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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