B2B SaaS Market Expansion Lead — Freight & Logistics | Remote
ConfidentialAbout the Role Accordock is recruiting experienced B2B Market Expansion Leads to drive international business development, enterprise lead generation, and customer acquisition across multiple markets. We are seeking commercially driven professionals with substantial firsthand experience in international freight operations, import/export, freight procurement, and B2B sales. Successful candidates will lead territory-specific go-to-market execution, develop qualified sales pipelines, and establish relationships with logistics, procurement, and finance decision-makers. Key Responsibilities Lead territory development, ICP segmentation, account mapping, and outbound prospecting. Generate qualified enterprise leads among beneficial cargo owners (BCOs), importers, exporters, and industrial shippers. Engage Heads of Logistics, Freight Procurement Managers, Supply Chain Directors, and Finance Controllers. Conduct technical discovery involving freight RFQs, contracted tariffs, spot rates, accessorial charges, and freight invoice reconciliation. Identify inefficiencies in freight audit, rate-card compliance, invoice exception management, and shipment-level cost allocation. Manage end-to-end B2B SaaS sales cycles, from qualification and product demonstrations to negotiations and closing. Develop strategic relationships across the freight forwarding, 3PL, NVOCC, and international trade ecosystem. Own CRM pipeline management, commercial KPIs, forecasting, and revenue generation. Mandatory Requirements Minimum 2 years of professional experience in international freight forwarding, ocean/air freight, freight procurement, or import/export operations. Proven B2B sales, lead generation, or business development experience. Strong knowledge of freight quotations, Incoterms, FCL/LCL shipments, accessorial charges, demurrage/detention, and freight invoicing. Understanding of freight procurement, RFQs, spot versus contracted rates, and BCO-forwarder relationships. Ability to conduct consultative discovery with senior logistics and procurement stakeholders. Strong knowledge of freight and import/export market dynamics. Professional English proficiency. Preferred Qualifications Existing professional relationships with importers, BCOs, freight procurement teams, or logistics decision-makers. Previous experience selling B2B SaaS, FreightTech, TMS, ERP, or freight audit software. Familiarity with freight audit and payment (FAP), invoice exception management, three-way matching, EDI/API integrations, and transport cost allocation. Experience with MEDDICC, SPICED, or other structured enterprise sales methodologies. Additional language proficiency. What We Offer Competitive fixed base salary. High performance-based sales commissions. Fully remote working arrangement. Territory ownership and commercial leadership responsibilities. International B2B SaaS exposure. Performance-driven career growth. Recruitment Process Shortlisted candidates will undergo an industry-specific assessment covering freight procurement, invoice reconciliation workflows, market knowledge, and B2B commercial execution. Applications without relevant freight, international shipping, or import/export experience will not be considered. Pay: $111,000.00 - $135,000.00 per year Benefits: Flexible schedule Health insurance Application Question(s): Which country are you currently residing in? In the country you are applying from, do importers frequently face discrepancies between agreed freight rates and final invoices? Describe your most relevant experience in B2B sales, business development, or lead generation. Which customer segments have you worked with? Describe a real incident where a final freight invoice differed from the original quotation, contracted tariff, or approved rate amendment. What caused the discrepancy, how was it identified, and how was it resolved? If you have never encountered one, please state that. Based on your firsthand experience, how do importers or shippers in your…