Senior Business Development Manager, Omnichannel

At Flexport we believe global trade can move the human race forward. Thats why its our mission to make global commerce so easy there will be more of it. Were shaping the future of a $10T industry with solutions powered by innovative technology and exceptional people. Today companies of all sizesfrom emerging brands to Fortune 500suse Flexport technology to move more than $19B of merchandise across 112 countries a year.

The recent global supply chain crisis has put Flexport center stage as we continue to play a pivotal role in how goods move around the world. We are proud to have the support of the best investors in the game who believe in our mission solutions and people. Ready to tackle global challenges that impact business society and the environment Come join us.

We are seeking a Senior Business Development Manager Omnichannel to lead the sell-in of Flexports Omnichannel capability in Greater China paired with our China-export freight forwarding business. You will operate as a player-coach carry your own quota on strategic BtC e-commerce accounts AND lead enablement deal coaching and joint-selling motion across our Greater China sales team (potential extend to support APAC sales team) so every AE can confidently pitch the end-to-end Flexport solution.

You will report to the Greater China General Manager and partner closely with the US-based Omnichannel BD organization the GC freight sales team Pricing Solution Design and Product.

• Owning Omnichannel revenue in Greater China carry quota on strategic Chinese BtC e-commerce sellers (TikTok Shop Amazon Shopify Walmart DTC brands) shipping into the US with goals tied to net-new ACV and bundled freight-plus-fulfillment win rate.
• Coaching the GC sales team train shadow and joint-call every AE on Omnichannel positioning discovery technical fit and pricing; build the cross-sell playbook from forwarding into fulfillment.
• Designing the end-to-end pitch partner with Solution Design to build proposals that combine ocean/air freight ex-China customs US Omnichannel fulfillment (One Node Multi Node Single Pool Inventory Fast Tags branded packaging B2B EDI) so customers see one Flexport not two.
• Running Omni RFPs and contracts lead pricing strategy with Omni Pricing (ZBP/UBP rate cards) navigate Ironclad for Omnichannel Customer Agreements and drive deal velocity on multi-million USD contracts.
• Building the GC Omni demand engine partner with Demand team on ICP definition outbound campaigns and channel partnerships (TikTok Shop merchant programs Amazon aggregators cross-border e-commerce associations Shenzhen and Greater Bay Area seller communities).
• Being the GC voice to global Omni leadership surface China-specific gaps (Mandarin support RMB billing China customs nuance Single Pool inventory for cross-border sellers Section 321/T86 dynamics) to US Omni Product and BD leadership.
• Closing first then scaling in the first 6 months prioritize 35 lighthouse accounts where we win bundled (freight Omni) and convert those wins into case studies the broader team can sell.

• 8 years of full-cycle quota-carrying sales experience with at least 3 years selling US fulfillment 3PL or e-commerce logistics services into Chinese cross-border merchants.
• Deep Omnichannel/3PL fluency understands DTC vs. B2B fulfillment multi-node vs. single-node strategy parcel zone pricing FBA vs. FBM economics returns and platform integrations (Shopify Amazon Walmart TikTok Shop).
• Forwarding-adjacent credibility you dont need to be a forwarder but you must hold a credible conversation with a customers COO on the FOB-to-doorstep cost stack customs clearance and ISF/T86/Section 321 implications.
• Proven player-coach track record you have enabled and coached AEs run deal reviews and built sales playbooks not just hit personal quota.
• Strong network in Chinese BtC e-commerce TikTok Shop sellers Amazon top sellers DTC brands e-commerce aggregators Shenzhen/Shanghai cross-border seller communities.
• Fluency in English and Mandarin able to write external proposals in English and pitch directly in Mandarin to founder/CEO audiences.
• Comfort with ambiguity this is a new role; you will define the playbook the cross-sell motion and the comp model alongside leadership.
• Bachelors degree; MBA or equivalent operating experience welcome.
• Travel: 3040% across Greater Bay Area and Shanghai plus 12 US trips per year for global Omni alignment.

This is the highest-leverage commercial role we are hiring in Greater China in 2026. The Chinese cross-border BtC e-commerce sector is USD 200B and growing 20% year-on-year and nearly every seller in that segment is forced to stitch together a forwarder a US 3PL parcel and returns from four different vendors. Flexport is the only player who can deliver all four under one roof. Whoever takes this role will define how the worlds largest export market reaches the worlds largest consumer market on Flexport.