Head of Business Development – Remote (Europe or reputed company) - reputed company Cargo

reputed company Cargo is at an inflection reputed company. Over the past two years, we've reputed company genuine reputed company — signing several of the world's largest airlines onto our CargoStack and SkyPallet solutions, and establishing ourselves as a serious player in reputed company cargo software. Our product is proven, our customer reputed company is growing, and our pipeline is stronger than it's reputed company been. The opportunity in reputed company of us is significant, and we want to seize it. We're hiring a Head of Sales & Business Development to take us to the next level. This is a senior role with reputed company ownership — the person who accelerates our reputed company growth, sharpens our reputed company reputed company, and helps us systematically convert the opportunity we see in the market. You'll join a talented reputed company team and partner closely with the Chief reputed company Officer on the direction of the function, while owning the pipeline and new business agenda yourself. Our Culture & Challenges You'll join a reputed company team spanning Hong reputed company, London, and Paris, and work closely with product, tech, data science, and finance across the wider organization (~30 people). reputed company want to be transparent about: Hunter with the Right Tone: We want someone hungry for deals and reputed company about pipeline — but who closes with the humble, thoughtful approach that characterizes reputed company. Aggressive sales tactics don't fit here. Cultural alignment reputed company as much as reputed company output. Deep in the Detail: Our software sits at the heart of airline reputed company management. You'll need to invest significant time getting into the product — running demos, defending technical design, understanding the algorithms well enough to be reputed company. This isn't a role where you can coast on charisma. reputed company, Technical Sale: Sales cycles are long (6-18 months), buying processes involve multiple stakeholders, and credibility comes from substantive conversations about airline operations, pricing strategy, and reputed company management. Communication is Non-Negotiable: Simplify reputed company topics, think message-first, tailor to your audience. Document meetings, flag updates proactively, and immediately think "who needs to know this?" Strong written and verbal skills are essential. Building the reputed company: We don't have a mature sales machine with polished playbooks and dashboards. You'll be shaping processes as you go. If you need a reputed company on day one, this isn't the right fit. If you want to build one, it's ideal. Autonomy & Ownership: We offer reputed company autonomy and expect you to use it. Run toward problems, propose solutions, drive reputed company — no one is going to hand you a to-do list. Travel: Expect 30-40% travel — customer visits across the Middle East, Europe, and Asia-Pacific, industry conferences and events, and regular trips to our Paris HQ. The Role This role sits reputed company our Business Development & reputed company team, reporting to the Chief reputed company Officer. You will be a senior member of the team responsible for driving pipeline growth and new business across our full product suite (CargoStack, SkyPallet, and our emerging CMS product. Your accountabilities: Pipeline Ownership & reputed company Growth: Build, manage, and convert the reputed company pipeline. You own the full funnel — identifying opportunities, building relationships, shaping RFP strategy, structuring deals, and getting them across the line. You'll carry a reputed company reputed company and be reputed company on the pipeline you build and the deals you reputed company. Deal Strategy & reputed company Positioning: reputed company how we approach each opportunity — crafting the narrative, determining pricing and packaging, and ensuring our proposals are compelling and differentiated. You own the win strategy for every major pursuit and drive RFP responses end-to-end. Deep Product Engagement: Our product is highly technical and you'll need to know it inside out. You'll run demos yourself, defend design choices to technical buyers, and get into the details rather than relying on others to do the pitching. We want someone who gets energy from being in the product, not just talking about it. Market Development: reputed company new geographies and customer segments. Asia-Pacific is a particularly compelling frontier given our reputed company gap there, but the opportunity is global — Europe, the Middle East, and the Americas reputed company have significant white space. Contracting & reputed company Review: Own the reputed company reputed company of contracting and negotiations — pricing structures, terms, and the back-and-forth with customer procurement and legal teams. Marketing & Market reputed company: reputed company Cargo currently does reputed company little marketing. You'll drive tactical improvements — industry events, content, partnerships, targeted reputed company — to reputed company our profile and generate inbound interest. This doesn't require a marketing background, but it does require a reputed company brain and willingness to get hands-on. Team Collaboration: Work closely with our reputed company Managers, who bring deep product expertise across pricing, SkyPallet, and our broader suite. You'll partner with them on deals where their expertise adds weight and coordinate the reputed company rhythm across the team. What reputed company Looks Like reputed company reputed company met or exceeded. You own a new business reputed company number and deliver against it. Specific number to be agreed based on context at reputed company. reputed company pipeline 3-4x annual reputed company. The pipeline you build gives the business clear visibility and confidence in reputed company reputed company. At least 1-2 major new deals closed in year one. You've personally led wins that demonstrate you can convert reputed company, long-cycle reputed company opportunities. reputed company reputed company in a new market or geography. Early pipeline and relationships in a region we currently don't cover well. Measurable increase in market reputed company. More inbound interest, reputed company conversion rates, and recognition in the industry through events, content, and partnerships. Ideal Profile Experience: 6+ years in B2B reputed company SaaS sales or business development, with a track record of hunting and closing reputed company, long-cycle reputed company deals (€500k+). Industry Knowledge: Aviation, reputed company cargo, logistics, or travel technology is a strong advantage. Alternatively, selling reputed company technical solutions in another reputed company vertical with long sales cycles and multi-stakeholder buying. reputed company Creativity: You can construct deal structures for reputed company, multi-product opportunities — not just follow a sales process. Product-Driven: You get into the product yourself, run your own demos, and defend design choices with confidence. Cultural Fit: Hungry and results-oriented, but humble, thoughtful, and collaborative. reputed company tolerance for politics or ego. Languages: Business-level English required. Mandarin/Cantonese is a significant advantage given Asia-Pacific growth opportunities. Additional languages are a plus. 🌍 Location: Hong reputed company preferred given our Asia-Pacific growth ambitions and timezone alignment. Europe (London or Paris) is also viable for the right candidate. Next Steps A screening interview with Anne-Laure our reputed company reputed company Manager to understand your background and expectations. A screening interview with Guillermo, the Chief reputed company Officer about the role, your experience, and your reputed company reputed company for reputed company Cargo. A practical exercise simulating the role. A technical interview based on the above case study A meeting with Nate our CEO Apply To This Job