Business Development Manager

Salary is up to $150k depending on experience plus commission

Zencargo is a modern, AI-powered global freight forwarder building smarter supply chains. We combine expert multi-modal freight execution (ocean, air, road, and rail) with Luca, our proprietary AI co-pilot, to deliver real-time visibility, proactive exception management, and precise control over costs, performance, and inventory. As Senior Business Development Manager for the USA, you will play a pivotal role in accelerating our North American growth. You will own the strategy and execution of new business acquisition, expanding our footprint with mid-market and enterprise shippers who want to turn their supply chains into a competitive advantage.

What you will be doing

• Business Growth & Strategy – Develop and execute a focused business development plan that aligns with Zencargo’s US objectives and drives sustainable, high-quality revenue growth.
• Market Expansion – Identify, evaluate, and pursue new opportunities across priority verticals and trade lanes; open new markets and strategic partnerships that strengthen our competitive position in the US.
• Stakeholder Management – Build and nurture trusted relationships with key decision-makers at client organisations, industry partners, and internal teams to create long-term value.
• Sales & Commercial Leadership – Own the end-to-end sales pipeline from prospecting through close, ensuring rigorous CRM hygiene, accurate forecasting, and consistent delivery against targets.
• Negotiation & Deal Structuring – Lead complex, high-value negotiations and structure commercial agreements that maximise value for both Zencargo and the customer while managing risk.
• Cross-functional Collaboration – Partner closely with Marketing, Product, Operations, and Customer Success to deliver a seamless market-entry and client experience.
• Performance & Market Insight – Use data and market intelligence to track performance, refine go-to-market approaches, and provide clear, actionable updates to senior leadership.

What we are looking for

• Strategic Thinking – Ability to see the bigger picture, anticipate market shifts, and translate insight into long-term growth strategies.
• Communication & Influence – Exceptional ability to articulate Zencargo’s value proposition, build rapport, and influence senior stakeholders.
• Problem-Solving & Adaptability – Strong analytical mindset with the agility to diagnose challenges, design practical solutions, and adjust course quickly.
• Team Collaboration – Proven ability to foster high performance and collaborate effectively across functions and geographies.
• Resilience & Tenacity – Results-oriented mindset with the drive to navigate complex sales cycles and persist through obstacles.

Technical / Competency Skills

• Sales & Pipeline Management – Advanced proficiency with CRM platforms (Salesforce, HubSpot or equivalent) and data-driven forecasting.
• Financial & Commercial Acumen – Solid understanding of pricing models, margin management, and commercial deal structures in logistics or related B2B services.
• Market Research & Competitive Intelligence – Ability to analyse industry trends, customer pain points, and competitor activity to inform strategy and positioning.
• Contract & Legal Awareness – Familiarity with contract negotiation, partnership agreements, and basic compliance considerations in international trade.
• Digital & Technology Fluency – Comfortable discussing emerging technologies, digital platforms, and AI-driven solutions and their impact on modern supply chains.
• Sales Methodology (e.g., MEDDPICC) – Experience with structured sales methodologies to manage complex B2B deals.