Sr. Manager, Business Development, Amazon Customs & Trade

Amazon is hiring a Sr. Manager, Business Development, Amazon Customs & Trade for a remote role open to applicants in United States. It pays $169k-$229k a year and Level rates it ; you can apply on Amazon.

Level's read on this job

Level rates this sales role Little AI ●○○○: aI is not part of the work.
Pay on this posting starts 21% higher than the typical sales posting on Level.
This is listed as a remote role.
The posting mentions business development, sales pipeline and account management among its tools and skills.
Amazon has 20,000+ other open roles on Level.

AI in this role

Lead business development and sales growth for Amazon Customs & Trade external brokerage services.

business-developmentsales-pipelineaccount-management

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 responsibilities
Drive 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 allocation

Drive Cross-Functional Collaboration and Stakeholder Management

- Influence without authority across various internal and external teams and organizations

- Co-create joint value propositions with partner organizations, establishing shared goals and integration of BD functions into relevant business cadences.

- Coordinate with Operations and Supply Chain teams on capacity planning to ensure seamless customer delivery as volumes scale, influence organizational and process design consistent with Customer needs.

- Align with Product roadmaps on a multi-year horizon, to use automation in the sales process, and feed Customer insights into feature prioritization and delivery

- Manage escalations and remove blockers that impede customer acquisition or onboarding

Refine and Evolve the Commercial Strategy Based on Customer Learning

- Execute existing BD strategy framework while refining it against customer feedback and conversion data

- Develop detailed sales processes, discovery scripts, and competitive positioning for the Account Executive team

- Optimize conversion rates and accelerate sales cycles through experimentation and iteration

- Capture Voice of Customer (VoC) insights to inform product roadmap, pricing strategy, and service offerings

- Build business cases for incremental investment in tools, marketing, or headcount based on demonstrated ROI

- Own Pricing for Brokerage and Services – including rate cards, discount criteria, and the service scope delivered at each price point.

- Own the marketing and branding function, including the events calendar and the customer communications channel

- Resource digital advertising, campaigns and events to reach new customers and diverse audiences

About the team
Amazon Customs & Trade (ACT) powers customs clearance and trade compliance for one of the world's largest and most complex supply chains. We have built services and technology that dramatically outperform industry standards for compliance, accuracy, and cost. Now we are bringing our services to serve customers across global trade.

Basic qualifications

- 7+ years of developing, negotiating and executing business agreements experience
- 7+ years of business development, partnership management, or sourcing new business experience
- 7+ years of professional or military experience
- Experience managing P&L
- Experience in trade compliance, customs operations, customs brokerage, supply chain, logistics or similar

Preferred qualifications

- Experience engaging and presenting to senior executives (CXO level).
- Experience working with emerging technologies
- MBA
- U.S. Licensed Customs Broker (LCB) and/or similar import and export licensing and certifications.

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. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.

The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.

USA, TN, Nashville - 169,300.00 - 229,000.00 USD annually
USA, VA, Arlington - 188,100.00 - 254,500.00 USD annually
USA, WA, Bellevue - 188,100.00 - 254,500.00 USD annually

How we rate this

Sr. Manager, Business Development, Amazon Customs & Trade at Amazon rates 0 out of 100 for how much of the daily work is AI. That makes it Little AI (AI Level 1 of 4). The level is about AI in the job, not seniority.

Classification

Little AI. AI is not part of the work.

●●●● Builds AI80 to 100
●●●○ Works on AI60 to 79
●●○○ Uses AI40 to 59
●○○○ Little AI0 to 39

Levels come from how often the tools, models and workflows of the role are named in the posting itself. Read the description and count the AI tools, models and workflows it names.

Key facts

Sr. Manager, Business Development, Amazon Customs & Trade is an open job at Amazon.
Level rates this role AI Level 1 of 4: Little AI.
The listed salary is $169k-$229k a year.
The role is based in US, TN, Nashville and is marked remote.
The job was posted on September 2, 2026.
Seniority: senior.
Applications are handled by Amazon. Apply on Amazon

Prepare for this job

Built from this posting and from similar jobs on Level.

Skills and AI tools this role asks for

Business DevelopmentSales PipelineAccount Management

Also common in sales jobs at this level

AI agents AWS Generative AI Azure Google Cloud Machine learning

Pay

This job starts at: $169k
Typical sales job: $139k

This posting starts 21% above the typical sales job. See sales jobs

Questions you could be asked

Tell me about a project where business development was part of your work. What did you do?
Tell me about a project where sales pipeline was part of your work. What did you do?
Tell me about a project where account management was part of your work. What did you do?

Adapt your resume

List these exact terms on your resume: Business Development, Sales Pipeline, and Account Management. An applicant tracking system matches the wording, not the idea.
Attach one line of real, concrete experience to at least one of them. A tool named with nothing behind it rarely survives a human read.

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