Director, Market & Service Development

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

📋 Description

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

• Evaluate customer and market interest in new capabilities, service modifications, commercial initiatives, and experience enhancements; collect and synthesize feedback from the market, customers, field, and partners to pinpoint demand and identify where changes can create commercial value; advocate for customer and market needs in internal discussions regarding service evolution, commercial priorities, and go-to-market strategies.

• Identify which needs a proposed offering or service modification addresses, which segments are most likely to appreciate it, and the potential business impact. Suggest which opportunities should be prioritized, postponed, modified, 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 modifications (including market rationale, demand indicators, commercial implications, internal requirements, launch complexity, and strategic alignment) and collaborate with Operations, IT, Pricing, Legal, and customer-facing teams to determine capability needs, process effects, policy considerations, and risks.

• Develop the market-facing strategy for new offerings or significant service modifications (need state, target audience, commercial rationale, 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 narrative, key launch factors) and ensure that service development is guided by how the offering should be understood, marketed, supported, and adopted in the market.

• Convert market/business-case insights into roadmap suggestions (priorities, sequencing, dependencies, expected value); collaborate with the Senior GTM Program Manager to translate direction into structured execution plans, launch discipline, and visibility of progress; lead cross-functional alignment through clear communication, tradeoff discussions, and follow-through; prepare recommendations suitable for executives and provide updates on progress, challenges, 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 GTM leadership).

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

• Significant experience in developing business cases, market rationales, positioning, and executive recommendations for new opportunities or substantial changes.

• Demonstrated capability to work directly with large clients, 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 required (<20%).

🏝️ Benefits

• Medical, Dental, and Vision insurance; HSA and FSA options.

• Life and Disability coverage (basic and voluntary).

• Voluntary Accident, Critical Illness, Identity & Fraud Protection, Auto & Home, and Pet Insurance.

• Competitive benefits and 401(k) with company match.

• Referral Bonus Program - Up to $500 per referral!

• Paid Time Off including Holiday pay.

• Employee Assistance Program & a safe and clean work environment.