Job Description

KEY ACCOUNTABILITIES:

OTHER

Sales & Business Development

Own and deliver individual sales quota of

USD 500K ARR

for Cargoes Flow. Manage a small team to collectively achieve

USD 1-2M in annual Order Book

within the assigned vertical. Generate

4-6 qualified opportunities per month

, maintain strong deal velocity with

2-4 closures/month

and

6-8 trials/month

. Execute and support

15-20 proposals/month

with a

sales cycle under 4 weeks

and an

80%+ closure rate

. Achieve

>70% demo-to-trial conversion rate

and

>95% fixed fee deal structure

with

20% of deals multi-modal

. Maintain a

pipeline coverage of 4x per quarter

for both self and team.

Team Leadership

Coach and mentor junior sales team members to consistently meet their KPIs. Align team objectives with broader digital product goals and support cross-vertical collaboration when needed. Facilitate onboarding, training, and continuous enablement for new hires in the vertical.

Stakeholder Collaboration

Work closely with marketing for vertical campaigns and tailored messaging. Engage with product and technical teams to channel feedback and ensure solution relevance. Represent Cargoes Flow in

industry events

,

webinars

, and

partner briefings

for vertical-specific outreach.

Customer Success & Retention

Ensure

<0.8% churn

, drive

85%+ collections

, and gather

1 Voice-of-Customer (VOC) insight per month

. Support account management with high-value renewals and multi-modal upselling strategies. Coordinate with customer success and implementation teams for a smooth post-sales experience. Act as an ambassador for DP World at all times when working; promoting and demonstrating positive behaviours in harmony with DP World's Principles, values and culture; ensuring the highest level of safety is applied in all activities; understanding and following DP World's Code of Conduct and Ethics policies. Perform other related duties as assigned
JOB CONTEXT:


This role is instrumental in expanding DP World's footprint in cargo visibility across key industry verticals. The Vertical Lead is expected to operate with a

blend of entrepreneurial mindset and structured execution

, leveraging DP World's infrastructure and digital portfolio to lead the adoption of Cargoes Flow. This position plays a critical part in driving market penetration, enhancing customer experience, and aligning solution delivery to industry needs.


QUALIFICATIONS, EXPERIENCE AND SKILLS:


Bachelor's degree in Business, Logistics, Computer Science, or related field. 5-8 years in B2B SaaS sales, preferably in logistics technology or RTTV/container visibility solutions. Demonstrated success in team leadership with strong quota-carrying performance. Consultative sales approach with strong presentation, proposal, and negotiation skills. Ability to prioritize, manage multiple workstreams, and meet aggressive deadlines. Experience selling visibility or tracking solutions (RTTV, TMS integrations, or control tower platforms). Strong network in logistics verticals such as Pharma, Automotive, FMCG, or Retail. Experience in channel partner collaboration or partner-led sales models. Exposure to Salesforce CRM, HubSpot, or similar tools.
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