Business Developer II - Tech, Amazon Freight

Amazon Freight is seeking a results-driven, entrepreneurial, and analytical Business Developer to join our team as an Account Manager partnering with 3PLs and Amazon sellers. The ideal candidate thrives on building from zero-to-one, launching new business lines from inception, and has a track record of driving revenue generation with mid-market and enterprise customers.

Amazon Freight is engineering systems and capabilities to ensure shipper freight across the Amazon network—vendors, suppliers, sellers—moves with best-in-class service at the lowest possible cost. To achieve this, we innovate to deliver industry-leading reliability and efficiency. You will own end-to-end deal execution: negotiating terms, structuring agreements, and closing with external shippers. Inside Amazon, you will operate cross-functionally across legal, product, engineering, marketing, operations, and customer experience to remove friction and deliver an exceptional shipper experience.

The ideal candidate brings strong quantitative rigor and relationship-building skills, and operates in a high-velocity, ambiguous environment. You will engage with senior Amazon leaders and C-suite stakeholders at major shippers to deepen strategic partnerships. You are as comfortable shaping long-term strategy as you are executing on the ground—rolling up your sleeves to build, test, and iterate. You have demonstrated the ability to architect customized logistics solutions, drive operational excellence, standardize scalable processes, and negotiate high-impact agreements.

Key job responsibilities

- Partner with sellers, third-party logistics providers (3PLs), and Freight Forwarders shipping inbound to Amazon to identify unmet needs and deliver solutions that drive adoption.
- Build, maintain, and advance a pipeline of opportunities; provide key metrics, regular forecasts, and progress against revenue targets.
- Identify and capture revenue growth, product adoption, and market segment share across assigned accounts.
- Manage a portfolio of accounts concurrently and strategically, ensuring high customer satisfaction and long-term retention.
- Negotiate contract terms with shippers, structuring agreements that balance customer value with business objectives.
- Build strong working relationships with shippers, suppliers, 3PLs, and internal cross-functional peers.
- Engage internal and external stakeholders to surface opportunities that improve performance, service levels, and shipper experience.
- Earn trust with customers by understanding their business and recommending tailored product solutions.
- Measure performance, conduct root-cause analysis, and connect findings to specific improvement actions.
- Assess program risks, anticipate challenges, and provide escalation management when necessary.
- Meet or exceed targets for customer acquisition, feature adoption, and revenue generation.

Key Functions

- Prospect, identify, and qualify new opportunities through cold calling, email outreach, and strategic networking.
- Engage and present to prospects via in-person meetings and web-based tools to communicate value propositions.
- Operate independently in a high-pressure, fast-moving, and often ambiguous environment with strong written and verbal communication skills.

A day in the life
You'll start your day reviewing pipeline metrics and prioritizing outreach to prospective shippers. Mornings may include cold calls, discovery meetings with 3PLs, or presenting Amazon Freight's value proposition via web demos. Afternoons shift to internal collaboration—working with operations, product, and legal teams to unblock deals or solve shipper pain points. You'll negotiate contract terms, analyze lane-level data to build compelling proposals, and track progress against weekly launch and revenue goals. No two days look the same; you'll balance strategic account planning with hands-on execution in a fast-moving environment.

About the team
Amazon Freight Inbound Sales is responsible for growing the shipper base that moves freight into Amazon's fulfillment network. We partner with sellers, 3PLs, and freight forwarders to deliver reliable, cost-effective transportation solutions. Our team operates with a startup mentality inside Amazon—moving fast, testing new approaches, and obsessing over the shipper experience. We value ownership, data-driven decision-making, and a bias for action. Whether you're closing your first deal or architecting a multi-lane contract, you'll have the autonomy and support to make meaningful impact from day one.

BASIC QUALIFICATIONS

- 3+ years of business development, partnership management, or sourcing new business experience
- Bachelor's degree or equivalent
- Experience using data and metrics to determine and drive improvements

PREFERRED QUALIFICATIONS

- Experience in online advertising or high-tech products/services
- Master's degree or equivalent

Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.

Our inclusive culture empowers Amazonians to deliver the best results for our customers.