Senior Sales Manager – Japan (Remote)

Freightos

7d•Remote

About The Position

Freightos is seeking a high-performing Senior Sales Manager to drive growth across the Asia-Pacific region, with a focus on Japan. The role sits at the intersection of technology and global trade and involves leading complex, consultative sales cycles with shippers, beneficial cargo owners (BCOs), and supply chain organizations seeking to digitize freight procurement and operations. As a strategic, quota-carrying member of the commercial team, the Senior Sales Manager will build and manage a robust sales pipeline, close enterprise-level deals, and serve as a trusted advisor to senior stakeholders. The role focuses on helping customers achieve measurable value through Freightos’s digital freight platform and includes contributing to regional go-to-market strategies and growth initiatives.

Requirements

10+ years of experience in logistics, freight forwarding, supply chain, freight technology, transportation technology, or related industries.
8+ years of proven experience in enterprise and mid-market B2B SaaS and solution selling.
Strong understanding of ocean freight and air freight operational ecosystems and workflows.
Experience selling technology solutions into logistics, freight, transportation, or supply chain organizations.
Strong enterprise sales capability, including experience managing complex, multi-stakeholder sales cycles.
Demonstrated ability to engage and influence Director-, VP-, and C-level stakeholders.
Strong commercial acumen and consultative selling capability.
Excellent verbal and written English communication skills.
Experience working effectively across multicultural and cross-functional environments.

Nice To Haves

Experience in freight-tech, logistics SaaS, transportation technology, or digital logistics.
Existing enterprise relationships across Japan logistics and supply chain ecosystems.
Understanding of logistics procurement, pricing, operational workflows, and freight economics.
Experience working across global product and commercial organizations.

Responsibilities

Drive SaaS revenue growth in Japan for freight procurement and data solutions.
Identify, target, and acquire enterprise and mid-market BCOs and supply chain organizations.
Build and manage a regional sales pipeline and achieve or exceed quarterly and annual sales targets.
Lead strategic commercial conversations with senior stakeholders and decision-makers.
Manage complex enterprise sales cycles from opportunity creation through commercial closure.
Contribute to regional go-to-market strategies and growth initiatives.
Lead consultative sales discussions focused on digitizing freight and logistics workflows.
Position digital logistics products, data solutions, workflow automation, procurement and quoting workflows, and operational visibility and efficiency solutions.
Understand customer pain points and recommend tailored solutions that improve efficiency, visibility, and business outcomes.
Conduct executive-level presentations, commercial workshops, product demonstrations, and solution discussions.
Develop customized proposals and lead complex commercial negotiations through contract execution.
Build long-term customer relationships using a consultative, trusted-advisor approach.
Partner with Global and Regional Key Account Management and Customer Success teams to support onboarding, product adoption, account stabilization, and long-term growth.
Identify upsell and cross-sell opportunities across the product portfolio.
Support strategic account expansion initiatives across regional customers.
Collaborate with Product, Marketing, Legal, Operations, Customer Success, and Commercial teams to deliver customer value and business outcomes.
Provide regional market intelligence, customer insights, and workflow feedback to inform product strategy and roadmap decisions.
Work effectively across diverse markets, cultures, and stakeholder groups.
Maintain disciplined CRM management, forecasting, pipeline reporting, and opportunity tracking.