Director, Smart Reefers

Join Us as Director, Smart Reefers!    

Lead the way in transforming maritime IoT space by driving the adoption of innovative smart reefer solutions. As a strategic leader, you'll shape market trends, build key partnerships, and deliver measurable growth. If you're a forward-thinker with a passion for innovation and market leadership, we want to hear from you!  

Why You’ll Love Working Here:  

As the Director of Smart Reefers, you'll be at the forefront of driving adoption and shaping the future of refrigerated shipping. You’ll play a critical role in positioning our solutions as the industry standard by blending strategic leadership, product marketing, and industry advocacy. 

In this pivotal role, you’ll collaborate with key stakeholders, influence market trends, and deliver measurable growth in both adoption and revenue. If you're passionate about driving innovation, fostering industry partnerships, and making a lasting impact on the maritime ecosystem, this is the perfect opportunity for you! 

With a flexible hybrid working schedule, you can enjoy the best of both worlds—engaging in-person collaboration at our Sterling, VA office, while also enjoying the autonomy and comfort of remote work  

What You’ll Do: 

Strategic Market Development 

• Demand Generation: Collaborate with sales, product management, and other teams to develop and execute strategies that drive demand for smart reefers among key stakeholders, including Beneficial Cargo Owners (BCOs), shipping lines, port operators, customs officials, and freight forwarders.
• Pull Strategy Execution: Create and implement a stakeholder-focused pull strategy to demonstrate the value of smart reefer data, converting interest into actionable demand and monetization.

Value Proposition and Narrative Building 

• Market Positioning: Develop compelling narratives, value propositions, and ROI models tailored to various stakeholders that highlight the benefits of smart reefers (e.g., improved cargo visibility, enhanced security, compliance, and operational efficiency).
• Thought Leadership: Act as the organization’s Subject Matter Expert (SME) on smart reefers, producing white papers, speaking at industry events, and engaging in thought leadership activities to establish authority and credibility.

Industry Advocacy and Collaboration 

• Standards Leadership: Represent the organization in industry bodies and forums such as the Digital Container Shipping Association (DCSA), International Maritime Organization (IMO), and International Organization for Standardization (ISO) to drive interoperability standards and accelerate industry-wide adoption of smart reefers.
• Network Development: Build and maintain relationships with industry influencers, regulatory bodies, and ecosystem partners to foster collaboration and drive standardization.

Product Marketing and Enablement 

• Go-to-Market Enablement: Collaborate with marketing and sales enablement teams to create collateral, training programs, and sales tools that articulate the value of smart reefers to both internal and external stakeholders.
• Data Monetization Strategy: Partner with cross-functional teams to define pricing strategies and business models that maximize the monetization of smart reefer data.

Sales and Adoption Goals 

• Growth Objective: Establish and execute strategies to achieve the goal of selling 1 million smart reefers, leveraging both direct sales efforts and ecosystem partnerships.
• Cross-Functional Collaboration: Act as a liaison between technical product teams, commercial teams, and external stakeholders to ensure alignment and accelerate adoption.

Who You Are: 

You’re a strategic thinker with a knack for excellence, ready to tackle multiple priorities with agility and grace. If you have:  

• Experience: Minimum 10 years in product marketing or business development, or leadership roles within the IoT, maritime, or logistics sectors. Proven track record of driving product adoption and revenue growth.
• Domain Knowledge: In-depth understanding of maritime IoT, refrigerated container logistics, and the associated value chain.
• Stakeholder Management: Strong ability to influence and collaborate with diverse stakeholders, including BCOs, shipping lines, port operators, and regulators.
• Communication Skills: Exceptional ability to develop narratives, present at industry events, and produce thought leadership content.
• Strategic Vision: Demonstrated ab