The Role
Owns Freight business growth across Kazakhstan, EMEA, and APAC, including revenue, GMV, pricing, unit economics, P&L, analytics, go-to-market strategy, CRM lifecycle management, and market expansion. The role leads the business development team, develops scalable growth models, analyzes funnels and competitors, coordinates antifraud initiatives, and manages cross-functional execution with Product, Marketing, Operations, and Risk teams.
Summary Generated by Built In
The Freight vertical provides essential logistics solutions for Private and SMB clients. This role covers the EMEA & APAC regions, with a strong operational focus on Kazakhstan as well as broader EMEA and APAC expansion.
The key purpose of this role is to own and drive the development and scalable growth of the Freight business. As a Business Development Manager, you will be responsible for end-to-end business expansion — including commercial performance, pricing and unit economics, analytics, go-to-market strategy, and cross-functional execution. You will validate and scale growth hypotheses, ensure sustainable GMV and revenue growth, and build repeatable business models across your target markets.
Key Responsibilities
- Own business growth and expansion of the Freight vertical across Kazakhstan, EMEA, and APAC, including revenue, GMV quality, and unit economics.
- Develop and manage pricing and tariff models, ensuring sustainable margins and competitive positioning.
- Own unit economics calculations and continuously optimize business performance.
- Drive analytical deep dives into business funnels (supply, demand, conversion, retention) and identify growth opportunities.
- Generate, validate, and scale business, product, marketing, and operational hypotheses in cross-functional teams.
- Own go-to-market initiatives, including branding, positioning, and collaboration with Marketing teams.
- Define and develop CRM logic: segmentation, lifecycle management, retention, and reactivation mechanics.
- Coordinate antifraud initiatives with risk and antifraud teams to ensure healthy marketplace economics.
- Conduct market and competitor analysis and contribute to long-term Freight vertical strategy.
- Own P&L for the region / vertical: planning, monitoring, and optimization of core metrics.
- Lead BD team and manage cross-functional stakeholders (Product, Marketing, Operations, Risk) to deliver business results.
Qualifications
- 3+ years of experience in business development, commercial operations, or growth management in a marketplace or logistics/freight business.
- Advanced Excel / Google Sheets skills (financial models, unit economics, P&L modeling, tariff design, cohort analysis).
- Strong track record in funnel analysis, hypothesis testing, customer development (CustDev), and KPI monitoring.
- Direct experience with pricing, tariff modeling, CRM systems, and customer lifecycle management.
- Ability to independently analyze complex data, challenge assumptions with logic, and translate high-level strategy into clear execution frameworks.
- Strong execution and delivery mindset with the ability to work autonomously, decompose complex problems, and focus on high-impact initiatives.
- Excellent leadership and cross-functional stakeholder management skills.
- High level of empathy, resilience, and a constructive, low-toxicity approach to teamwork.
- Knowledge of SQL, Python, or A/B testing frameworks is a plus.
- Fluent English.
Why join us
- Help us challenge injustice by creating fair choices for millions of people across 47 countries.
- Develop your professional skills with access to mentoring, career consulting, and learning programs.
- Collaborate with teams around the world and gain international experience through our Global Talent Exchange Program.
- Engage in company-wide challenges, awards, sports activities, employee-led social impact and volunteering projects.
- Work alongside people who take initiative, speak openly, and challenge themselves to grow.
- Improve your language skills through co-financed courses and internal speaking clubs.
Final benefits may vary depending on the location.
About
inDrive is a global tech company on a mission to challenge injustice through fair choices. We started in 2012 in the coldest city on Earth, when a group of friends created a way for people to agree on fair ride prices. That idea grew into one of the world’s top ride-hailing apps, now with 400M installs across 47 countries.Today, we offer more than rides: from freight and delivery to intercity travel and financial services, all designed to put people first. We are committed to having a positive impact on people’s lives both through our core business, which supports local communities via a fair pricing model; and through the work of our impact programs. Ready to ignite your inner drive?
Skills Required
- 3+ years of experience in business development, commercial operations, or growth management in a marketplace or logistics/freight business
- Advanced Excel or Google Sheets skills, including financial models, unit economics, P&L modeling, tariff design, and cohort analysis
- Strong experience in funnel analysis, hypothesis testing, customer development, and KPI monitoring
- Direct experience with pricing, tariff modeling, CRM systems, and customer lifecycle management
- Ability to analyze complex data independently and translate strategy into execution frameworks
- Strong execution and delivery mindset, autonomy, problem decomposition, and prioritization of high-impact initiatives
- Excellent leadership and cross-functional stakeholder management skills
- High empathy, resilience, and constructive teamwork approach
- Fluent English
- Knowledge of SQL, Python, or A/B testing frameworks
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The Company
What We Do
inDrive is a global IT and transportation platform inDrive is one of the world’s fastest growing online ride-hailing services. Its services are available in over 749 cities in 46 countries throughout the world. The Company’s app has been downloaded over 150 million times. inDrive offers other services, including intercity transportation, freight and cargo services, as well as delivery services in different markets of operations. inDrive is based in Mountain View, California, and operates regional hubs in the Americas, Asia, the Middle East, Africa and the countries of the CIS, and employs over 2,000 people. In early 2021, inDrive achieved unicorn status after closing a $140m investment round with Insight Partners, General Catalyst, and Bond Capital, which valued the company at $1.23 billion.
