Director of Carrier Partnerships

This is a fully remote position, open to applicants in Hawaii, +6 more states.

📋 Description

• Take ownership of and enhance the strategic relationship with USPS and potentially other significant national and international carriers, acting as Shippo’s main point of contact and daily manager of these partnerships.

• Function as the internal coordinator for all initiatives related to carriers — facilitating collaboration across Product, Engineering, Finance, Legal, and Operations to translate strategy into actionable steps and ensure multiple workstreams are progressing simultaneously.

• Spearhead negotiations and finalize intricate agreements with major carriers, adeptly navigating environments with multiple stakeholders and lengthy deal cycles while demonstrating persistence and precision.

• Work in tandem with Product and Engineering teams to design, plan, and execute new carrier integrations and product offerings, converting carrier requirements into internal development roadmaps.

• Spot and initiate both internal and external process enhancements that expedite carrier onboarding, increase integration speed, and foster long-term relationship health.

• Transition carrier interactions from mere transactional dealings to profound, strategic partnerships — concentrating on long-term value creation for both Shippo and our carrier collaborators.

• Utilize AI tools and automation to optimize workflows and minimize repetitive, tactical tasks — benefiting both yourself and your direct reports — allowing the team to concentrate on high-impact strategic priorities.

⛳️ Requirements

• Over 10 years of experience within high-growth technology companies — ideally at the crossroads of e-commerce and logistics (3PL/Fulfillment); direct experience with parcel carriers is essential.

• Proven track record of execution: demonstrated capability to transform a vision into reality through cross-functional collaboration, internal alignment, and disciplined follow-through — focusing on results, not just strategy.

• Direct, hands-on experience in building and managing relationships with major parcel carriers (USPS, UPS, FedEx, regional carriers), with the ability to gain trust and navigate extensive, complex organizational structures being a significant advantage.

• Exceptional ability to handle multiple high-priority carrier initiatives simultaneously without losing momentum or attention to detail — the skill to manage many tasks concurrently is crucial.

• Strong negotiation and closing capabilities in complex, multi-stakeholder agreements with the tenacity to see lengthy deal cycles through to fruition.

• In-depth knowledge of the domestic and global landscape of parcel shipping carriers.

• Excellent cross-functional leadership — you can influence without authority and foster alignment across Engineering, Product, Finance, and Legal to ensure execution remains on schedule.

🏝️ Benefits

• Comprehensive healthcare coverage for medical, dental, and vision (90% covered by the company, including dependents).

• Coverage for pets is also available!

• Flexible vacation policy allowing you to take as much time off as needed & adaptable working hours.

• A week-long company-wide winter slowdown.

• Three Volunteer Days Off (VTOs).

• Work From Home stipend to establish your home office.

• Charity donation matching up to $100.

• Dedicated programs, coaching, tools, and resources to support your professional and career development, along with an individual learning stipend for personal and focused growth.

• Engaging team in-person activities through our Shippos Everywhere program, which includes regular team and company off-sites throughout the year, as well as local Shippo gatherings.