Drawback Analyst Jobs in California (NOW HIRING)

60 million unique shipments enter the US every year, accounting for about $3 trillion worth of goods. In 2024, Customs & Border Protection collected $88 billion in duties. In 2026, CBP is on track to collect $600 billion, an over 6x increase from prior years.

The burden is extremely high on US importers. Not only do they face record-high duty expenses, but the regulatory landscape is shifting faster than ever. Importers are struggling to keep up and adapt.

Caspian’s mission is to reduce the burden of trade and compliance so that importers can focus on doing what they love: building and selling products. We believe those who participate in the global economy should be able to do so with minimal friction and high visibility. We also believe that smaller business should have access to the same tools and tariff recovery methods as larger corporations.

Our journey began with duty drawback - a tax recovery process that puts cash back into companies’ hands. It’s a cumbersome process that requires an immaculate record of trade documents and industry expertise. Because the process is so specialized and cumbersome, 70-80% of the estimated $10B in eligible refunds go unclaimed every year.

Caspian has built a data model and intuitive interface that lets users view, analyze, and action their trade volume; we connect to data sources across the supply chain to create a centralized repository of their trade network. With this data asset, customers optimize tariff spend compliantly and efficiently.

The challenge is in the data - trade data is notorious for being fragmented and messy, coming in various forms such as raw documents, Excel sheets, CSVs, and/or API integrations. We’re leveraging technology to pull it into our system and connect it all together. As we expand, the same foundation will power future trade compliance products (link).

Caspian is hiring its first dedicated Growth Analyst to own top-of-funnel growth, reporting directly to Dan, Head of Growth. This is a true founding seat: you'll help build the outbound GTM motion in a high-touch, relationship-driven way. 

This role is designed for driven early-career professionals looking to break into a high-growth startup.  You don’t need supply chain, logistics, or trade compliance experience just the curiosity and work ethic to learn it fast.

• Build and execute high-quality, network-based outbound through curated account lists, warm introductions, and thoughtful multi-touch sequences
• Help plan and run small group dinners, conference presence, and other high-touch programs that build a warmed-up audience of target buyers
• Own outbound calling as one channel among several, with meetings booked, not dials made, as the core metric
• Research and map target accounts across e-commerce, manufacturing, and retail importers to find the right economic buyers and champions
• Keep leads managed and handed off cleanly into the deal funnel, partnering closely with Head of Growth (and CEO as needed)
• Flex into deal support (demos, analysis, decks) as capacity demands, particularly on larger opportunities
• Get deep enough on Caspian's product, pricing, and the customs/trade-compliance domain to have credible, consultative conversations
• Track and report on pipeline metrics and outbound performance

• 1–2 years of professional experience with a track record of high achievement, initiative, and success in fast-moving environments
• Comfortable with standard sales tooling (CRM, sequencing/outbound tools)
• Demonstrated scrappiness and hustle shown through prior work, side projects, or other high-initiative pursuits
• Sharp, curious, and eager to learn a complex and evolving domain
• Excellent written and verbal communication; able to build rapport quickly
• Genuinely excited by thoughtful, relationship-driven outreach rather than high-volume cold outbound
• Resourceful with tools and technology. You're the kind of person who finds the right shortcut or AI-powered workflow to 10x your output and create process for future hires
• Motivated by a real growth path into a strategic / enterprise Account Executive role

• Experience at an early-stage startup where you wore multiple hats
• Background in finance/PE sourcing or consulting, making an intentional move into consultative sales
• Experience selling a complex or relationship-driven product rather than a pure transactional, high-volume motion

Location: In-office role based in San Francisco (mandatory 3 to 4 days/week in office)