Head of Business Development, Data Center Practice

Help Win New Business

The Opportunity:

We are scaling our dedicated Data Center practice, and we are looking for the person who will lead it. This is a founding commercial role. You will start as a team of one, owning the full sales motion end-to-end, and you will build the team around you as the practice grows. You will define how Flexport goes to market with hyperscalers, hardware OEMs, and the broader ecosystem. You will set the playbook, win the first marquee accounts, and hire the people who scale what you build. Reporting directly to the Regional General Manager, you will operate with a high degree of autonomy and direct access to executive leadership.

This role features a 50/50 compensation model (Base + Uncapped bonus, with accelerators), with OTEs of $300k+, designed for strong leaders who take bets on themselves.

Why This Role Is Different:

The data center logistics market is not a standard freight problem. A single AI compute rack can cost more than $1 million and weigh up to 4,000 pounds. Racks contain Class 9 dangerous goods (lithium-ion batteries) and liquid cooling systems requiring specialized handling. Construction sequencing failures delayed 57% of data center projects in 2025, meaning late freight isn’t just expensive, it can stop an entire build.

Flexport has built the capabilities this market demands:

• 98%+ air on-time performance for Fortune 500 data center customers, achieved through dedicated ground setups that pick up directly from the tarmac at major hubs.
• White glove project management for complex deliveries—including Next Flight Out (NFO), 747-400F charter solutions for oversized equipment, and highly orchestrated last-mile delivery to active construction sites.
• TAPA Level A, CTPAT, and Dangerous Goods certifications, with full CCTV warehouse coverage and shock, tilt, and temperature monitoring across all major hubs.
• $900M+ saved in tariff exposure for customers over five years, with an AI-powered customs auditor that error-checks 100% of filings prior to submission—achieving a 0.2% error rate, roughly ten times better than the industry average.
• A 24/7 digital control tower giving customers and their supply chain partners real-time visibility, milestone tracking, and proactive exception management.

You Will:

• Own the full commercial motion for Flexport’s Data Center practice: from pipeline generation through close and expansion.
• Build, inspire, and ultimately lead a high-performing sales team as the practice scales, including hiring, onboarding, coaching, and developing Account Executives.
• Define and execute a go-to-market strategy targeting hyperscalers, co-location providers, OEM hardware manufacturers, and EPC contractors across North America.
• Establish and drive specific, targeted revenue goals and quotas; monitor and manage key performance metrics to ensure consistent performance.
• Partner closely with Flexport’s operations teams and product teams to design and deliver mission-critical solutions.
• Represent Flexport externally as a subject-matter authority in data center logistics: at industry events, in RFP processes, and in senior customer conversations.
• Take an entrepreneurial approach: you are building something new inside a company with global scale, and you will bring both the vision and the execution.

You Should Have:

• 10+ years of overall professional experience, including direct experience selling complex, high-value logistics or supply chain solutions to Fortune 500 customers.
• Deep familiarity with the data center, hyperscaler, co-location, or critical infrastructure ecosystem, either through direct sales, account management, or operational roles.
• A demonstrated track record as a top-performing individual contributor and, ideally, early-stage team builder: you know what it takes to close, and you know how to build a team that closes.
• The instincts and resilience to operate as a team of one while building toward scale.
• Strong consultative selling skills, with the ability to navigate complex, multi-stakeholder deals involving procurement, operations, logistics, and executive leadership.
• Excellent analytical and commercial judgment: you can build and manage a pipeline, forecast accurately, and make strategic tradeoffs.
• Exceptional communication skills and the ability to earn trust at every level, from AE to C-suite.
• A “compliance first” attitude to keep our regulators happy and enthusiastic about Flexport since we operate in a heavily regulated industry.

You Will Get:

• A 50/50 compensation model (base + uncapped bonus and accelerators) built for closers who bet on themselves.
• Equity grants and comprehensive benefits.
• Founding-level autonomy and direct access to executive leadership.
• The mandate to build and lead the team as the practice scales.

#LI-onsite