Vice President of Business Development, TMS / OMS

Job summary

Own the full sales cycle from lead generation and structured discovery to closing multi-year agreements for TMS, OMS, and WMS technology. Drive revenue growth by building targeted account lists and managing a clean pipeline within HubSpot.

Job details

The short version We are hiring a seller to bring our technology to fast-growing brands. Fulfillment, TMS, OMS, WMS and the AI layer we built to run all of it. This is not a role where you spray a generic list and grind rate cards against a hundred other 3PLs. You are selling an operator-built platform that gives brands visibility, margin and delivery performance they cannot get off the shelf. You carry a number, you know exactly what it is on day one, and you own the whole path to it, from first touch to signed agreement to an account that actually launches and stays. Who and what we are AMZ Prep is a technology-driven 3PL and commerce-enablement company. We power the full journey from checkout through delivery for fast-growing DTC and B2B brands, combining high-volume fulfillment with an operator-built software layer so brands can compete with the retail giants instead of being buried by them. We operate 20+ warehouses across the US and Canada and move 200,000+ units per day into Amazon for more than 1,300 brands. Our platform covers warehouse management, order management, transportation and parcel optimization, with an AI intelligence layer running real-time inventory visibility and exception handling on top. We built it to run our own network, which is why it works. We are on track to roughly double revenue as one of the fastest-growing 3PLs in North America, which is exactly why we are scaling this seat now. We run the business on EOS, which means clear seats, clear numbers and clear accountability. Everyone knows what they own, everyone knows what winning looks like, and nobody has to guess where they stand. Our values Win Relentlessly: Move fast, stay resilient, and raise the bar. Own the Outcome: Take responsibility for what you build and fix problems when they arise. Be Humbly Confident: Communicate directly, collaborate well, and leave ego at the door. Obsess Over Data: Use data to make decisions, measure results, and continuously improve. What you will own You own the number and the pipeline that gets you there. You frame the opportunity, run the process, close the terms, and stay accountable for whether the account you sold is still happy six months later. Source. Build targeted account lists by vertical, revenue band, channel mix and shipping profile, then run multi-threaded outbound across email, phone, LinkedIn and in person. Use our content engine, newsletters and partner network as warm entry points, and convert inbound fast, because speed to lead is one of the few advantages entirely within your control. Run. Structured discovery that uncovers real operational pain, current cost per order, service failures and what their existing systems are costing them in labour, errors and headcount. Build a business case and ROI model a CFO will sign off on rather than a rate card comparison. Close. Deliver pricing, negotiate SLAs, volume commitments, rate structures, implementation timelines and contract length. Manage the full cycle through security reviews, procurement, legal redlines and site visits. Push for multi-year and land-and-expand rather than one-off transactional wins. Hand off. Pull solutions and operations into deals at the right moment so we scope accurately instead of overpromising, and own a clean handoff to onboarding so the accounts you sell actually launch well and stay. What the job actually looks like Pipeline generation Own outbound and inbound for mid-market and enterprise deals, with the majority of pipeline self-sourced Build and work targeted account lists rather than spraying a generic one and hoping something lands Convert inbound demand quickly and multi-thread into the accounts you want Deal execution Structured discovery that quantifies pain in dollars, not adjectives Business cases and ROI models that survive finance scrutiny Pricing proposals and term negotiation, including SLAs, commitments, rates and contract length Full-cycle ownership through procurement, legal and site visits Partnerships and market expansion Build relationships with agencies, aggregators, brokers, freight partners and resellers who sit upstream of the brands we want Contribute to and pull from our partner network as a referral and co-selling channel Identify new verticals, categories and geographies worth attacking, and bring the case to leadership with data behind it Represent AMZ Prep at events and come back with pipeline, not a stack of business cards Process and forecasting Keep HubSpot clean and current, because a pipeline that only lives in your head is one nobody can help you close Forecast accurately by stage, close date and probability, and flag slipping deals early Report weekly on activity, coverage, conversion and performance against target as part of our EOS scorecard rhythm Feed real objections and win-loss insight back to marketing and product What you bring We care more about how you actually win than titles on a resume. That said, there is a floor, and it is a real one: 3 to 7 years of experience in eCommerce, logistics, fulfillment, freight, shipping or supply chain, with a proven B2B sales track record inside that world. This is a requirement, not a nice-to-have. You should already speak the language of DTC brands, 3PLs and fulfillment operations without needing it translated. Ideally you have sold supply chain technology. WMS, OMS, TMS or adjacent platforms. You can run a technical conversation about integrations, order flow and implementation scope without needing a solutions engineer in the room. A working understanding of the eCommerce and fulfillment stack our brands run on, including platforms like Shopify, how a DTC order flows from cart to carrier, and where fulfillment actually breaks. A track record of $1,000,000+ in annual revenue closed (ARR), and you can walk us through exactly how you did it. Experience managing complex deals across operations, finance and executive leadership. The ability to run structured discovery, find real pain and quantify it in dollars. Comfort with numbers, including unit economics, cost per order and margin, and building a business case finance will not tear apart. Strong presentation and communication skills in front of executives and founder-led companies. Discipline to keep a clean pipeline in CRM and follow a defined process, because we coach to process rather than to gut feel. Strong writing, because in this market the seller who writes the clearest follow-up usually wins. High ownership and genuine comfort in a fast-moving environment where nobody chases you for updates. Genuine passion for technology, and the instinct to sell a software and AI story rather than just a rate card. Willingness to travel to brands, facilities, partners and industry events (25%). If interested, complete our culture test here: https://culture.amzprep.com/t/amz-prep-culturetest and email blair@amzprep.com with your 1 minute video why you'd be a good fit.

What you’ll do

Own the full sales cycle from lead generation and structured discovery to closing multi-year agreements for TMS, OMS, and WMS technology. Drive revenue growth by building targeted account lists and managing a clean pipeline within HubSpot.

Requirements

Requires 3 to 7 years of experience in eCommerce, logistics, or supply chain sales with a proven track record of closing $1M+ in ARR. Must possess deep knowledge of the DTC fulfillment stack and the ability to conduct technical conversations regarding integrations and order flow.

Listed skills

• CRM Management · Preferred
• Account Management · Preferred
• Contract Negotiation · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• B2B Sales
• Pipeline Generation
• Strategic Prospecting
• ROI Modeling
• Contract Negotiation
• Discovery Process
• Account Management
• CRM Management
• Supply Chain Technology
• Enterprise Selling
• Market Expansion
• Technical Presentations

Job areas

• Sales
• Logistics
• Transportation
• Management & Leadership
• Software