Job Title: Enterprise Account Executive / Senior Enterprise Account Executive
Location: Remote – Europe
The Opportunity
As an Account Executive at cargo.one, you’ll be a core contributor to scaling our enterprise business. You’ll help freight forwarders build conviction that cargo.one is the right digital partner—from compelling first pitch to successful closing. You’ll engage with senior and middle management, consult on change, design solutions, and form consensus across key accounts.
This is a unique opportunity to drive the digital transformation of the air cargo industry within a fast-growing, Series B company backed by leading VCs including Index Ventures and Bessemer Venture Partners.
What You’ll Be Doing
Manage a portfolio of enterprise relationships from discovery through to solution design, negotiation, and close.
Develop our value proposition by understanding customer needs and the competitive landscape.
Collaborate with pre-sales engineering, product, and other internal teams to build tailored technical solutions across our platform and API products.
Lead account planning in partnership with marketing, lead generation, and pre-sales, helping to prioritise pipeline and target accounts.
Deliver compelling sales pitches and materials, effectively managing complex relationships throughout the sales cycle.
Use a proactive, consultative approach to build sustainable stakeholder relationships.
Represent cargo.one at trade shows, industry events, and customer engagements.
Contribute to and refine our sales process while maintaining CRM hygiene and accurate documentation.
What We’re Looking For
Experience as an Account Executive or Consultant in a fast-growing, venture-backed B2B technology company.
Proven success in building trust and strong relationships with senior stakeholders (C-level and VPs) while challenging them to adopt new technologies or solutions.
Experience selling technical products that integrate into customer system landscapes.
Exposure to enterprise sales cycles and complex buying processes.
Technologically curious and capable of understanding customer needs and product architecture.
Adaptability, resilience, and a willingness to embrace change and feedback.
Fluent in English (C2 level); strong written and verbal communication skills.
Experience in logistics or air freight is a plus.
We Think You’ll Love Working Here If You:
Enjoy challenging customers to co-create the right solution.
Value strong, trust-based relationships.
Get excited by experimentation and process improvement.
See remote work as an opportunity to pioneer new ways of collaborating.
Take ownership and aim to exceed expectations in everything you do.
Choose the ambitious route to drive growth—even when it’s the harder one.
Actively seek and give feedback to elevate your work and your team.
Speak up with ideas and opinions, backed by data and insight.
Why Air Cargo?
Imagine trying to book a flight without a platform like Skyscanner or Kayak. That’s the current reality in the $123bn air cargo industry—manual, opaque, and slow. At cargo.one, we’re changing that. Our platform enables freight forwarders to search and book air cargo in seconds, delivering speed, transparency, and efficiency to a critical global industry. With top-tier investors behind us, we’re leading a digital revolution in logistics.
Curious to Know More?
Connecting the world’s air cargo markets to make them more productive and successful
Get to know our cargo.one team and find out more about daily challenges, most significant achievements and personal motivations. Click on the names of our Cargonauts to view interviews with Siena, Alex, and Bogna.
View cargo.one latest news and some of our newest cargonauts from the industry.
Read about our latest partnership with Avianca Cargo.
Click here to view a video from one of our offsites.
Learn more about our latest award as the Air Business of the Year’ award 🏆 in Logistics UK’s Logistics Awards 2022
Top Skills
What We Do
Founded in 2017, cargo.one (Cargo One GmbH) is a platform for booking and marketing air freight capacity. Trusted by over 20,000 freight forwarders in 134 countries, cargo.one offers instant booking for airline and forwarders’ rates across more than 60 airlines, and was the first platform of its kind.
cargo.one pro equips forwarders to compare, book and track shipments, leveraging thousands of live and static rates, while importers can book instantly using other verified forwarding partners 24/7. cargo.one for enterprise offers an extensive range of technology solutions, including an extensive API suite, delivering the highest quality, real-time content on rates, schedules, availability and prices through its unified platform.
cargo.one has raised significant funding from internationally prominent investors including Bessemer Venture Partners, Index Ventures, Creandum, Next 47, Point Nine Capital and Lufthansa Cargo.
