Senior Sales Manager – Japan (Remote)

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.

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

We are looking for a high-performing Senior Sales Manager to drive growth across the Asia-Pacific region, with a focus on Japan. This role sits at the intersection of technology and global trade, offering the opportunity to lead complex, consultative sales cycles with shippers, BCOs, and supply chain organizations seeking to digitize their freight procurement and operations. As a key member of our commercial team, the successful candidate will be responsible for building and managing a robust pipeline, closing enterprise-level deals, and acting as a trusted advisor to senior stakeholders—helping them unlock measurable value through our digital freight platform. This is a strategic, quota-carrying role within a fast-growing, Nasdaq-listed company that is redefining how the world moves freight.

Responsibilities

Enterprise Sales & Business Development

• 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 robust regional sales pipeline and consistently achieve or exceed quarterly and annual sales targets
• Drive 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

Consultative Solution Selling

• Lead consultative sales discussions focused on the digitalization of freight and logistics workflows
• Position and articulate value across: 
• Digital logistics products and data solutions
• Workflow automation capabilities
• Procurement and quoting workflows
• Operational visibility and efficiency solutions
• Understand customer pain points across freight operations and supply chain workflows and position 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 to successful contract execution
• Build strong, long-term relationships with enterprise and mid-market customers through a consultative trusted-advisor approach
• Partner closely 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 broader product portfolio
• Support strategic account expansion initiatives across regional customers

Cross-Functional Collaboration

• Collaborate closely 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 support product strategy and roadmap decisions
• Operate effectively across diverse markets, cultures, and stakeholder groups
• Maintain disciplined CRM management, forecasting, pipeline reporting, and opportunity tracking through Salesforce, Zoho, or equivalent systems

Requirements

About you

Basic 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 with 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

Preferred Requirements

• Experience within freight-tech, logistics SaaS, transportation technology, or digital logistics environments
• 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

Freightos is an equal opportunity employer, committed to treating all potential employees fairly and ensuring equal opportunities for everyone.