Overview

Amazon Customs & Trade (ACT) stands at a pivotal inflection point. After years of building world-class customs brokerage services, ACT is now expanding beyond serving internal Amazon customers to become a revenue-generating external business. As the leader of ACT Business Development, you will scale the sales engine behind ACT's external revenue growth and diversification of new services. You will lead a team of established Account Executives, and the organization's pricing, marketing, and other commercialization opportunities. Your immediate focus will be converting customers who need best-in-class customs brokerage services, and building and developing a team of experts. This role requires senior leadership capability to run and scale a business development function in a resource-constrained, high-ambiguity environment. The role demands equal strategic thinking, ability to achieve growth targets, and cross-organizational influence. The role's scope includes defining an external revenue plan, the pricing and marketing functions, commercialization of services, and direct leadership of a team of 6+ individuals. The role requires complex stakeholder management across multiple Amazon organizations, and the maturity to balance frugality with investment decisions that will shape ACT's external business trajectory. This role represents a unique opportunity to shape a high-growth business within Amazon's logistics organization. Key job responsibilitiesDrive New Business Acquisition - Own the external revenue plan, delivering against goals that you will define and metricize across various lines of businesses and services - Build and manage sales pipeline with clear visibility into conversion funnels, sales cycles, and revenue forecasts - Define, drive and iterate sales strategy for both small/medium vendors AND large enterprise customers Lead Customer Conversion Strategy - Partner with Amazon internal teams and service providers to identify detailed needs and conversion opportunities. - Develop and refine sales playbooks, pitch decks, and ROI calculators specific to value proposition - Navigate complex internal stakeholder landscape to gain access to vendor relationships and participation into relevant onboarding processes to optimize experience - Drive improved customer experience through the entire onboarding lifecycle Build External Customer Acquisition Engine - Define & execute multi-channel sales approaches, spanning warm lead outreach, cold lead generation, and partnership-driven opportunities - Develop customer segmentation and prioritization frameworks based on volume potential, conversion likelihood, and strategic fit - Create and test messaging, objection handling, and discovery processes that resonate with ideal customer profiles Build, Develop, and Scale the Business Development Team - Lead and coach a diverse team of account executives and customs professionals, scale team structure based on performance and business needs - Develop comprehensive training programs, sales enablement materials, and performance management systems - Create career development pathways and identify internal talent for upskilling opportunities - Build future strategic account management capability for high-value enterprise customers Establish Sales Operations Infrastructure and Metrics Discipline - Run pipeline, forecasting and stage discipline using a CRM you will be hands-on designing and iterating, keep the forecast current enough for leaders to plan against - Define and track input metrics (outreach volume, pitch participation, lead generation), output metrics (conversion rates, entries booked, CAC), and leading/lagging indicators - Create bi-weekly, monthly, and quarterly reporting mechanisms with clear visibility into funnel health - Develop data-driven frameworks for lead qualification, account prioritization, and resource allocationDrive Cross-Functional Collaboration and Stakeholder Management - Influence without authority across various