As a Sr. Business Developer on our Unmanaged/SMB team, you will own the go-to-market that uses community-based channels to drive SMB acquisition. Small businesses decide how to ship based on what they hear from other sellers in seller groups and forums, on the podcasts and channels they learn from, at the events they attend, and from the trusted voices within those communities. You will own that space end-to-end, in partnership with the communities and trusted voices merchants already rely on: the GTM strategy for which communities and channels matter, the authentic presence Amazon Shipping builds in them, the advocate relationships that carry our story credibly, and the conversion programs that turn community trust into measurable registration starts at a scale no one-to-one sales motion can match.
Key job responsibilities
• Own the go-to-market define and own the GTM strategy for reaching SMBs through community-based channels: which communities, shows, and events matter for which segments; positioning and messaging; the engagement model; and the conversion playbook that takes a merchant from first community touch to first shipment bringing cohorts of hundreds or thousands of SMBs into the self-service funnel rather than one at a time.
• Build the champion and advocate program identify the trusted voices SMBs already listen to seller-group leaders, community moderators, podcast hosts, educators, and content creators and build the program that recognizes, equips, and activates them: early access, insider context, recognition, and a direct line to Amazon Shipping, turning credible advocates into a scaled, repeatable acquisition channel.
• Own the community presence build an authentic, trusted Amazon Shipping presence across seller communities (Reddit, Facebook seller groups, Discord servers, and industry forums): define rules of engagement, show up credibly in merchant conversations, and position Amazon Shipping as the obvious choice for growing merchants.
• Put Amazon Shipping where SMBs learn own placements and partnerships across the podcasts, newsletters, seller-education platforms, and content channels that shape how merchants choose carriers guest appearances, co-created content, and durable channel relationships.
• Leverage SMB events to drive acquisition goals own the SMB-specific event strategy (which events, what presence, who attends) and the playbook that converts event engagement into registrations and first shipments, while representing SMB in broader Amazon Shipping event programs.
• Serve as the voice of the community translate community sentiment and merchant friction signals into clear inputs for Product, Tech, and Operations to improve the self-service experience.
• Define and own growth metrics set channel OKRs (community-sourced registration starts, per-channel attribution and conversion, cost per acquisition, time-to-first-shipment), track rigorously, and iterate to maximize ROI.
• Coordinate across partnership scope work closely with the central Amazon Shipping Partnerships team where community plays overlap platform-level deals, owning the SMB lens on shared opportunities.
• Own your domain end-to-end operate as the subject matter expert for your channel, define BD strategy that complements the product strategy, and deliver results through scalable mechanisms rather than one-off effort.
• Think big and innovate identify emerging communities, channels, and ecosystems that unlock new SMB segments for Amazon Shipping.
A day in the life
You are a go-to-market owner and community builder who thrives on authentic reach. You spend your time deciding which community, show, or seller group reaches the next 10,000 merchants, recruiting and briefing the advocates who carry Amazon Shipping's story, designing the next tier of the champion program, showing up credibly in seller conversations, and measuring which channels actually convert. You are equally comfortable defining the GTM strategy for a new channel as you are in the data, analyzing per-channel activation rates. You operate with startup speed in a big-company environment every program you build should reach thousands of merchants, not one.
BASIC QUALIFICATIONS
- 5+ years of developing, negotiating and executing business agreements experience
- 5+ years of professional or military experience
- Bachelor's degree
- Strong verbal and written communication skills with an ability to work and thrive in ambiguity, at a rapid work pace.
PREFERRED QUALIFICATIONS
- Experience in product or program management, product marketing, business development or technology
- Experience working in e-commerce / retail / supply chain / financial services business
- 1+ years of logistics experience
- Experience driving new business segment or services launches
- Experience in a new unit business or a startup
- Experience leveraging and improving internal tools
- Experience in customer-facing roles
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, CA, SAN DIEGO - 147,900.00 - 200,100.00 USD annually
USA, CA, SANTA CLARA - 162,700.00 - 220,200.00 USD annually
USA, CA, SANTA MONICA - 147,900.00 - 200,100.00 USD annually
USA, CA, San Diego - 147,900.00 - 200,100.00 USD annually
USA, CA, Santa Clara - 162,700.00 - 220,200.00 USD annually
USA, CA, Santa Monica - 147,900.00 - 200,100.00 USD annually
USA, GA, ATLANTA - 147,900.00 - 200,100.00 USD annually
USA, GA, Atlanta - 147,900.00 - 200,100.00 USD annually
USA, IL, CHICAGO - 147,900.00 - 200,100.00 USD annually
USA, IL, Chicago - 147,900.00 - 200,100.00 USD annually
USA, MA, BOSTON - 147,900.00 - 200,100.00 USD annually
USA, MA, Boston - 147,900.00 - 200,100.00 USD annually
USA, TX, AUSTIN - 147,900.00 - 200,100.00 USD annually
USA, TX, Austin - 147,900.00 - 200,100.00 USD annually
USA, WA, Bellevue - 147,900.00 - 200,100.00 USD annually
