Director of Carrier Partnerships
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Job Description
Director of Carrier Partnerships at Shippo, shaping logistics strategy and managing key carrier relationships. Focusing on USPS and expanding partnerships across the carrier ecosystem.
Responsibilities:
- Own and deepen the strategic relationship with USPS and possibly other key national and international carriers, serving as Shippo’s primary point of contact and day-to-day driver of these partnerships.
- Serve as the internal quarterback for all carrier-related initiatives — coordinating across Product, Engineering, Finance, Legal, and Operations to turn strategy into action and keep multiple workstreams moving simultaneously.
- Lead negotiations and close complex deals with major carriers, navigating multi-stakeholder environments and long deal cycles with persistence and precision.
- Collaborate with Product and Engineering to design, plan, and implement new carrier integrations and product offerings, translating carrier needs into internal roadmaps.
- Identify and drive internal and external process improvements that accelerate carrier onboarding, integration velocity, and long-term relationship health.
- Evolve carrier engagements from transactional dealmaking to deep, strategic partnerships — focused on long-term value creation for both Shippo and our carrier partners.
- Leverage AI tools and automation to streamline workflows and reduce repetitive, tactical work — both for yourself and your direct report — freeing the team to stay focused on high-value strategic priorities.
Requirements:
- 10+ years of experience at high-growth tech companies — ideally at the intersection of e-commerce and logistics (3PL/Fulfillment); direct parcel carrier experience required.
- Proven execution track record: demonstrated ability to take a vision and drive it to completion through cross-functional collaboration, internal alignment, and disciplined follow-through — not just strategy, but results.
- Direct, hands-on experience building and managing relationships with major parcel carriers (USPS, UPS, FedEx, regional carriers), with the ability to earn trust and navigate large, complex organizational structures is a huge plus.
- Exceptional ability to manage multiple high-priority carrier initiatives simultaneously without losing momentum or attention to detail — the ability to spin lots of plates is essential.
- Effective negotiation and closing skills in complex, multi-stakeholder deals with the persistence to see long deal cycles through to completion.
- Deep expertise in the domestic and global landscape of parcel shipping carriers.
- Outstanding cross-functional leadership — you influence without authority and drive alignment across Engineering, Product, Finance, and Legal to keep execution on track.
Benefits:
- Healthcare coverage for medical, dental, and vision (90% covered by the company, incl. dependents).
- Pets coverage is also available!
- Take-as-much-as-you-need vacation policy & flexible working hours
- One week-long company wide winter slow down
- 3 Volunteer Days Off (VTOs)
- WFH stipend to set up your home office
- Charity donation match up to $100
- Dedicated programs, coaching, tools, and resources for your professional and career growth as well as an individual learning stipend for your personal and focused growth
- Fun team in person time through our Shippos Everywhere program which includes regular team and company off-sites throughout the year as well as local Shippos gatherings.
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