner and merchant needs - earn trust by diving deep into partner economics, integration requirements, and SMB pain points to design win-win structures that drive mutual growth. - Serve as the voice of the partner ecosystem - translate partner feedback, integration friction, and merchant onboarding signals into clear inputs for Product, Tech, and Operations to improve the self-service experience and partner API capabilities. - Define and own growth metrics - set partnership OKRs (new partner launches, partner-sourced registrations, conversion rates, time-to-first-shipment), track progress rigorously, and iterate deal structures to maximize ROI. - Think big and innovate - identify emerging platform ecosystems, vertical SaaS partners, and non-obvious channels that unlock new SMB segments for Amazon Shipping. A day in the life You are a dealmaker and ecosystem builder who thrives on creating leverage. You spend your time identifying which partnerships will unlock the next 10,000 merchants, negotiating integration deals, designing co-marketing launches, and measuring what's working. You're equally comfortable in a room with a partner's VP of Partnerships pitching a strategic integration as you are in the data, analyzing which partner channels have the best activation rates. You operate with startup speed in a big-company environment. You build business cases that earn internal investment, influence product roadmaps to support partner integrations, and move fast to test new channels before competitors lock them up. You obsess over scalable acquisition - every deal you do should bring hundreds of merchants, not one.

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