Senior Business Development Manager – Omnichannel

About the role

We are looking for a Senior Business Development Manager to lead the sell‑in of Flexport’s Omnichannel capability in Greater China. The role combines personal quota‑carrying responsibilities on strategic B2C e‑commerce accounts with a player‑coach function to enable the wider sales team.

Key responsibilities

• Own Omnichannel revenue in Greater China, targeting strategic Chinese B2C sellers (TikTok Shop, Amazon, Shopify, Walmart, DTC brands) shipping to the US.
• Coach and train the Greater China sales team on Omnichannel positioning, discovery, technical fit and pricing, and conduct joint sales calls.
• Design end‑to‑end proposals with Solution Design that combine ocean/air freight, customs clearance and US fulfillment options.
• Lead pricing strategy, manage RFPs and contracts using Ironclad, and drive deal velocity on multi‑million‑USD agreements.
• Build the demand engine by defining ICP, launching outbound campaigns and establishing channel partnerships with platforms and seller communities.

Required profile

• 8+ years of full‑cycle, quota‑carrying sales experience, including at least 3 years selling US fulfillment, 3PL or e‑commerce logistics to Chinese cross‑border merchants.
• Proven player‑coach track record: enabled and coached AEs, ran deal reviews and built sales playbooks.
• Strong network in Chinese B2C e‑commerce (TikTok Shop sellers, Amazon top sellers, DTC brands, aggregators).
• Fluency in English and Mandarin, with ability to pitch founders/CEOs in Mandarin.
• Comfort with ambiguity and willingness to define playbooks, cross‑sell motions and compensation models.

Required skills

• Shopify platform integration
• Amazon platform integration
• Walmart platform integration
• TikTok Shop platform integration