Director of Business Development - Parcel

Stord is seeking a highly strategic and results-oriented Director of Business Development - Parcel to drive significant revenue opportunities for its parcel and shipping solutions in the US domestic market. This role involves identifying, developing, and closing complex strategic partnerships and large-scale enterprise deals. The director will define the US go-to-market strategy, engage with executives of 3PLs and large shippers, and position Stord as a leader in last-mile optimization across the US carrier landscape. This is a critical leadership role influencing Stord Parcel's growth and market share.

Must Have

• Originate, negotiate, and close multi-million dollar contracts with high-volume, enterprise-level brands.
• Define and execute top-of-funnel strategy for Stord Parcel across major US regions.
• Serve as subject matter expert on US carrier diversification, rate optimization, and competitive landscape.
• Collaborate closely with Product, Engineering, Marketing, and Operations to influence roadmap.
• Identify and cultivate strategic referral partnerships with 3PLs, consultants, and supply chain technology companies.
• Establish and track key business development metrics and present growth strategies to executive leadership.
• 5+ years of progressive experience in enterprise Business Development, Strategic Partnerships, or Senior Sales.
• Demonstrable track record of meeting and exceeding multi-million dollar quotas.
• Proven experience and credibility within the US domestic logistics, parcel, and transportation industry.
• Exceptional ability to build rapport, influence, and negotiate with C-level and SVP-level executives.
• Ability to travel nationally to meet with prospective clients and attend key industry events.
• Capability to analyze complex business problems, define strategic solutions, and craft compelling ROI.
• Excellent written, verbal, and presentation skills, articulating sophisticated technical and financial concepts.
• Proficiency with advanced CRM and forecasting tools (e.g., Salesforce, Tableau).

Stord is The Consumer Experience Company, powering seamless checkout through delivery for today's leading brands. Stord is rapidly growing and is on track to double our revenue in the next 18 months. To meet and exceed this target, Stord is strategically scaling teams across the entire company, and seeking energetic experts to help us achieve our mission.

By combining comprehensive commerce-enablement technology with high-volume fulfillment services, Stord provides brands a platform to compete with retail giants. Stord manages over $10 billion of commerce annually through its fulfillment, warehousing, transportation, and operator-built software suite including OMS, Pre- and Post-Purchase, and WMS platforms. Stord is leveling the playing field for all brands to deliver the best consumer experience at scale.

With Stord, brands can increase cart conversion, improve unit economics, and drive sustained customer loyalty. Stord’s end-to-end commerce solutions combine best-in-class omnichannel fulfillment and shipping with leading technology to ensure fast shipping, reliable delivery promises, easy access to more channels, and improved margins on every order.

Hundreds of leading DTC and B2B companies like AG1, True Classic, Native, Seed Health, quip, goodr, Sundays for Dogs, and more trust Stord to deliver industry-leading consumer experiences on every order. Stord is headquartered in Atlanta with facilities across the United States, Canada, and Europe. Stord is backed by top-tier investors including Kleiner Perkins, Franklin Templeton, Founders Fund, Strike Capital, Baillie Gifford, and Salesforce Ventures.

We are seeking a highly strategic and results-oriented Director of Business Development to focus exclusively on driving significant, high-volume revenue opportunities for our parcel and shipping solutions: Stord Parcel, specifically targeting the US domestic market. This role is responsible for identifying, developing, and closing complex, strategic partnerships and large-scale enterprise deals within the United States. You will act as a market expert, defining the US go-to-market strategy, engaging at the executive level with high-impact US-based 3PL’s and other large scale shippers, and positioning Stord as the definitive partner for last-mile optimization across the US carrier landscape. This is a critical leadership role that will directly influence Stord Parcel's growth trajectory and market share.

What You’ll Do:

• Executive-Level Strategy & Sales: Originate, negotiate, and close multi-million dollar contracts with high-volume, enterprise-level DTC, B2B, and omnichannel brands operating in the US.
• Strategic US Market Development: Define and execute the top-of-funnel strategy for Stord Parcel, identifying key target segments and channels to accelerate market penetration across all major US regions.
• Carrier & Solution Expertise: Serve as the subject matter expert on US carrier diversification (e.g., FedEx, UPS, USPS, regional carriers), rate optimization, and the competitive US domestic parcel landscape, translating deep industry knowledge into compelling customized enterprise value propositions.
• Cross-Functional Leadership: Collaborate closely with Product, Engineering, Marketing, and Operations to provide US market feedback that influences the Stord Parcel roadmap.
• Partnership Management: Identify and cultivate strategic referral partnerships with third-party logistics providers (3PLs), consultants, and supply chain technology companies active in the US market to create new revenue streams.
• Performance & Reporting: Establish and track key business development metrics (e.g., deal size, sales cycle length, strategic win rate) and present regular performance updates and future growth strategies to executive leadership.

What You’ll Need:

• 5+ years of progressive experience in an enterprise Business Development, Strategic Partnerships, or Senior Sales role, with a demonstrable track record of meeting and exceeding multi-million dollar quotas.
• Deep US Parcel Expertise: Proven experience and credibility within the US domestic logistics, parcel, and transportation industry, specifically dealing with high-volume, complex US shipping solutions and carrier contracts.
• Executive Presence: Exceptional ability to build rapport, influence, and negotiate with C-level and SVP-level executives at large organizations.
• Location/Travel: Ability to travel nationally to meet with prospective clients and attend key industry events.
• Strategic Acumen: Capability to analyze complex business problems, define strategic solutions, and craft a compelling ROI and business case for Stord Parcel.
• Excellent written, verbal, and presentation skills, capable of articulating sophisticated technical and financial concepts clearly.
• Proficiency with advanced CRM and forecasting tools (e.g., Salesforce, Tableau)