You will manage an SMB portfolio of roughly 124 freight-forwarding accounts, totaling €637k in ARR. As an Account Manager, you’ll drive product adoption, lead commercial renewal negotiations, and upsell customers on cargo.one’s expanding AI and ocean freight capabilities. It is a high-velocity role centered on relationship building and proactive expansion.
Account Manager at cargo.one
You'll own a €637k ARR book of business, driving renewals and upselling cutting-edge AI and ocean freight products to a diverse portfolio of forwarders. Backed by Index Ventures and Bessemer, we offer a remote-first culture, uncapped commissions, and the chance to transform an industry still dominated by manual workflows. If you have a passion for AI and a track record in B2B SaaS, this is your opportunity to lead the future of freight.
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Location
Remote, Europe
Compensation
€50k + 20% OTE
Company
Cargo
Role overview
Logistics & IT Services
cargo.one (Cargo One GmbH) is the leading platform for booking and managing air freight capacity, transforming how airlines and freight forwarders operate and deliver value to their customers.
For airlines, cargo.one provides the most cost-effective and efficient digital distribution channel, driving bookings and elevating customer experiences, while significantly reducing distribution costs. For freight forwarders, cargo.one is a comprehensive solution that empowers them to seamlessly manage buy rates, derive dynamic sell rates, and quote customers (shippers) near instantly. Forwarders also gain 24/7 access to live and static rates from over 75 airlines and GSSAs globally, enabling accurate comparisons, bookings, and shipment tracking.
cargo.one pro equips forwarders with tools to optimize every step of their shipment workflows, while cargo.one for enterprise offers advanced API technology, delivering real-time rates, schedules, availability, and prices through a unified platform. Trusted by over 25,000 freight forwarders and available in 134 countries, cargo.one has become the backbone of efficient air freight booking and quoting.
Backed by leading investors such as Bessemer Venture Partners, Index Ventures, Creandum, and Lufthansa Cargo, cargo.one continues to set new standards in digitalizing the air cargo industry.
What you will do
- Manage a portfolio of ~124 accounts, proactively driving renewals and maintaining an NRR that consistently trends north of 100%.
- Identify expansion opportunities to upsell customers into newer AI-native features and ocean freight solutions, growing the revenue footprint of your book.
- Conduct end-to-end commercial negotiations, managing pricing and relationship dynamics for complex B2B SaaS renewals with 1-3 stakeholders per deal.
Who this is a fit for
- Proven track record in B2B SaaS account management or renewals, specifically handling high-velocity books and commercial negotiations.
- Exceptional relationship-building skills with the ability to turn day-to-day contacts into internal champions through sharp questioning and rapport.
- Deep curiosity and enthusiasm for AI tools, with the technical diligence required to master a complex logistics product and act as a trusted advisor.
Why this role is remarkable
- Join a market leader backed by $84M from elite VCs like Index Ventures and Bessemer, transforming the global logistics infrastructure.
- Own a high-velocity commercial book with uncapped commission and the chance to sell cutting-edge AI tools to major industry players.
- Work in a remote-first, high-feedback culture that offers significant autonomy, a €650 home office budget, and regular international offsites.
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