Director of Negotiation Strategy & Optimization

Location: Remote (US-based preferred)

Reports To: Director of Operations

Company: ShipScience

Who We Are

ShipScience is a data-driven consulting firm that helps high-volume parcel shippers optimize their carrier agreements and reduce shipping costs. We combine deep parcel expertise, powerful analytics, and innovative technology to deliver insights and outcomes that drive real savings.

The Role

As Director of Negotiation Strategy & Optimization , you'll own the client journey through our Contract Optimization process. Your job is to guide our clients—eCommerce brands, 3PLs, and enterprise shippers—through the complex process of renegotiating or optimizing their carrier agreements with companies like UPS, FedEx, DHL, and OnTrac.

This role blends project management , client engagement , and parcel pricing strategy , and is critical to ensuring clients realize significant, measurable savings— quickly and efficiently .

What You'll Do

You'll be responsible for driving each optimization project from kickoff through the final savings report and beyond. Your responsibilities include:

Client Leadership & Project Ownership

Serve as the primary point of contact and project manager for contract optimization clients. Lead kickoff meetings, establish timelines, and keep projects moving forward with urgency and clarity. Coordinate internally with analysts and leadership to ensure deliverables stay on track.

Contract Strategy & Analysis

Review carrier contracts and data to identify optimization opportunities. Work with analysts to build baselines and reconcile discrepancies between contracts and invoice data. Develop negotiation strategies and build carrier messaging that the client can execute confidently.

Client Coaching & Execution

Guide clients through the negotiation process, ensuring carrier communications are clear, strategic, and complete. Coach clients on their communications, helping them push for better rates, handle rep objections, and escalate as needed. Ensure all documentation and communications (emails, transcripts, etc.) are shared and tracked in our systems.

Reporting & Closure

Oversee bid analysis and collaborate with our analytics team to assess and communicate potential savings. Deliver final savings reports and ensure clients clearly understand outcomes and next steps. Manage the transition into invoicing and longer-term client relationship (QBR planning, etc.)

What Success Looks Like

Savings: The client realizes significant savings based on your leadership and guidance. Speed: Projects are completed efficiently—meeting or beating ShipScience timelines. Satisfaction: Clients feel supported, confident, and ready to engage us again.

Who You Are

High-energy and results-oriented—you wake up ready to drive projects forward and make things happen. Exceptionally organized and detail-driven; you thrive in a fast-moving environment and can juggle multiple projects with ease. Strong communicator with excellent client-facing presence—you make complex ideas feel clear and actionable. Passionate negotiator and strategic dealmaker—you continuously hone your negotiation skills to secure win-win outcomes and drive positive results for clients. Tech-savvy and AI-curious —you adopt new tools quickly and use them to work smarter, not harder. A natural project leader who can take a plan and run with it , keeping all stakeholders aligned. Some exposure to parcel shipping, logistics, or carrier pricing is preferred, but deep expertise is not required. What matters more is your ability to drive execution and deliver outcomes.

Bonus Points If You Have

2–5 years of experience in consulting, project management, or pricing strategy roles Familiarity with UPS, FedEx, or other national/regional carrier contracts Experience working in fast-paced startups or client-facing roles Comfort using platforms like Monday.com, Google Sheets, AI tools, and Slack

Why Join ShipScience?

We're a small but mighty team obsessed with client success. You'll work directly with senior leadership, get hands-on with impactful work from Day One, and play a key role in helping brands save millions. If you're the type of person who loves getting sh*t done and seeing the results, this is the role for you.