🎬 The Role

Our client, a Y-Combinator-backed, category-defining startup in logistics technology, is seeking a driven Business Development Manager (Individual Contributor) to spearhead commercial development across Morocco & Tunisia (immediate focus) and France & Spain (expansion phase).

This role operates as the Business Development Lead for your region. You will have full ownership of the commercial cycle, acting as a highly experienced "hunter" who not only closes complex enterprise deals but also leads insight-driven conversations, collaborates on solution design, and ensures early customer success. You will manage the entire commercial function for the region until revenue milestones are achieved, at which point you will begin to build and manage your own sales team.

This is not a volume-dialing SDR job or a standard "demo-and-discount" AE role. We need a strategic partner who can walk into a VP of Supply Chain’s office, offer a provocative point of view, and make them rethink how they operate.

👤 The Responsibilities

You’ll be the commercial owner for two regions. Morocco and Tunisia from day one — building pipeline, running deals, and closing. France and Spain as you establish traction and we expand into Southern Europe. Full cycle means full cycle. You generate your own pipeline (supported by SDRs), you run discovery, you lead the commercial conversation, you design the proposal alongside our Solutions team, and you close. This is an individual contributor role with a clear path to building and leading your own regional team once revenue milestones are hit.

• Lead with insight, not features. You’ll research each prospect’s operations deeply enough to walk into a meeting with a hypothesis about where they’re losing money or control — and teach them something they didn’t know about their own supply chain. This is Challenger selling, not solution selling.

• Build pipeline from scratch. A mix of self-led outbound (cold outreach that earns the meeting), SDR-supported prospecting, partner activations, and event-driven pipeline. You own the number.

• Run enterprise-grade deals at startup speed. Map stakeholders across operations, IT, and C-suite. Build multi-threaded relationships. Navigate procurement. But do it in weeks, not quarters — our deal sizes don’t afford 9-month cycles.

• Design proposals with our Solutions team. You won’t have a pre-sales engineer sitting next to you on every call. You need to understand the platform well enough to scope a solution, then bring in Solutions for the technical architecture.

• Define and execute territory strategy. Build your target account list, define your ICP by segment, maintain a clean pipeline in CRM, and deliver accurate forecasts. No one will tell you who to call.

🎓 The Skills & Competencies

• 4+ years in B2B SaaS sales, full cycle. Pipeline generation through close. Not just closing inbound leads someone else sourced.

• Native or fluent in French (written and spoken). You’ll negotiate contracts in both languages. Professional fluency isn’t enough — you need to build trust in the prospect’s language.

• Insight-led selling DNA. You prepare deeply before every meeting. You bring a hypothesis about the prospect’s business. You teach, tailor, and take control of the conversation. You’re comfortable making prospects uncomfortable with the cost of their status quo.

• Startup-grade self-sufficiency. You won’t have a marketing team filling your funnel, a solutions architect on every call, or a dedicated CSM to hand off to. You figure it out, build it yourself, and ask for help when you actually need it.

⭐ The Differentiators

• Logistics, supply chain, or transportation domain experience. You understand freight operations, shipper/carrier dynamics, TMS/WMS ecosystems, and the language your prospects speak. 

• Experience in the Moroccan or North African market — you understand relationship-driven commercial cultures and know how to navigate them.

• Prior experience at a startup or scale-up (sub-50 employees) where you had to build the playbook, not just execute one.

• Direct experience with TMS platforms (Transporeon, project44, Alpega, Oracle TMS, etc.) — either selling them, implementing them, or competing against them.

• You speak and can do business in Spanish

⏳ The Benefits

• Competitive base + uncapped commission. Structured to reward closing, not activity metrics.

• Clear path to team leadership. Hit revenue milestones and you’ll build and lead your own regional sales team. This isn’t a vague promise — it’s the plan.

• Remote-first with flexibility. Based anywhere in your region (Morocco, Spain, France). Travel to prospects and to the team as needed.

• Direct access to founders and product. At 18 people, there’s no bureaucracy between you and decisions. You’ll shape how we sell, what we build, and where we go next.

• Y Combinator network. Access to the YC ecosystem for partnerships, introductions, and commercial leverage.

✅ The Process

Application → Supersub General Manager Screening → Case Study & Roleplay Interview → Founders Interview → Offer

💼 The Employer

Our client is a rapidly growing, Y-Combinator-backed logistics technology company reimagining how logistics teams plan, execute, and collaborate on transportation. Their connected platform is a powerful Transport Management System (TMS) designed to bring visibility, simplicity, and speed to every shipment.

By replacing fragmented tools and manual workflows with a unified decision orchestration platform, they help shippers, carriers, and 3PLs gain real-time control over transportation operations. They are looking for a commercial leader to join them at a pivotal growth stage and help build a category-defining, enduring company.