Business Development Manager - Strategic Accounts

Qargo TMS; Utrecht; Remote; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Competitive pay

Remote work

Career growth

Autonomy

Job summary

Qargo TMS is seeking a Business Development Manager - Strategic Accounts for a remote role across Europe. You will own a small number of strategic accounts end-to-end, building the business case, coordinating internally, and driving the deal to contract signature.

The position focuses on fewer, larger deals with long sales cycles, multi-stakeholder involvement, and significant commercial/technical complexity. You will report to the leadership team and travel as needed.

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 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 in a remote, autonomous role.
• Proven track record of hitting challenging sales targets.
• Strong forecasting and opportunity management discipline.
• Willingness to travel frequently.

Responsibilities

• Own and drive the full enterprise sales cycle for a portfolio of strategic accounts, from first conversation to contract signature.
• Create and execute a go-to-market strategy across Europe, identifying top strategic opportunities.
• Map stakeholders and multi-thread across Operations, IT, Finance, Procurement, Legal, and senior management across countries.
• Build strategic account and deal plans: business case, decision process, risks, and path to close.
• Lead complex negotiations, including RFPs and procurement processes.
• Bring transport/logistics credibility to conversations with enterprise prospects.
• Develop strategic opportunities as a trusted advisor while driving new business with intent.
• Coordinate Solutions, Product, Integrations, Legal, Finance, and leadership to move opportunities forward.
• Maintain forecasting and opportunity management discipline with fewer, larger deals.

Skills

Enterprise sales

Long-cycle deals

TMS/logistics

SaaS sales

Stakeholder mapping

RFPs & procurement

Forecasting

Travel readiness

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'll own and drive the full enterprise sales cycle for a small portfolio of strategic accounts, from first conversation through to contract signature.
• You'll build and execute a go-to-market strategy across Europe, identifying and prioritising the strongest strategic opportunities.
• You'll map 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'll build strategic account and deal plans: understanding the business case, decision process, competitive landscape, risks, and defining a clear path to close.
• You'll lead complex commercial negotiations, including RFPs and formal procurement processes, as a recurring part of the strategic sales cycle.
• You'll bring deep transport/logistics credibility to conversations with enterprise prospects, speaking their language - literally and figuratively.
• You'll proactively create and develop your own strategic opportunities, acting as a trusted advisor to prospects while still driving new business with real intent.
• You'll orchestrate 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'll maintain 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 also help open new opportunities for our local teams to 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 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 - 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.