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Business Development Growth Manager, Customs




Atlanta, Bellevue, Chicago, Dallas, Los Angeles, New York City, San Francisco

Business Development Growth Manager, Customs

The opportunity: 

Flexport continues to experience significant growth as a technology platform for international trade.  Two of the companies core products are Customs and Trade Management.  These products are positioned for more than 10x growth in the coming five years.     Customs is primarily defined as import brokerage where you’ll be a subject matter expert for our Demand organization.  Trade Management is international trade consulting focused on imports.  You will act as a subject matter expert helping Demand and CSMs define and solve any import project defined by our prospects and clients.  Custom and consulting services require that you have a strong understanding of import trade compliance and can identify a value proposition allowing Flexport to close new business opportunities.   We are looking for a seasoned import brokerage and trade compliance expert with a proven track record in growing pipelines. The ideal candidate will have industry expertise, excellent communication skills, strong project management skills, intellectual curiosity, and a sales pipeline mentality.  As a vital member of a small team, you’ll have a greenfield opportunity, to help scale our import business to the next level, grow a world-class sales organization, and make an impact on a $2 trillion market.

You will:

  • Act as a subject matter liaison for Customs and Consulting services to include capabilities, differentiators, and service offerings.
  • Support Demand/CSMs and increase revenue acquisition by identifying, developing, presenting, and leading business initiatives that result in qualified leads.
  • Act as Liaison between Demand and operations in support of the selling process, including sales training & education.
  • Perform background research and lead generation on customer accounts, prospects, competitors, and industry trends supporting sales activities.
  • Draft sales documentation and enablements process flow for Customs & Trade Management to include but not limited to: slides and marketing materials, web content, outreach programs, conferences, webinars, and the like.
  • Keeps abreast of pertinent external and internal developments that impact customs and compliance, such as value proposition, market trends, client needs, and competitive landscape.
  • Determines client needs and positions lead generation to capture additional opportunities
  • Ensures Demand has the right information and value proposiutions to sell Customs & Trade Management solutions
  • Data gathering of the current lead generation process and initiatives.  Prioritize and sequence Customs & Trade Management initiatives and experiments to drive qualified leads.
  • Interviews of key stakeholders (BDM, Demand, Marketing, Customs, Trade MAnagement, etc.) to understand their requirements
  • Addresses what success means for each key stakeholder
  • Describes the benefits to the business
  • Provides/develops the pipeline growth sales plan with key milestones
  • Organizes growth initiative opportunities and stays engaged with stakholders to move initiatives forward resulting in qualified lead generation.
  • Provides thought leadership to the lead generation process.
  • Conducts team meetings, project planning, education/training, and communication
  • Ongoing project management including communication and expectations management
  • Management of project tasks
  • Responsible territory is all of U.S. 
  • Training and education of new Demand personnel  


  • High school diploma, Bachelor’s degree in international business, or other relevant field preferred.
  • Minimum of five to ten years of work experience in export and/or import compliance operational management and sales.


  • Proven record of increasing sales opportunities and successful account management skills, including managing long-term sales cycle process.
  • Strong ability to build relationships with key stakeholders.
  • Ability to develop various markets, sales, and management strategies for lead generation.
  • Capability to recognize and capitalize on market trends and environmental situations.
  • Demonstrated experience with identifying process, compliance, and technology gaps and use that information to help build pipeline.
  • Strong project management and collaborative skills; must work with all Demand staff and other internal support teams across the company.
  • Excellent communication skills (both written and verbal), including the ability to communicate effectively with all levels of management, including C-level.
  • Strong ability to resolve issues/concerns and address challenges with tact and diplomacy.
  • Must be able to develop confidence with all levels of a client environment, from senior executive management to operational employees.
  • Outstanding negotiation skills.
  • Ability to work independently with minimal supervision.
  • Ability to work under fluctuating pressure and tight deadlines.
  • Ability to travel up to 15% with some overnight travel required.

About Flexport:

At Flexport, we believe global trade can move the human race forward. That’s why it’s our mission to make it easy and accessible for everyone. We’re shaping the future of a $8.6T industry with solutions powered by innovative technology and exceptional people. Today, companies of all sizes—from emerging brands to Fortune 500s—use 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. At a valuation of $8 billion, we’re experiencing record growth and 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.

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