Senior Business Development Manager, Omnichannel

We are seeking a Senior Business Development Manager , Omnichannel to lead the sell-in of Flexport's 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.

Key responsibilities include:

• 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 3–5 lighthouse accounts where we win bundled (freight + Omni), and convert those wins into case studies the broader team can sell.

Requirements include:

• 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 don't need to be a forwarder, but you must hold a credible conversation with a customer's 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.
• Bachelor's degree; MBA or equivalent operating experience welcome.
• Travel: 30–40% , across Greater Bay Area and Shanghai, plus 1–2 US trips per year for global Omni alignment.