Role Description We are a fast-growing Series A startup building cutting-edge technology to revolutionize cloud development processes and support highly efficient dev&test feedback loops. At its core, LocalStack provides a high-fidelity emulator and local cloud development platform. Imagine developing cloud applications and data pipelines entirely on your local machine within a lightweight cloud sandbox, running in Docker! Our mission is to empower developers to rapidly build and test their cloud applications, allowing for a more enjoyable dev experience, and saving valuable time and resources. LocalStack has a large and active developer community with over 100k active users worldwide and 290M+ downloads to date. Our customer base ranges from SMBs to Global Fortune 500 companies. We are sustainably growing our globally distributed team across sectors. LocalStack is headquartered in Zurich/Switzerland 🇨🇭, with a main engineering office in Vienna/Austria 🇦🇹 and remote team members from 🇺🇸 the US, 🇫🇷 FR, 🇬🇧 UK, 🇨🇦 CA, 🇪🇸 ES, and many more countries. Responsibilities - Reduce ramp time for new sales hires and increase speed-to-productivity across AE/SE onboarding. - Improve consistency and quality of discovery, positioning, and deal execution across the sales organization. - Create measurable uplift in rep performance by implementing scalable coaching, certification, and enablement programs. - Establish a repeatable sales playbook framework that improves forecast accuracy and execution in multi-stakeholder enterprise deals. - Build strong feedback loops between sales, product, marketing, and customer success to continuously improve messaging and go-to-market execution. - Create a data-driven enablement function tied directly to revenue metrics such as pipeline generation, sales cycle velocity, quota attainment, and win rate. - Raise the performance floor of the team while enabling top performers to scale best practices across the organization. Qualifications - 5–8 years of total experience across sales, enablement, or revenue operations. - 2–4 years in closing or technical sales roles (AE/SE experience strongly preferred). - Experience operating in high-growth SaaS or infrastructure companies in the $10M–$100M ARR stage. - Building scalable onboarding, enablement, and coaching programs for AE/SE teams. - Strong understanding of enterprise sales methodologies such as MEDDICC and value selling. - Developing sales playbooks, discovery frameworks, and multi-stakeholder deal strategies. - Creating positioning, talk tracks, objection handling, and competitive battlecards. - Experience with revenue and enablement platforms such as Salesforce, Gong, Highspot, and Seismic. Values - Care: We create with compassion, prioritizing empathy and understanding in every interaction. - Ownership: We take responsibility for our work and are passionate about its impact. - Openness: We build trust through open communication and honest feedback. - Courage: We embrace bold challenges and take calculated risks to innovate. - Excellence: We chase excellence by pushing boundaries and delivering exceptional results. Benefits - Fully remote work environment. - Unlimited PTO. - 401k and private medical. - Competitive salary. - Annual company retreat. - 2 extra company-wide holidays. - Friendly and inclusive workplace culture (community guilds and online company events). - For US based candidates: The OTE range for this role is between $160,000-220,000 per annum and is based on experience, location, and skills. Application Process Sounds like a good match? We'd love to hear from you! Join us in shaping the future of cloud development at LocalStack. To apply, follow the LI application process or apply on our career page. Make sure to include a short motivation outlining why you are the perfect candidate for this role. If your profile looks like a good match, Alex Paiser will be in touch to organize further steps within 2 weeks. Please note, that due to a high volume of candidates, we cannot offer personalized feedback to each candidate.

Role Description As our company continues to experience record-breaking growth, we’re expanding our fully remote team and seeking motivated, people-focused individuals who enjoy helping others and want a career that offers both purpose and flexibility. If you thrive on building relationships, value meaningful work, and want the freedom to work from home while growing a long-term career, this opportunity may be the perfect fit. We believe success should enhance your entire life, not just your career. That’s why we offer a remote-first environment, flexible scheduling, and a culture built around service, mentorship, and professional growth. Our guiding principle, the Platinum Rule — “Do more for others than you would have them do for you” — shapes everything we do. Every day, we help protect working-class families while giving our team the support, training, and resources needed to succeed. Qualifications - Strong communication and relationship-building skills - Confident problem-solving abilities and adaptability - Positive, professional attitude - Ability to work independently and collaboratively within a team - Self-motivated mindset with a willingness to learn and grow Requirements - Stable, fully remote work-from-home position - Weekly pay plus performance-based bonuses - Incentive rewards including international travel and high-value prizes - Life insurance coverage and health reimbursement benefits - Retirement plan options for long-term financial security - Clear advancement and leadership opportunities - Full training and mentorship provided — no prior experience required - Positive, supportive, team-oriented culture Next Steps To be considered, please submit your updated resume along with your compensation expectations for review. In support of community wellness, all interviews are conducted via Zoom video conferencing for safety and convenience.

• Establish a scalable and repeatable enterprise sales motion through clear playbooks, stronger AE enablement, and structured knowledge sharing across the team. • Drive more focused account prioritization and segmentation, helping the team identify and execute against the highest-value enterprise opportunities. • Improve onboarding and ramp-up effectiveness for new sales team members through stronger enablement frameworks and training materials. • Strengthen cross-functional GTM alignment across Sales, RevOps, Marketing, PMM, Product, and Customer Success to improve execution and customer outcomes. • Support increased expansion and retention opportunities by enabling stronger collaboration between Sales and Customer Success teams. • Ensure the team can clearly communicate LocalStack’s value proposition and technical concepts such as emulation in a customer-friendly and commercially effective way. • Contribute to scaling the enterprise business through support of larger ACV deals, growing expansion opportunities, and building foundations for future segmentation and leadership growth.

Role Description We are looking for a commercially driven Sales Manager to support growth across the APAC and Middle East & Africa regions, focusing on SaaS and digital freight solutions for the ocean freight and logistics industry. This is an individual contributor role focused on mid-to-enterprise sales and customer acquisition. The ideal candidate brings strong ocean freight domain expertise, understands how carriers, freight forwarders, and NVOCCs operate, and can engage customers on digitalization initiatives across rate management, quoting, booking, and procurement workflows. Key Responsibilities - Enterprise Sales & Business Development - Drive growth across assigned territories and product lines - Identify and acquire mid-to-enterprise logistics providers, freight forwarders, NVOCCs, and supply chain customers - Build and manage a healthy sales pipeline - Achieve quarterly sales targets - Ocean Freight Solution Selling - Engage customers on ocean freight digitalization initiatives, particularly around: - Rate management - Quote management - eBookings - Procurement workflows - Understand customer operational pain points across FCL and LCL workflows and position solutions accordingly - Demonstrate how digital freight solutions improve operational efficiency, reduce manual processes, and enhance visibility and collaboration - Create tailored presentations, demos, and commercial proposals based on customer requirements - Lead commercial discussions and contract negotiations through to closure - Account Management & Expansion - Build and maintain long-term customer relationships using a consultative sales approach - Support customer onboarding and adoption in collaboration with internal stakeholders - Work closely with Global Key Account Management teams to stabilize and grow strategic accounts and identify account expansion opportunities across products and regions - Cross-Functional Collaboration - Collaborate closely with Product, Legal, Marketing, Operations, and Account Management teams - Share market feedback, customer requirements, and ocean freight workflow insights with product teams - Coordinate internally to refine customer proposals, onboarding plans, and solution positioning - Maintain accurate and timely updates in CRM systems Qualifications - Minimum 10 to 15 years of experience in freight, logistics, or supply chain industries - Minimum 10 years of mid-to-enterprise sales experience in SaaS, logistics technology, or related solutions - Strong ocean freight background with solid understanding of: - Ocean carriers - Freight forwarders and NVOCCs - FCL and LCL operational workflows - Ocean freight procurement and pricing structures - Proven experience in B2B mid-to-enterprise software (SaaS), logistics technology, or supply chain solutions - Strong understanding of digital freight workflows, including rate management, quote management, and eBooking processes - Proven track record in achieving SaaS and/or digital freight sales targets - Excellent communication, presentation, and interpersonal skills - Strong analytical, strategic, and problem-solving capabilities - Experience using CRM and reporting tools such as Salesforce, Zoho, etc. - Ability to manage complex, long-cycle mid-to-enterprise sales processes - Strong verbal and written English communication skills required - Ability to communicate clearly in a global, cross-cultural business environment - Additional Asian languages, including Mandarin, are a plus Requirements - Experience selling ocean freight SaaS or digital procurement solutions - Experience working with mid-to-enterprise freight forwarders, carriers, or logistics providers across multiple countries - Familiarity with carrier contract structures, local charges, and ocean pricing mechanisms - Bachelor’s degree in Business, Supply Chain, Logistics, or related fields Benefits - Enjoy the flexibility of working remotely while collaborating with a dynamic and supportive team - Annual training budget for personal and professional development - Eligibility for equity incentive grants that vest over time - Health and accident insurance for peace of mind - Office located in Baashyaam Willow Square, Chennai, well-connected to metro and railway station Company Description Freightos is an equal opportunity employer, committed to treating all potential employees fairly and ensuring equal opportunities for everyone.