Sr. Business Developer Lead T- Unmanaged SMB, Amazon Shipping

Amazon; Chicago (IL); On-site; USD 148,000 - 200,000; Full time

Job summary

Amazon Shipping is building a high-growth logistics business within Amazon, seeking entrepreneurial Business Development leaders to acquire SMB customers at scale through strategic partnerships and channel programs.

As a Sr. Business Developer on the Unmanaged/SMB team, you will own the partnership strategy, identify, negotiate, and launch partnerships, and drive SMB acquisition at scale with programmatic motions across partner ecosystems.

Qualifications

• Bachelor’s degree required.
• 5 years of professional or military experience.
• Experience structuring deals with technology platforms or channel partners.
• Strong verbal and written communication skills with the ability to influence cross-functional stakeholders.
• 5 years of business development, partnerships, or channel sales experience with a track record of negotiating and executing partnership agreements.

Responsibilities

• Own the partnership pipeline — determine which partners service our target SMB customers, build relationships across that ecosystem, and negotiate and close deals that embed Amazon Shipping into their platforms and workflows, feeding merchants at scale into our self-service shipping experience.
• Accelerate top-of-funnel growth — design and launch co-marketing programs, API integrations, and referral motions with partners that drive measurable SMB registration starts, conversion, and first shipment.
• Build mind share at scale — develop the Amazon Shipping brand presence across the SMB ecosystem through partner channels, industry events, content partnerships, and community programs that position Amazon Shipping as the obvious choice for growing merchants.
• Drive programmatic acquisition — move beyond 1:1 selling by building scalable partner-led acquisition channels that bring cohorts of hundreds or thousands of SMBs onto the platform simultaneously.
• Work backwards from partner and merchant needs — earn trust by diving deep into partner economics, integration requirements, and SMB pain points to design win-win structures that drive mutual growth.
• Serve as the voice of the partner ecosystem — translate partner feedback, integration friction, and merchant onboarding signals into clear inputs for Product, Tech, and Operations to improve the self-service experience and partner API capabilities.
• Define and own growth metrics — set partnership OKRs (new partner launches, partner-sourced registrations, conversion rates, time-to-first-shipment), track progress rigorously, and iterate deal structures to maximize ROI.
• Think big and innovate — identify emerging platform ecosystems, vertical SaaS partners, and non-obvious channels that unlock new SMB segments for Amazon Shipping.

Skills

Partnerships experience

Negotiation

Communication

Deal structuring

Channel sales

Education

Bachelor’s degree

Tools

API integrations

Job description

Description

Amazon Shipping is building a high-growth business designed to transform how the world thinks about logistics. We’re rapidly expanding our shipping and delivery services to brands and merchants across the U.S., and we’re looking for entrepreneurial Business Development leaders who can acquire SMB customers at scale through strategic partnerships and channel programs.

As a Sr. Business Developer on our Unmanaged/SMB team, you will own the partnership strategy that accelerates top-of-funnel growth for Amazon Shipping. You’ll identify, negotiate, and launch partnerships that drive SMB acquisition at scale. You’ll build mind share in the SMB ecosystem and create repeatable, programmatic motions that bring thousands of merchants onto Amazon Shipping without one-to-one sales effort.

Key job responsibilities

• Own the partnership pipeline — determine which partners service our target SMB customers, build relationships across that ecosystem, and negotiate and close deals that embed Amazon Shipping into their platforms and workflows, feeding merchants at scale into our self-service shipping experience.
• Accelerate top-of-funnel growth — design and launch co-marketing programs, API integrations, and referral motions with partners that drive measurable SMB registration starts, conversion, and first shipment.
• Build mind share at scale — develop the Amazon Shipping brand presence across the SMB ecosystem through partner channels, industry events, content partnerships, and community programs that position Amazon Shipping as the obvious choice for growing merchants.
• Drive programmatic acquisition — move beyond 1:1 selling by building scalable partner-led acquisition channels that bring cohorts of hundreds or thousands of SMBs onto the platform simultaneously.
• Work backwards from partner and merchant needs — earn trust by diving deep into partner economics, integration requirements, and SMB pain points to design win-win structures that drive mutual growth.
• Serve as the voice of the partner ecosystem — translate partner feedback, integration friction, and merchant onboarding signals into clear inputs for Product, Tech, and Operations to improve the self-service experience and partner API capabilities.
• Define and own growth metrics — set partnership OKRs (new partner launches, partner-sourced registrations, conversion rates, time-to-first-shipment), track progress rigorously, and iterate deal structures to maximize ROI.
• Think big and innovate — identify emerging platform ecosystems, vertical SaaS partners, and non-obvious channels that unlock new SMB segments for Amazon Shipping.

A day in the life

You are a dealmaker and ecosystem builder who thrives on creating leverage. You spend your time identifying which partnerships will unlock the next 10,000 merchants, negotiating integration deals, designing co-marketing launches, and measuring what’s working. You’re equally comfortable in a room with a partner’s VP of Partnerships pitching a strategic integration as you are in the data, analyzing which partner channels have the best activation rates.

You operate with startup speed in a big-company environment. You build business cases that earn internal investment, influence product roadmaps to support partner integrations, and move fast to test new channels before competitors lock them up. You obsess over scalable acquisition — every deal you do should bring hundreds of merchants, not one.

About The Team

Amazon Shipping is a fast-growing startup within Amazon building the next generation of logistics services for external brands and merchants. We’ve externalized Amazon’s world-class delivery network and are now scaling it rapidly. Our Unmanaged/SMB team owns the self-service segment — thousands of small and mid-size merchants who ship with us without dedicated account management. We’re looking for builders who can create the partnerships and programs that make this segment grow 10x.

Basic Qualifications

• Bachelor’s degree
• 5 years of professional or military experience
• Experience structuring deals with technology platforms, or channel partners
• Strong verbal and written communication skills with the ability to influence cross-functional stakeholders and thrive in ambiguity
• 5 years of business development, partnerships, or channel sales experience with a track record of negotiating and executing partnership agreements

Preferred Qualifications

• Experience building partner/channel programs that drove measurable customer acquisition at scale (thousands customers)
• Experience in e-commerce platforms, logistics/shipping, or marketplace ecosystems
• Experience with API-based integrations or technical partnership structures
• Experience launching new business segments, products, or go-to-market motions from zero
• Experience in a startup or early-stage business unit within a large company
• Experience working with SMB merchant segments
• Excellent written and verbal communication skills

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

Los Angeles County applicants: Job duties for this position include: work safely and cooperatively with other employees, supervisors, and staff; adhere to standards of excellence despite stressful conditions; communicate effectively and respectfully with employees, supervisors, and staff to ensure exceptional customer service; and follow all federal, state, and local laws and Company policies. Criminal history may have a direct, adverse, and negative relationship with some of the material job duties of this position. These include the duties and responsibilities listed above, as well as the abilities to adhere to company policies, exercise sound judgment, effectively manage stress and work safely and respectfully with others, exhibit trustworthiness and professionalism, and safeguard business operations and the Company’s reputation. Pursuant to the Los Angeles County Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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, CA, SAN DIEGO – 147,900.00 – 200,100.00 USD annually

USA, CA, San Diego – 147,900.00 – 200,100.00 USD annually

USA, GA, ATLANTA – 147,900.00 – 200,100.00 USD annually

USA, GA, Atlanta – 147,900.00 – 200,100.00 USD annually

USA, GA, Marietta – 147,900.00 – 200,100.00 USD annually

USA, IL, CHICAGO – 147,900.00 – 200,100.00 USD annually

USA, IL, Chicago – 147,900.00 – 200,100.00 USD annually

USA, MA, BOSTON – 147,900.00 – 200,100.00 USD annually

USA, MA, Boston – 147,900.00 – 200,100.00 USD annually

USA, MA, Jamaica Plain – 147,900.00 – 200,100.00 USD annually

USA, NY, Astoria – 162,700.00 – 220,200.00 USD annually

USA, NY, New York City – 162,700.00 – 220,200.00 USD annually

USA, TX, Bee Cave – 147,900.00 – 200,100.00 USD annually

USA, WA, Bellevue – 147,900.00 – 200,100.00 USD annually

Company – Amazon.com Services LLC