Director of Carrier Partnerships

Responsibilities

• Own and deepen the strategic relationship with USPS and 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.

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.
• Direct, hands-on experience building and managing relationships with major parcel carriers (USPS, UPS, FedEx, regional carriers).
• Exceptional ability to manage multiple high-priority carrier initiatives simultaneously without losing momentum or attention to detail.
• Effective negotiation and closing skills in complex, multi-stakeholder deals.
• Deep expertise in the domestic and global landscape of parcel shipping carriers.
• Outstanding cross-functional leadership — influence without authority across Engineering, Product, Finance, and Legal.

Compensation (US only)

• Base salary: $204k - $276k (anchor at $240k midpoint), plus equity and benefits.
• Healthcare (90% covered, incl. dependents), unlimited vacation, WFH stipend, learning stipend, etc.