Vice President, Commercial (Freight Forwarders & Airlines)

Description

About Us

Almost every single thing that you eat, wear, or use (yes, even the screen you’re reading this on) is imported. Freight quite literally moves the world. And we’re helping it move even better.

Freightos (Nasdaq: CRGO) is the global booking and payment platform for the trillion-dollar freight industry. Hundreds of airlines and ocean liners, thousands of freight companies, and over ten thousand importers and exporters use our platform to move goods around the world faster and more efficiently. This matters. Efficient freight ultimately makes things cost a little bit less when you buy them in the store. You can think of us as booking.com for goods.

As the leading global freight booking platform for a massive industry, we’ve been crushing it with double-digit growth, year after year, supporting well over one million shipments every year. 

About the Role

As VP Commercial (Freight Forwarders & Airlines), you will hold executive leadership over all sales and customer success (account management) efforts targeting the airline and freight forwarder markets globally, including thousands of SBMs and many dozens of enterprises. Your primary accountability will be driving recurring revenue growth and increasing platform transaction volume. You will develop and execute commercial strategies across global markets, ensuring Freightos meets and exceeds its ambitious growth targets while delivering exceptional value to clients. You will work very closely with the product and marketing team to make sure we are bringing the right products to market and positioning them in an impactful strategic way. You will manage 5 directors and a total team of approximately 50 people worldwide responsible for the majority of the company’s revenue.

Key Responsibilities

• Sales Leadership: 
• Lead, mentor, and develop the global sales team to consistently exceed performance targets and drive rapid growth across key markets. 
• Lead global sales and account management for all airline and freight forwarder products, ensuring a unified approach across markets.
• Strategic Planning: Develop and implement forward-thinking sales strategies tailored to different regions, target audiences (carriers and forwarders), and product lines. Set pricing policy strategically.
• Go-to-Market Execution: Together with CMO Oversee go-to-market planning and execution for new products/features, ensuring successful market adoption.
• Work closely with product, operations, and customer service teams to ensure a seamless and high-quality customer lifecycle. Proactively identify and address any issues or risks affecting customer experience, coordinating cross-functional solutions as needed.
• Foster strong alignment between marketing, product, operations, and commercial teams to ensure all functions are synchronized in delivering exceptional value to customers.
• Champion a collaborative approach to problem-solving and process improvement.
• Revenue & Transaction Growth: Take full responsibility for achieving annual recurring revenue (ARR) growth, boosting monthly transaction volumes, and maximizing net revenue retention (NRR) through new sales, retention and expansion, all at an attractive CAC. 
• Review and refine our account management approach to drive retention.
• Channels: Expand and optimize channel partnerships to scale our reach within the logistics and supply chain ecosystem.
• Collaboration & Innovation: Work closely with Marketing, Product, and R&D teams to leverage market insights, reference customers, and product innovations that reinforce our value proposition.
• Metrics & Methodology: Build, manage, and analyze sales KPIs using modern sales methodologies and software tools to drive improvement and accountability.
• Sales Operations Coordination: Align sales operations and other best practices with our shipper sales (which is a separate team not reporting to you) to ensure consistency in tools, data, processes, and customer experience.

Requirements

Requirements

• Proven international software/SaaS sales leadership experience—ideally at growth stages ($10-100m ARR)—with a focus on both enterprise direct sales and SMB digital-first sales.
• Demonstrated expertise in both consultative/value-based selling (building ROI cases) and product-led selling.
• Strong background in building, managing, and measuring software sales metrics using current best practices.
• Experience in the logistics, supply chain, or B2B industry is highly advantageous.