90% of everything we eat, wear or use is shipped…

But freight is stuck in the ’90s. The Freightos Marketplace and freight rate management platform are game-changers.

And we’re always looking for passionate team players to help us.


SMB Sales, Team Lead DACH

Frankfurt, Germany · Full-time · Intermediate

About The Position

WebCargo digitizes global freight sales for over 2,000 of the world’s largest logistics providers and carriers. Or, in plain English, we help move the world, offering incredible technology that powers almost a third of the global air cargo market.

We’re not alone either. WebCargo is a proud part of the Freightos Group, a logistics technology company that aims to make global trade frictionless. That’s not cheap, so we’ve raised nearly $100 million from investors like GE Ventures, the Singapore Exchange and Aleph, making and have gotten the BBC, TechCrunch, and the Wall Street Journal excited about freight.

Turns out it’s kind of a big deal. As one of the largest tech platforms for a huge industry (the phone or computer you’re reading this on was, after all shipped), we’ve been crushing it with double-digit growth, year after year. 

Since we aim for the sky (air freight tech company and all…), we’re now bringing all air cargo bookings online with eBookings, creating the world’s largest live air freight platform with companies like United Airlines, Air France, IAG, and many more. But that’s not all, in addition, we offer customers a vast array of SaaS products to make their cargo working life as easy and efficient as possible.

All of the above is only possible because of our awesome SMB team. And, if you haven’t guessed it by now, we need someone to join the SMB team to empower the German market to soar to new heights. 

In your SMB Sales, Team Lead DACH role, you will not only lead a small team that strives for the global transformation of the industry in the German-speaking area, including Germany, Austria and Switzerland, you are also expected to actively participate in it by owning parts of the market in Germany, introducing them to a radically faster way to book freight and any product that meets their needs. Our vision is that you and your team will be the face of WebCargo in DACH and the most famous people - aka everyone knows you - in the local cargo industry.


  • As a tech company, numbers are everything. You will have your own goal of incremental eBookings & PO values, as well as team goals to achieve. Additionally, you and your team will create and manage a growing customer portfolio.
  • How? With lots of in-person meetings and via attending industry events or forwarder associations as well as digital means and phone calls.
  • Become the most famous person in the German market, all cargo players should know you. You should also empower your team members to be the same, including in Austria and Switzerland. Not asking for much, just you building your own little black book.
  • Sometimes a handshake just isn’t enough. You own your pipeline from the moment the lead arrives at your doorstep until you close the deal. You do the same for your team, setting an example and empowering them to give you a run for your closed deal numbers. Thus, you will follow up and support customers until they wake up in the middle of the night talking about how amazing WebCargo’s products are. 
  • Since not all companies are created equal, we help you through our processes, list of activities required and CRM to establish a framework for prioritizing customer engagement ...and then make it happen. Talking about CRM, we like to work tidily, so keeping our CRM up-to-date and clean is kind of a big thing here. In your role, you will make sure that everyone tidies up behind themselves.
  • Like doing things at scale? So do we. You’ll help organize group events across customers and prospects to gather several customers together and promote our products.
  • You are in the driving seat: Think of any other commercial strategy, discuss and act on it that can help boost the number of deals closed and their engagement. And it generates revenue, which is nice too.
  • Communicate team goals, KPIs and SLAs related to performance, and ensure the team meets these.
  • Monitor the daily workload and ensure the team completes all tasks on time.
  • Coordinate with the different teams (Product, Support, etc.) to provide information for new system features and bug resolutions, which will improve the department’s efficiency and productivity.
  • Conduct regular performance evaluations providing direct feedback, setting 1:1 meetings with the team and handling annual reviews.
  • Motivate team members by creating a healthy work environment that promotes the development of team members through coaching and training.
  • Drive best practices and workshops to help the team to improve and become more efficient.



  • You have to talk the talk. Which means you need to have a high level of German and English. 
  • You should have at least 3 years of experience in either business development, selling or upselling to existing customers or finding new customers. 
  • Previous knowledge of the air cargo industry and freight forwarding is required.
  • At least one year of experience in leading a team is required with a track record of setting, steering and recording KPIs.
  • Very capable to sell in virtual or in-person meetings.
  • Highest drive to meet KPIs.
  • Proactive, results-oriented, and able to work independently. 
  • Willingness to be on the road, conduct in-person customer meetings and travel frequently (approximately 50% of the time).
  • You soar as a leader to enable your team to reach new heights and set an example for excellent sales leadership.
  • Bringing an industry online is rarely a straight line from A to B. You don’t have to be an acrobat, but you should be able to adapt to fast-changing environments. 
  • Previous experience with CRM (like Salesforce).
  • Computer proficiency and familiarity with social media. #SalesLife.
  • Strong customer service orientation and time management skills.

Why is WebCargo where you want to work?

  • Location: Remote from Germany - preferably based in Frankfurt OR Munich.
  • We believe that employees who get better make us all better. We strive for professional development and continuous learning. Apart from career support and guidance, you’ll be entitled to an annual training budget for personal and professional development. No, you can’t use it on cool socks. But most other things go.
  • Participation in the Long-Term Incentive Plan (LTIP) of the Freightos Group.
  • Multicultural and open environment, full of great people from multiple countries. Over twenty languages but all aligned on make global freight work better.
  • If you work remotely, we will arrange onboarding & trips for you to meet us in Barcelona.

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