Director of Carrier Partnerships

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

📋 Description

• Take ownership and enhance the strategic partnership with USPS and potentially other significant national and international carriers, acting as Shippo’s main contact and driving force for these collaborations on a day-to-day basis.

• Function as the internal lead for all carrier-related projects — facilitating coordination among Product, Engineering, Finance, Legal, and Operations to translate strategy into actionable steps while keeping various workstreams progressing simultaneously.

• Spearhead negotiations and finalize intricate agreements with major carriers, adeptly navigating multi-stakeholder environments and lengthy deal cycles with tenacity and accuracy.

• Work together with Product and Engineering teams to conceptualize, plan, and execute new carrier integrations and product offerings, effectively converting carrier requirements into internal roadmaps.

• Recognize and implement both internal and external process enhancements that expedite carrier onboarding, boost integration speed, and promote the long-term health of relationships.

• Transform carrier engagements from mere transactional dealings to profound, strategic partnerships, concentrating on long-term value creation for both Shippo and our carrier associates.

• Utilize AI tools and automation to optimize workflows and minimize repetitive, tactical tasks — both for yourself and your direct report — enabling the team to concentrate on high-value strategic objectives.

⛳️ Requirements

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

• Proven track record of execution: demonstrated capability to take a vision and drive it to fruition through cross-functional collaboration, internal alignment, and disciplined follow-through — delivering not just strategy, but tangible results.

• Hands-on experience in establishing and managing relationships with major parcel carriers (USPS, UPS, FedEx, regional carriers), with the ability to build trust and navigate large, complex organizational structures being a significant advantage.

• Exceptional skill in juggling multiple high-priority carrier initiatives simultaneously without losing momentum or attention to detail — the ability to manage numerous tasks effectively is critical.

• Strong negotiation and closing abilities in complex, multi-stakeholder agreements with the determination to see lengthy deal cycles through to completion.

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

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

🏝️ Benefits

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

• Pet coverage is also available!

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

• One week-long company-wide winter slowdown.

• 3 Volunteer Days Off (VTOs) provided.

• WFH stipend to assist in setting up your home office.

• Charity donation matching program up to $100.

• Dedicated programs, coaching, tools, and resources for your professional and career advancement, alongside an individual learning stipend for your personal development.

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