Head of Partner Growth

Who We are:

BorderBuddy is a digital-first customs brokerage built for SMBs, mid-market importers, and ecommerce merchants. We prioritize customer service, ease of use, transparency, and tech-enabled processes.  Unlike traditional customs brokers, BorderBuddy was established after the advent of the Internet—the same year Apple introduced the iPhone. Over the last 18 years, we have adeptly managed the importation of a wide array of goods, gaining the trust of over 80,000 clients and earning a 4.8-star rating with over 2,400 Google reviews.

Complementing our brokerage is Zipments.io, our proprietary technology platform. Zipments powers automation, data intake, and tracking, offering a growing suite of tools such as PARS and PAPS tracking, real-time duty and tax calculation, HS classification, CARM bond purchasing, and CUSMA/USMCA certificate generation. These tools are used internally to improve operations, and licensed externally to our partners and their clients to enhance visibility and the overall user experience.

While BorderBuddy champions SMBs, we are backed by the A&A Group of Companies, which supports large enterprise importers. Along with Zipments, this structure gives us a unique position in the market. We maintain strong partner relationships without conflict of interest concerns, given our deliberate decision not to compete in the freight forwarding business. And while traditional brokers rely on physical offices at ports of entry, we leverage our cutting-edge technology to provide seamless, compliant customs services through a 100% remote working team across Canada and the U.S. We are focused on modernizing the standard approach to customs clearance—and we’re growing fast.

Our Culture:

We are a values-based organization and a dedicated group of professionals committed to innovation, teamwork, learning and development. We take a great deal of pride in developing long-term relationships and in supporting our partners, our community and our environment.

Our Promise:

• We thrive on helping people.
• At BorderBuddy, we are committed to helping our employees reach their full potential by developing their skills and careers.
• We strive to be the best employer in our community and in our industry.

Our People Principles:

Our Principles guide us in delivering on our People Promise. They commit us to:

• Create a team of engaged and committed A Players;
• Make a difference to help employees learn and grow;
• Truly care about your quality of life.

Job Description

The Role:

This role is all about growth. In 2025, we made a deliberate strategic choice to exit the freight forwarding business to eliminate conflicts of interest, choosing instead to build a trust-first partner model. It worked, and we now have a solid foundation of 30+ partners.

Reporting to the Chief Operating Officer (COO), your mandate is to take this foundation and aggressively scale it. We are looking for a commercial leader who can identify, pitch, and onboard new partners while turning our existing network into a massive revenue engine. You will sit at the intersection of Sales, Operations, and Technology, acting as the primary catalyst for our partner channel expansion. (Note: This is a highly autonomous, individual contributor role).

Responsibilities:

• Drive Partner Acquisition: Hunt, pitch, and onboard new freight forwarders, carriers, and logistics providers to expand the BorderBuddy partner network.
• Accelerate Channel Revenue: Turn partnerships into active, predictable lead-generation engines. Train and enable partners to confidently sell integrated BorderBuddy customs solutions, leveraging Zipments’ tech tools.
• Build for Scale: Take a network that is currently relationship-driven and build and implement playbooks, standard agreements, and scalable pricing frameworks needed to grow it exponentially.
• Drive Tech Adoption: Work with the Zipments team to help partners embed proprietary tech tools (tracking widgets, duty calculators, bond sales) to drive customs brokerage leads and increase stickiness.
• Manage Key Relationships: Establish a strategic cadence (MBRs/QBRs) with top-tier partners to ensure ongoing health, uncover up-sell opportunities, and route all customs brokerage leads seamlessly into BorderBuddy.

What Success Looks Like:

1. Net-New Growth: Measurable, significant increase in new partners onboarded to the BorderBuddy ecosystem.
2. Revenue Generation: A massive uptick in inbound lead volume and closed revenue generated directly from the partner channel.
3. Tech Stickiness: Zipments tool adoption has measurably increased across the partner network.

Qualifications

Who You Are (Experience and Skills):

• The Hunter Mentality: 3–5 years of experience in Business Development, Channel Sales, or Partner Growth. (Experience in freight forwarding or customs brokerage is a massive advantage).
• Growth-Obsessed: You don't just manage relationships; you know how to build a pipeline, close deals, and drive commercial revenue.
• Comfortable in Ambiguity: You lean into evolving spaces and enjoy the challenge of building the map while driving the car.
• Exceptional Communicator: You can confidently pitch to external teams, navigate complex partner dynamics, and collaborate internally.
• Tech-Savvy: You are energized by modern technology and eager to leverage AI tools and CRM data to accelerate your pipeline.
• Team Player: You take extreme ownership of outcomes and genuinely care about the partner and end-client experience.

Additional Information

At BorderBuddy, we offer our staff a relaxed work atmosphere, a supportive work environment, as well as a competitive compensation package (health & dental benefits, RRSP/401k contribution, tuition reimbursement programs, professional training, and paid time off).

BorderBuddy is an excellent place to develop your career. As part of a growing organization investing heavily in both brokerage excellence and the future of trade technology, the infrastructure you build here will directly impact our trajectory.

Working Conditions:

This is a full-time, 100% remote role based in Canada. We offer a relaxed work atmosphere, a highly supportive environment, and a competitive compensation package including health & dental benefits, RRSP contributions, tuition reimbursement, and paid time off.

While we sincerely appreciate all applications, only those candidates selected for an interview will be contacted.