Revenue Operations Director, Webcargo
+ Equity incentive grants
In office 5 days a month
1+ day a week in office
Freight platform
Be an early applicant
Freight platform
101-200 employees
Be an early applicant
+ Equity incentive grants
In office 5 days a month
1+ day a week in office
101-200 employees
Company mission
To make cargo booking as easy as booking passenger travel.
Role
Who you are
- The ideal candidate will combine strategic thinking with operational expertise, and a deep understanding of SaaS and logistics tech business dynamics
- 7+ years of experience in revenue operations, commercial strategy, or GTM program management in B2B SaaS and platform businesses
- Experience working closely with Sales Operations teams; ideally with prior exposure to leading or managing Sales Ops
- Proven success in designing and driving cross-functional revenue projects at scale
- Deep understanding of B2B SaaS and platform business metrics and sales funnel dynamics
- Strong stakeholder management, communication, and change management skills
- Experience with CRM systems (e.g., Salesforce, Zoho), BI tools, and workflow automation
- Strategic mindset with the ability to roll up sleeves and execute tactically
What the job involves
- The Director of Revenue Operations at Freightos Group will drive optimization and alignment of end-to-end revenue processes across all commercial functions—Sales, Account Management, Finance, Marketing, and Customer Success—while working closely with Sales Operations to leverage data-driven, strategic execution
- This role will serve as a force multiplier for the commercial organization by improving cross-functional collaboration, building scalable processes, and delivering actionable insights to drive hyper-growth on a $30M+ revenue base
- This role will also provide interim leadership for the Sales Operations team while the current leader is on leave
- Drive quarterly and annual revenue forecasting across Freightos commercial units, in close collaboration with Sales Ops and Finance
- Translate business strategy into revenue strategy and operational go-to-market plans, ensuring accountability across teams
- Identify revenue gaps and lead cross-functional working groups to design action plans
- Spearhead revenue operational excellence by optimizing current processes, implementing new processes, and ensuring end-to-end execution
- Define and track revenue KPIs and commercial performance metrics across the entire customer lifecycle
- Partner with Product and Data to design dashboards that enable real-time business visibility
- Run monthly and quarterly performance reviews, cascading insights to drive decisions
- Coordinate and project manage cross-functional GTM initiatives like pricing changes, new product rollouts, and customer lifecycle programs
- Align stakeholders (Sales, Marketing, Customer Success, Product, Strategy) to ensure frictionless execution and shared accountability
- Own the buildout and governance of sales playbooks, onboarding, training programs, and commercial communications
- Partner with Sales Ops (led by Aliona) to operationalize content delivery via CRM, LMS, and automation tools
- Ensure that commercial teams are equipped with data, narratives, and materials that drive pipeline velocity and customer expansion
- Facilitate consistent GTM alignment across shipper, forwarder, and carrier commercial teams
- Lead cadence and collaboration mechanisms (e.g., GTM syncs, campaign briefings, commercial offsites)
- Bridge communication gaps and ensure coordination across commercial initiatives
- Act as a thought partner on monetization strategy and packaging alignment across products and segments
- Support pricing governance and feedback loops between sales, product, and finance
- Lead ad hoc strategic initiatives with a commercial or revenue optimization lens
- Contribute to board and leadership materials around commercial execution and performance
- Serve as a close partner to the Director of Sales Operations, aligning CRM strategy, pipeline execution, and tooling priorities with broader revenue goals
- Collaborate to refine lead handoff processes, quota setting, sales territory design, and rep productivity improvements
- Provide feedback loops between commercial leadership and Sales Ops to ensure revenue strategy is operationalized effectively
- In partnership with Sales Ops, implement sales desk support
Our take
Whilst purchasing a plane ticket online is an easy transaction, booking freight shipments on that very same plane remains a time-consuming, complex task. To remedy this, Spanish-founded WebCargo (which is owned by Freightos) offers a platform with various cargo booking solutions.
Currently deployed by upwards of 10,000 forwarders, the platform supports the pricing and booking of cargo across over 40 airlines. WebCargo continues to bolster its offering, for example with its launch of a feature which enables digital interlining (where one airline sells services to a customer that are provided by another airline).
It is clear that WebCargo is committed to enhancing the value it brings to its clients, that include Panalpina, Hellmann and IAG Cargo. Recently, the company secured a partnership with Wideroe, the largest Nordic airline, and has also collaborated with Chapman Freeborn, a leading aircraft charter company, to bring additional global capacity from their global charter business to its platform.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Build something that changes the world
- ESOP packages
- Friendly, get ship done environment
- Work alongside outstanding talents
- Team building events (that don't suck)
Company HQ
El Parc i la Llacuna del Poblenou, Barcelona, Spain
Leadership
Manuel Galindo
(CRO (Freightos))Was CEO of the company until 2023. Previously founded Dreaming Webs Corporation, and is a Board Member for The International Air Cargo Association.
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