Business Development Manager - Strategic Accounts

Qargo TMS; Greater London; Remote; GBP 85,000 - 120,000; Full time

Benefits offered by this job

Commission structure

Remote working

Growth opportunities

Autonomy & ownership

Industry-impact team

Job summary

Qargo is seeking a Business Development Manager - Strategic Accounts to own a small portfolio of enterprise-level opportunities across Europe. You will lead the full sales cycle, coordinate across departments, and negotiate multi-stakeholder deals with a logistics focus.

You will operate in a remote capacity, frequently travel to client sites, and work closely with leadership to shape how we approach our biggest accounts. English is essential; other languages are a plus.

Qualifications

• Proven experience managing high-value, long-cycle, multi-stakeholder deals.
• TMS or transport/logistics background is highly valued.
• SaaS sales experience is a strong plus.
• Experience with stakeholder mapping, multi-threading, and strategic account planning in complex organisations.
• Comfort with RFPs, procurement processes, and complex commercial negotiations.
• English is mandatory; additional languages are a bonus.
• Self-starter mentality for a remote, autonomous role.
• Proven track record of hitting challenging sales targets.
• Strong forecasting and opportunity management discipline.
• Willingness to travel frequently across regions.

Responsibilities

• Own and drive the full enterprise sales cycle for a small portfolio of strategic accounts, from first conversation through to contract signature.
• Build and execute a go-to-market strategy across Europe, prioritising opportunities.
• Map stakeholders and multi-thread across Operations, IT, Finance, Procurement, Legal, and senior management across countries.
• Build strategic account and deal plans: understand business case, decision process, competitors, risks, and close paths.
• Lead complex commercial negotiations, including RFPs and procurement processes.
• Bring transport/logistics credibility to conversations with enterprise prospects across markets.
• Proactively create and develop strategic opportunities as a trusted advisor.
• Orchestrate internal teams (Solutions, Product, Integrations, Legal, Finance, Leadership) to move opportunities forward.
• Maintain forecasting and opportunity management discipline with fewer, larger deals.
• Assist local teams by opening new opportunities where possible.

Skills

Enterprise sales

TMS/Logistics

SaaS sales

Stakeholder mapping

RFPs/Procurement

English fluent

Self-starter

Sales targets

Forecasting

Travel willing

Job description

About Qargo

Qargo is a cloud-based (SaaS) Transport Management Platform. We are a scale-up based in London, Ghent (Belgium) and Chicago, rapidly expanding across Europe. The platform is an 'all-in-one system', handling everything from initial order entry to final invoicing. It optimises planning and has a built-in AI feature that automates lengthy manual tasks. Qargo is designed to help modern logistics operations run more efficiently, while increasing profitability and sustainability.

We're looking for a Business Development Manager - Strategic Accounts to join our team,remote across Europe. If you're an experienced sales professional who understands transport and logistics as well as you understand a sales cycle, and you're looking for a role with autonomy, ownership, and real impact on our enterprise growth, this is the role for you!

About the Role

As our Business Development Manager - Strategic Accounts, you won't be managing a broad territory - you'll be given a small number of strategic accounts and asked to own them end to end: building a route into the organisation, multi-threading across departments, creating the business case, coordinating Qargo internally, and carrying the deal all the way through to contract signature.

A Strategic Account, for us, typically means a larger transport or logistics organisation with multi-site or multi-country operations, more complex requirements, and significant long-term potential for Qargo.

This is a different focus from our standard BDM role - rather than a high volume of opportunities, you'll concentrate on fewer, much bigger, more complex deals: long sales cycles, multiple stakeholders, and real commercial and technical complexity to navigate.

You're excellent at building and nurturing relationships, and comfortable being the face of Qargo in front of senior stakeholders across different markets and departments.

Location is flexible: we care far more about who you are and what you know than where you're based. You'll be part of a close-knit, experienced sales organisation, working directly with our leadership team to shape how we approach our biggest accounts.

As with any role in a fast-growing scale-up, this one will evolve. What you're focused on today may look different in three to four months as the business grows and priorities shift - so adaptability and a comfort with change are key to thriving here.

Key Responsibilities

• You'llown and drive the full enterprise sales cyclefor a small portfolio of strategic accounts, from first conversation through to contract signature.

• You'llbuild and execute a go-to-market strategy across Europe, identifying and prioritising the strongest strategic opportunities.

• You'llmap stakeholders and multi-thread across the organisation, building relationships across Operations, IT, Finance, Procurement, Legal, and senior management - often across several countries or entities.

• You'llbuild strategic account and deal plans: understanding the business case, decision process, competitive landscape, risks, and defining a clear path to close.

• You'lllead complex commercial negotiations, including RFPs and formal procurement processes, as a recurring part of the strategic sales cycle.

• You'llbring deep transport/logistics credibilityto conversations with enterprise prospects, speaking their language - literally and figuratively.

• You'llproactively create and develop your own strategic opportunities, acting as a trusted advisor to prospects while still driving new business with real intent.

• You'llorchestrate internal teams - Solutions, Product, Integrations, Legal, Finance, and leadership - to move opportunities forward, which calls for strong communication and a genuine team-first mindset.

• You'llmaintain forecasting and opportunity management discipline: with fewer, larger deals, accurate qualification, forecasting, and clear next steps matter more than ever.

• While the focus of this role is closing strategic accounts, you'll alsohelp open new opportunities for our local teamsto follow up on.

Skills & Experience

• Proven experience managing high-value, long-cycle, multi-stakeholder deals.You don't need to have held an "Enterprise AE" title specifically, but you should have a track record of navigating genuinely complex sales cycles.

• TMS or transport/logistics backgroundis highly valued.

• SaaS sales experienceis a strong plus.

• Experience with stakeholder mapping, multi-threading, and strategic account planningin complex organisations.

• Comfort with RFPs, procurement processes, and complex commercial negotiations.

• English is mandatory.Additional languages - German, French, Spanish, or others - are a bonus and will help you build rapport with prospects across different markets.

• Self-starter mentality: this is a remote, autonomous role - you'll need to drive your own pipeline and strategy with limited day-to-day oversight.

• Proven track record of hitting challenging sales targets.

• Strong forecasting and opportunity management discipline.

• Flexibility and willingness to travel frequently - this role involves regular travel to meet clients across different regions.

What We Offer

• Competitive salary with an attractive commission structure.

• Flexible, remote working setup

• The opportunity to drive growth in a new key market and make a real impact.

• A fast-paced scale-up environment with genuine autonomy and ownership.

• Join a passionate team shaping the future of transport technology.