Sales Manager (LogTech)

📋 Description

• • Own the entire B2B enterprise sales cycle for Portcast’s predictive supply-chain SaaS platform across APAC. From first cold email to signed multi-year contract, you will quarterback every step, building a robust pipeline of BCO Shippers and Freight Forwarders who need real-time visibility and AI-driven planning tools.
• • Develop and execute a data-driven territory plan that prioritizes high-value accounts, maps decision-makers, and sequences multi-threaded outreach. You will leverage market intelligence, trade-show leads, LinkedIn, referrals, and your own network to create a predictable funnel that converts 3× current baseline.
• • Run consultative discovery calls that uncover pain points around schedule reliability, detention & demurrage costs, and manual Excel planning. Translate these pains into quantified ROI cases—showing prospects how Portcast’s machine-learning ETA engine can save millions and improve customer OTIF scores.
• • Deliver compelling product demos and proof-of-value workshops to supply-chain VPs, CIOs, and COOs. Tailor each demo to the prospect’s trade lanes, carrier mix, and KPIs; configure sandbox environments so stakeholders can see live predictions within 48 hours.
• • Negotiate complex SaaS contracts (ACV $50k–$500k) that include multi-year commitments, tiered pricing, and data-integration SLAs. Navigate procurement, legal, and security reviews with confidence, drafting redlines and business cases that accelerate signature cycles.
• • Collaborate daily with Marketing to refine ICP scoring, produce ABM campaigns, and create battle cards that arm SDRs with objection-handling scripts. Feed competitive intel back to Product so roadmap priorities align with revenue opportunities.
• • Partner with Customer Success to design seamless trial-to-production handoffs. Ensure every closed-won account launches within 30 days, driving expansion ARR through upsells of additional modules (e.g., carbon-emissions forecasting).
• • Maintain airtight CRM hygiene—every call, email, and MEDDICC field logged in HubSpot. Produce weekly forecast reports with 90 % accuracy; surface risk flags early so leadership can deploy executive sponsors or pricing concessions.
• • Champion Portcast’s culture externally: speak at industry webinars, co-author whitepapers, and host customer roundtables that position you—and the company—as thought leaders in predictive logistics.
• • Mentor junior reps and SDRs; codify winning plays into repeatable sales assets (call scripts, ROI calculators, demo videos) that scale the APAC team from 3 to 10 reps over the next 18 months.
• • Measure success by quarterly ARR targets, logo acquisition, average deal size growth, and customer NPS. Exceeding 120 % of quota should feel routine, not lucky.