Director – Market & Service Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Facilitate direct discussions with customers, potential clients, and strategic partners to uncover unmet needs, changing expectations, adoption challenges, and areas of demand.

• Evaluate customer and market interest in new capabilities, service modifications, commercial initiatives, and enhancements to the experience; collect and analyze feedback from market, customers, field, and partners to pinpoint where demand is present and how changes can generate commercial value; advocate for customer and market needs in internal conversations regarding service development, commercial priorities, and go-to-market strategies.

• Identify which needs a proposed offering or service modification addresses, which segments are likely to appreciate it, and the potential business impact it may have. Advise on which opportunities should be prioritized, postponed, redefined, or rejected based on the strength of the business case, customer demand, feasibility, and strategic importance.

• Create business cases for new opportunities and significant service changes (including market justification, demand indicators, commercial consequences, internal requirements, launch complexity, and strategic alignment) and collaborate with Operations, IT, Pricing, Legal, and customer-facing teams to determine capability needs, process implications, policy considerations, and risks.

• Develop the market-oriented logic for new offerings/significant service changes (need state, target audience, commercial justification, competitive landscape) and assist in positioning/competitive framing with Product Marketing, Sales Enablement, Brand, and channel teams.

• Establish high-level go-to-market strategies for approved initiatives (audience focus, value proposition, key launch factors) and ensure that service development is guided by how the offering must be perceived, sold, supported, and embraced in the market.

• Convert market/business-case insights into roadmap recommendations (priorities, sequencing, dependencies, anticipated value); collaborate with the Senior GTM Program Manager to transform direction into structured execution plans, launch discipline, and visibility into progress; lead cross-functional alignment through effective communication, tradeoff discussions, and follow-through; prepare executive-ready recommendations and provide updates on progress, issues, dependencies, launch risks, and escalation requirements.

⛳️ Requirements

• Bachelor’s degree or equivalent experience.

• 8–12 years of experience in ecommerce logistics, parcel delivery, last-mile transportation, or related market-facing roles (including service development, commercial strategy, product marketing, business development, or go-to-market leadership).

• Proven experience collaborating across Commercial, Operations, IT, Pricing/Finance, and customer-facing teams to evaluate or launch complex offerings, service changes, or strategic initiatives.

• Strong background in developing business cases, market justifications, positioning, and executive recommendations for new opportunities or significant changes.

• Demonstrated ability to engage directly with large customers, strategic partners, and senior external stakeholders to assess needs and guide roadmap direction.

• Experience in U.S. ecommerce parcel delivery, last-mile logistics, or related services/technologies is preferred.

• Willingness to travel occasionally as needed (<20%).

🏝️ Benefits

• Medical, dental, and vision insurance.

• Life and short- and long-term disability coverage.

• 401(k) retirement savings plan with company match.

• Flexible vacation in states other than CA, CO, IL, MA, MT, and NE, with accruals up to 96 hours for the first year of employment, with tenure-based increases up to 160 hours.

• Two (2) floating holidays per year.

• Paid sick leave*.

• Six (6) paid company holidays.

• Two (2) weeks of paid pregnancy disability leave and four (4) weeks of paid parental bonding leave.

• Additional wellness and employee assistance programs.