Director Business Development - Customs Brokerage

Accelerate your career at RXO
RXO is a leading provider of transportation solutions. With cutting-edge technology at the center, we're revolutionizing the industry with our massive network and commitment to finding solutions for every challenge. We create more efficient ways for shippers and carriers to transport goods across North America.

As the Director of Business Development for Customs Brokerage at RXO, you'll be the commercial leader driving revenue growth, customer acquisition, and strategic expansion across our U.S. and international customs portfolio. This highly visible role blends deep regulatory expertise with forward-thinking sales strategy, enabling you to shape the future of RXO's customs service offerings. You will partner closely with Sales, Operations, Product, IT, and Executive Leadership to build scalable solutions for customers while advancing RXO's market position in the customs compliance space.

What your day-to-day will look like:

• 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.

What you'll need to excel:

At a minimum:

• 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.

It'd be great if you also have:

• 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.
• Bachelor's degree or equivalent professional experience.
• 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.

Does this sound like you? Check out what else RXO has to offer.

Why Join Us:

Our 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

Our Culture

Our values are the key to our unique culture and our ability to deliver for everyone we serve.

We do great things when we are inclusive and work together. To perform with excellence, we learn from one another, value diverse perspectives, operate safely and build strong relationships.

The Next Step
Ready to join our team? We'd love to hear from you. Fill out an application now and join our talent community to learn about future opportunities. We are proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test. The above statements are not an exhaustive list of all required responsibilities, duties, and skills for this job classification. Review RXO's candidate privacy statement here and RXO's Privacy Notice to California Job Applicants here.