Sr. Manager, Business Development, Amazon Customs & Trade

INLT LLC is growing its business with Amazon Customs & Trade (ACT), a team that powers customs clearance and trade compliance for one of the world’s most complex supply chains. This role leads external business development for ACT, scaling revenue while improving customer conversion, onboarding, and commercialization of customs brokerage and related services.

Working onsite in Nashville, TN, you will own the external revenue plan, build the sales engine and team, and partner across Amazon internal teams and service providers to identify needs and drive measurable growth. The position offers USD 169,300 - 254,500 per year, with an MBA required, plus 7+ years of relevant experience.

What you’ll do

• Own the external revenue plan, delivering against goals you define and metricize across multiple lines of business and service offerings.
• Build and manage a 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.
• Partner with Amazon internal teams and service providers to identify detailed customer needs and conversion opportunities.
• Develop sales playbooks, pitch decks, and ROI calculators aligned to the value proposition.
• Navigate complex stakeholder landscapes to access vendor relationships and support onboarding participation that optimizes the customer experience.
• Drive improvements in customer experience across the entire onboarding lifecycle.
• Execute multi-channel sales motions including warm outreach, cold lead generation, and partnership-driven opportunities.
• Create customer segmentation and prioritization frameworks based on volume potential, conversion likelihood, and strategic fit.
• Design and test messaging, objection handling, and discovery processes for ideal customer profiles.
• Lead and coach a diverse group of account executives and customs professionals, scaling structure based on performance and business needs.
• Build training, sales enablement materials, and performance management systems; create career development pathways and identify internal talent for upskilling.
• Develop future strategic account management capability for high-value enterprise customers.
• Be hands-on with CRM design and iteration for pipeline, forecasting, and stage discipline, keeping forecasts current for leadership planning.
• Define and track input metrics (outreach volume, pitch participation, lead generation) and output metrics (conversion rates, entries booked, CAC), along with leading and lagging indicators.
• Establish bi-weekly, monthly, and quarterly reporting mechanisms to provide visibility into funnel health.
• Use data-driven frameworks for lead qualification, account prioritization, and resource allocation.
• Influence without authority across internal and external teams and organizations.
• Co-create joint value propositions with partner organizations and integrate BD functions into relevant business cadences.
• Coordinate with Operations and Supply Chain teams on capacity planning to support seamless delivery as volumes scale, and influence organizational and process design consistent with customer needs.
• Align with Product roadmaps over a multi-year horizon to leverage 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.
• Execute and refine the BD strategy framework using 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 delivered service scope 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.

Required qualifications

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

Benefits

• Sign-on payments and restricted stock units (RSUs).
• Health insurance including medical, dental, vision, prescription coverage, Basic Life & AD&D, and optional Supplemental life plans; EAP and Mental Health Support; Medical Advice Line; Flexible Spending Accounts; Adoption and Surrogacy Reimbursement coverage.
• 401(k) matching.
• Paid time off.
• Parental leave.

About Amazon Customs & Trade (ACT)

• ACT powers customs clearance and trade compliance for one of the world’s largest and most complex supply chains.
• ACT has built services and technology designed to outperform industry standards for compliance, accuracy, and cost.
• The team is bringing services to customers across global trade.