Role Summary:

We are a new-age logistics and fulfillment company that helps D2C brands, enterprises, and SMBs scale with tech-enabled warehousing, last-mile, and distribution services. We are looking for a strategic and driven to lead our commercial strategy and customer growth focused on Enterprise and SMB customers.

Key Responsibilities:

Enterprise & SMB Sales Strategy:

- Build separate GTM strategies for Enterprise and SMB customers

- Identify target sectors, lead the development of key account plans

- Oversee both hunting (new clients) and farming (existing accounts) models

Revenue & Business Growth:

- Own and deliver on overall revenue and profitability targets

- Define and lead GTM strategy across regions, customer segments, and service lines

- Expand our market share in D2C, retail, and enterprise segments

Sales, Account Management & Partnerships:

- Build and lead a high-performance sales & key account management team

- Design pricing, proposals, and commercial structures for large clients

- Strengthen relationships with high-value clients, brands, and strategic partners

- Identify and onboard channel partners, aggregators, and alliances

Customer Success & Retention:

- Drive customer satisfaction and retention through proactive engagement

- Collaborate with operations and product teams to improve service experience

- Monitor Net Promoter Score (NPS), client feedback, and service KPIs

Market Intelligence & Product Alignment:

- Track competitor moves, pricing trends, and market dynamics

- Feed market insights into product roadmap and innovation

Commercial Operations & Strategy:

- Define and implement commercial policies, incentives, and commission models

- Lead contracting, proposal structuring, and revenue recognition process

- Prepare business forecasts, pipeline reports, and commercial dashboards

What Were Looking For:

- 1218 years of experience in commercial leadership, sales, or business development, preferably in logistics, 3PL, e-commerce enablement, or SaaS

- Proven track record of building and scaling B2B commercial teams

- Strong understanding of pricing models, logistics P&L, and customer lifecycle management

- Strategic thinker with strong execution focus

- Excellent leadership, negotiation, and communication skills

- MBA from Tier 1/Tier 2 institution preferred

What Were Looking For

- 1218 years of experience

- Current e-commerce experience with a proven track record of scaling from 1100

- Ex-MBB (McKinsey, BCG, Bain) background strongly preferred

- Proven track record of building and scaling B2B commercial teams

- Strong understanding of pricing models, logistics P&L, and customer lifecycle management

- Strategic thinker with strong execution focus

- Excellent leadership, negotiation, and communication skills

- MBA from Tier 1/Tier 2 institution preferred

- Explore and monetize new commercial opportunities (e.g., cross-border logistics, tech integrations, value-added services)