Business Development Manager APAC&EMEA

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.

• 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.

• 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.