Director, Carrier Development

Schedule: FT Job Type: Hybrid Salary Type: Salary Job Level: E1 Req #: 3148

About the Role

As the Director of Carrier Development within our Supply and Marketplace division, you will own the strategic evolution, capacity procurement, and growth of our carrier network. Operating out of either our Chicago headquarters or our Northwest Arkansas strategic hub, you will sit at the center of supply liquidity and enterprise marketplace dynamics. You will be directly responsible for navigating macro-market volatility, optimizing marketplace health, and driving deep carrier engagement across Truckload, LTL, and Intermodal networks.

This is a highly collaborative, relationship-driven leadership role. You must be a business strategist who can seamlessly bridge the gap between internal business priorities and external carrier capabilities—building high-trust internal networks to deeply understand customer demands while empowering your team to work side-by-side with carriers to grow their businesses.

Key Responsibilities

Carrier Development & Strategic Partnerships

• Mutual Growth Initiatives: Collaborate deeply with strategic carrier partners to understand their business objectives, aligning Uber Freight’s marketplace volume to help them scale effectively.
• Value Creation: Architect and execute joint business strategies that deliver mutual benefits—maximizing benefit for carriers while locking in dedicated capacity for Uber Freight.
• Carrier Advocacy: Serve as an internal champion for the carrier community, partnering with product and operations teams to build programs that reduce friction, improve the carrier experience, and position Uber Freight as a preferred partner.
• Network Synergy: Identify network-level patterns and multi-shipper synergies to unlock structural savings, optimize carrier routing, and drive continuous marketplace efficiency.

Strategic Leadership & Team Development

• Scale & Inspire: Lead, mentor, and scale a high-performing team of Carrier Development Managers across our strategic hubs, fostering an analytical, collaborative, and partnership-driven culture.
• Team Enablement: Provide strategic direction to your team of Carrier Development Managers as they work to expand carrier accounts, unlock mutual benefits, and secure capacity commitments.
• Marketplace Roadmaps: Establish clear team roadmaps and supply strategies aligned with Uber Freight’s overarching financial and marketplace goals.
• Executive Presence: Act as a visible thought leader, presenting multi-modal capacity, supply economics, and partnership strategies to enterprise shipper executives and internal senior leadership.

Internal Alignment & Stakeholder Management

• Cross-Functional Bridges: Build strong, quality relationships across internal teams—including Sales, Account Management, Operations, and Product—to stay deeply attuned to changing shipper demands and broader commercial business needs.
• Demand-to-Supply Translation: Translate internal business insights, pipeline developments, and shipper challenges into actionable carrier development and capacity sourcing strategies.
• Collaborative Problem Solving: Act as the primary conduit between commercial teams and the carrier network to proactively solve capacity constraints and execution bottlenecks.
• Product Collaboration: Partner with Product and Engineering teams to accelerate the development of carrier technology to better integrate carriers into the Uber Freight Network.

Carrier Development vs. Acquisition

Carrier Development

This role is focused on the post-onboarding lifecycle—deepening relationships, maximizing mutual value, and scaling the existing carrier network.

• Scaling Existing Wallet Share: Managing and expanding existing strategic carrier accounts to increase their volume and secure dedicated, long-term capacity commitments.
• Strategic Planning: Designing and executing joint business strategies centered on maximizing benefits, lane optimization, and asset utilization for both the carrier and Uber Freight.
• Internal Stakeholder Alignment: Collaborating heavily with internal commercial teams (Sales, Account Management, Operations) to deeply understand shipper demands and match them with active carrier capabilities.
• Long-Term Network Stickiness: Acting as an internal carrier advocate to Product and Engineering teams to improve technology integration, automated booking adoption, and overall carrier retention.
• Strategic Performance Management: Conducting high-level Quarterly Business Reviews (QBRs) focused on multi-year growth paths, performance tracking, and continuous network efficiency.

Carrier Acquisition (Sourcing)

This role is focused entirely on the top-of-funnel pipeline—finding un-networked carriers, cold outreach, vetting, and initial setup.

• Top-of-Funnel Pipeline Growth: Aggressively identifying and targeting new, un-networked carriers to expand the raw capacity footprint of the marketplace.
• Outbound Sourcing Strategy: Leading a team focused on high-volume outbound prospecting, digital marketing campaigns, and cold-calling initiatives to attract new fleets.
• Frictionless Onboarding and Activation: Overseeing the end-to-end initial setup process, removing administrative roadblocks to ensure rapid time-to-activation from initial contact to the first booked load.
• Strict Initial Compliance Gatekeeping: Partnering heavily with Risk, Safety, and Legal teams to rigorously vet new carriers against FMCSA, DOT, and internal insurance thresholds before they enter the network.
• Targeted Regional Deficit Sourcing: Analyzing marketplace data to identify specific regional capacity deficits or lane-level gaps, then directing sourcing efforts to target carriers in those precise geographies.
• Introductory Procurement Setup: Establishing introductory pricing baselines, spot-market behavior expectations, and contract templates for newly onboarded carriers during their trial periods.

Basic Qualifications

• Experience: 8–10+ years of progressive experience in logistics, 3PL, digital brokerage, supply chain procurement, or carrier management.
• Leadership: 5+ years of direct people management experience leading high-performing teams, with specific experience managing Carrier Development Managers, relationship managers, or carrier procurement professionals.
• Market Expertise: Deep operational fluency across North American, with an intimate understanding of carrier cost drivers, supply economics, and macro market cycles.

Preferred Qualifications

• Relationship Management: Proven track record of managing executive-level carrier relationships and driving joint business planning (JBP) or carrier success initiatives.
• Network Synergy: Demonstrated ability to look across fragmented supply chain networks to identify, capture, and unlock structural efficiencies and multi-shipper synergies that drive asset utilization.
• Internal Influence: Exceptional emotional intelligence (EQ) and a demonstrated ability to navigate matrixed organizations, building highly effective internal partnerships to understand and solve business needs.
• Education: Bachelor’s or Master’s degree in Supply Chain Management, Logistics, Business Administration, Industrial Engineering, or a highly analytical field.
• Technical Fluency: Advanced proficiency in data-analytics tools (Tableau, SQL, or Google Workspace) with a proven track record of converting raw shipping data into strategic pricing and capacity models.
• Modal Expertise: Experience navigating multiple transportation sectors, including Truckload (TL), Less-than-Truckload (LTL), Intermodal, Bulk, and Flatbed.

Benefits & Compensation for U.S. Employees

Employees working more than 30 hours in the US at Uber Freight are eligible for benefits like a company sponsored health plan, dental and vision benefits, 401k match, financial and mental wellness benefits, parental leave, short- and long-term disability coverage, life insurance and more.  US based employees may also be eligible for a performance or sales incentive bonus program, participation in Uber Freight equity awards, and other types of compensation depending upon the role.

About Uber Freight 

Uber Freight is a market-leading enterprise technology company powering intelligent logistics. With a suite of end-to-end logistics applications, managed services and an expansive carrier network, Uber Freight advances supply chains and moves the world’s goods. Today, the company manages nearly $20B of freight and one of the largest networks of carriers. It is backed by best-in-class investors and provides services for 1 in 3 Fortune 500 companies, including Del Monte Foods, Nestle, Anheuser-Busch InBev, and more. For more, visit www.uberfreight.com.

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EEOC

Uber Freight is proud to be an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regards to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.