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Business Development Manager (EMEA + APAC regions)

Hybrid - Full Time - CEO Discovery Team

Kazakhstan

Application ID: 6601

The key purpose of this role is to own and drive the development and scalable growth of the Freight vertical. The role is responsible for end-to-end business expansion, including commercial performance, pricing and unit economics, analytics, go-to-market strategy, and cross-functional execution. Business Development Manager validates and scales growth hypotheses, ensures sustainable GMV and revenue growth, and builds repeatable business models across regions.
Position not open anymore

Key Responsibilities

  • Business Growth: Own business growth and expansion of the Freight vertical, including revenue, GMV quality, and unit economics.
  • Commercial & Pricing: Develop and manage pricing and tariff models, ensuring sustainable margins and competitive positioning.
  • Unit Economics: Own unit economics calculations and continuously optimize business performance.
  • Analytics: Drive analytical deep dives into business funnels (supply, demand, conversion, retention) and identify growth opportunities.
  • Hypotheses & Experiments: Generate, validate, and scale business, product, marketing, and operational hypotheses in cross-functional teams.
  • Go-to-Market & Branding: Own go-to-market initiatives, including branding, positioning, and collaboration with Marketing teams.
  • CRM & Retention: Define and develop CRM logic: segmentation, lifecycle management, retention, and reactivation mechanics.
  • Antifraud & Quality: Coordinate antifraud initiatives with risk and antifraud teams to ensure healthy marketplace economics.
  • Strategy: Conduct market and competitor analysis and contribute to long-term Freight vertical strategy.
  • P&L Ownership: Own P&L for the region / vertical: planning, monitoring, and optimization of core metrics.
  • Leadership: Lead BD team and manage cross-functional stakeholders to deliver business results.

Skills, Knowledge & Expertise

Analytics & Finance: Advanced Excel / Google Sheets (financial models, unit economics, pricing, funnels).
Business Analytics: Funnel and cohort analysis, KPI monitoring.
Pricing: Pricing and tariff modeling.
Growth: Hypothesis-driven growth and experimentation.
Research: Customer Development (structured interviews, insights synthesis).
Market Analysis: Market and competitor research.
CRM: CRM systems and lifecycle management.
Technical: SQL and Python (nice to have).
Experimentation: A/B testing frameworks (nice to have).
Domain Knowledge: Marketplace or logistics economics (nice to have).
Analytical Thinking: Ability to independently analyze business and product data and validate insights.
Critical Thinking: Ability to challenge assumptions and decisions using data and logic.
Strategic Thinking: Ability to understand long-term business drivers and translate strategy into execution.
Structuring: Ability to decompose complex problems into clear frameworks.
Communication: Strong stakeholder management and escalation skills.
Leadership: Ability to lead teams and cross-functional initiatives.
Prioritization: Ability to focus on high-impact initiatives.
Project Management: Strong execution and delivery mindset.
Emotional Intelligence: Empathy, resilience, and low-toxicity behavior.
Self-Motivation: Ability to work autonomously and drive results.

Job Benefits

  • Stable salary, official employment.
  • Health insurance.
  • Hybrid work mode and flexible schedule.
  • Access to professional counseling services including psychological, financial, and legal support.
  • Discount club membership.
  • Diverse internal training programs.
  • Partially or fully payed additional training courses.
  • All necessary work equipment.