Business Development (E-commerce Merchant Acquisition / Post-Purchase)

Job Description

About Xcotton

Xcotton is a licensed cross-border e-commerce insurance provider operating in the US, Hong Kong, China, France, and the UK. We are a subsidiary of Shouhui Group (a Hong Kong-listed company). Our flagship product, Xcotton Post Purchase Guard, embeds Shipping Protection, Return Assurance, and Extended Warranty directly into checkout via Shopify and other e-commerce platforms, underwritten in partnership with AIG .

The Opportunity

Our China sales team is mature and high-performing — a proven product, a battle-tested playbook, and a training system that consistently turns new hires into top performers. We're now hiring our US sales professional to open up the market: US-native, DTC merchants and brands from Shopify and etc. You'll inherit a product and sales methodology that already works — your job is to adapt it and build the relationships, trust, and channel network needed to win this new segment.

What You'll Do

• Prospect and close mid-market to enterprise US-native DTC merchants shipping (a segment distinct from our existing Chinese-seller customer base)

• Bring and activate your own network of US e-commerce merchants and DTC brands — this is one of the most important things you'll bring to the role

• Build a channel partner network among US players (Shopify agencies, 3PLs, logistics providers, e-commerce consultants) to reach merchants outside our current network

• Adapt our proven China sales playbook and pitch to resonate with US-native brand owners and decision-makers

• Manage key accounts, lead business reviews, and drive renewals

• Collaborate with Product & Underwriting teams (US & China) to feed back what US merchants need

• Represent Xcotton at industry events (Shoptalk, IRCE, etc.) to build presence in the US merchant community

What You Bring

• 3–5 years of B2B sales/business development in e-commerce, logistics, insurtech, or fintech

• Proven track record selling to US-based DTC or e-commerce brands — ideally outside cross-border-Chinese-seller circles

• A genuine, active network of US merchants, agencies, or 3PLs you can bring to the table from day one — this matters more to us than years of experience alone

• Comfort being the first to open a new market segment, backed by a company with a strong product and training foundation

• Willingness to travel up to 40%; legally authorized to work in the US

• Preferred: experience with shipping protection, return assurance, or extended warranty; familiarity with the Shopify ecosystem

Compensation & Benefits

• Base salary: $100,000–$140,000

• Target commission: $40,000–$70,000 (uncapped)

• OTE: $140,000–$210,000+

• Benefits: Medical, 401(k) match, home office stipend, flexible PTO

Why Join Xcotton

• Backed by a product and sales system with a proven, high-performing track record in China — you're not starting from zero on methodology, just on market

• Strong onboarding and training support — our China team's training system has a track record of getting new sales hires to full productivity fast

• Fully licensed and compliant — no regulatory uncertainty

• Underwriting partnership with AIG and backed by a publicly listed parent company — stability with long-term vision

• Uncapped commission with high earning potential

• Remote-first — work from anywhere in the US

Location: Orange, California (remote candidates welcome) | Travel: ~30–40%

Note: We're also building out our Customer Success function in parallel — a 

post-sales role focused on onboarding, retention, and account growth for 

key merchants. If your background is stronger in account management/customer  

success rather than net-new sales, mention this in your application and 

we'll route you to the right conversation.

To Apply

Send your resume and a short note on your relevant experience and existing 

network of US e-commerce merchants to View email address on ziprecruiter.com