[Remote] Director Business Development - Customs Brokerage

Note: The job is a remote job and is open to candidates in USA. RXO, Inc. is a leading provider of transportation solutions, revolutionizing the industry with cutting-edge technology. The Director of Business Development for Customs Brokerage will drive revenue growth and customer acquisition while shaping the future of RXO’s customs service offerings.

Responsibilities

• Lead national sales strategy for RXO’s Customs Brokerage solutions, focusing on new business generation, strategic partnerships, and expansion of existing accounts
• Identify, build, and close revenue-generating opportunities across industries including retail, manufacturing, automotive, energy, technology, and e-commerce
• Serve as the primary commercial subject-matter expert on U.S. import, export, FTZ, bonded warehouse, and international customs requirements
• Develop customized, compliance-driven solutions for prospective and existing customers—including tariff mitigation models, FTZ/warehouse programs, elections, and duty recovery strategies
• Collaborate with operations leadership to ensure customer onboarding, SOP development, and integration into RXO systems are seamless and efficient
• Stay ahead of regulatory changes (Section 301, 232, IEEPA, EO-driven reciprocal tariffs, CARM, USMCA, global trade measures) and translate them into commercial opportunities for customers
• Design and present customer proposals, pricing models, trade compliance programs, and value-driven business cases that support long-term growth
• Build and maintain strong relationships with key decision-makers—importers, exporters, procurement teams, compliance officers, logistics managers, and executives
• Partner with marketing and product teams to enhance customs service offerings, develop training content, and promote RXO’s expertise in the marketplace
• Represent RXO at trade events, industry forums, and customer strategy meetings, positioning RXO as a leader in customs and trade compliance
• Support and mentor internal teams, fostering collaboration between sales, brokerage operations, and product development

Skills

• 7+ years of customs experience, including significant exposure to U.S. import regulations, tariff programs, and trade compliance frameworks
• 5+ years of leadership experience, preferably in sales, business development, or customer-facing strategic roles
• Bachelor's degree or equivalent professional experience or military experience
• Licensed U.S. Customs Broker (highly preferred)
• Strong understanding of U.S. Customs regulations, including 19 CFR, HTS classification, duty/tax programs, PGA requirements, special tariff programs, and compliance procedures
• Demonstrated ability to analyze tariff impacts (Section 232, Section 301, reciprocal tariffs, IEEPA measures) and provide commercial guidance
• Experience supporting customers with FTZ, bonded warehousing, duty drawback, reconciliation, PSCs, and revenue mitigation strategies
• Proven track record managing high-value customers, negotiating contracts, and presenting executive-level solutions
• Ability to translate operational and regulatory complexities into clear commercial value propositions
• Excellent communication, relationship-building, and presentation skills
• Prior sales, quota-carrying, or business development experience in logistics, customs, or supply chain
• Strong project management skills and experience leading cross-functional initiatives
• Ability to build trust and credibility with C-suite and senior leadership
• Expertise developing customer SOPs, compliance frameworks, and onboarding programs

Benefits

• Competitive pay
• Paid time off includes: up to 8 holidays, up to 2 floating Diversity Days, Hourly: Earn up to 13 days PTO/ Salary: Earn up to 15 days PTO, up to 40 hours bereavement leave, up to 16 hours volunteer time, jury duty, at least 2 weeks family bonding leave, up to 40 hours prenatal care leave
• 401(k) retirement plan with up to 5% company match
• Insurance: health, prescription, dental, vision, basic and supplemental life, short and long-term disability, accidental death and personal loss, business travel, legal services, ID theft, accident, critical illness, hospital indemnity
• Employee Assistance Program (EAP)
• Tuition reimbursement, adoption assistance
• Tax-Advantaged Accounts: Health Savings Account, Health Care Flexible Spending Account, Dependent Care Flexible Spending Account, Commuter Spending Account
• Health Reimbursement Arrangement

Company Overview