# Director of Carrier Partnerships

**Company:** [Shippo](https://hotfix.jobs/companies/shippo)
**Location:** Remote
**Role:** Partnerships
**Salary:** $204k – $276k/yr
**Experience:** 10+ years
**Skills:** Usps, Ups, Fedex, Carrier Negotiations, Cross-Functional Alignment, Strategic Partnerships, E-Commerce Logistics, Parcel Shipping, AI Tools, Automation
**Posted:** 2026-04-24

> Owns carrier partnership strategy, deepens key relationships like USPS, leads negotiations and integrations with Product/Engineering, and drives cross-functional execution. Requires 10+ years in e-commerce/logistics with direct carrier experience.

## Job Description

## 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.

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