Sales Manager (US)

Job description

Portcast is a venture-backed, Singapore-based logistics technology company building AI-powered intelligence for the freight forwarding industry. Freight forwarders manage thousands of shipments, rates, exceptions, and operational decisions every day. The challenge is not a lack of data. It is knowing what needs attention, what is going wrong, and what action to take next. Portcast uses AI and data to help freight forwarders surface shipment exceptions, identify cost and margin risks, and make better decisions across the shipment lifecycle. Our products help teams improve operational efficiency, protect margins, and make faster, more informed decisions. Our vision is to become the AI data and intelligence layer that powers exception management and margin improvement on every shipment. Founded in 2018 and backed by leading technology investors, we are a lean, globally distributed team building technology for an industry going through a major digital transformation. **ABOUT THE ROLE** This is a hands-on, full-cycle IC AE/Sales Manager role to build and grow our US market. This is a particularly important role for us. You'll be our first US-based commercial team member, reporting to our Sales Director and working closely with the broader commercial team of CS, Solutions, Marketing and Product across Asia and Europe. Our focus is on FF or LSPs, particularly enterprise organisations where Portcast can solve meaningful operational and margin problems. You won't be stepping into a large, established sales organisation with a playbook for every situation. You'll have the freedom and responsibility to build the US market for Portcast: identifying the right freight forwarders to target, opening doors, developing relationships with senior decision-makers, shaping our US sales approach, and turning early wins into a repeatable growth engine. If you enjoy building rather than inheriting, have strong enterprise hunting instincts, and want significant ownership over a market, this role gives you the space to make that impact. ### WHAT YOU’LL OWN - Build the US market from the ground up. Develop and execute an account strategy for acquiring enterprise freight forwarders, prioritising the segments, accounts, and decision-makers where Portcast can create the most value. - Own the full sales cycle. Prospect, qualify, run discovery, understand the customer's operation and pain points, demonstrate the right Portcast solutions, manage trials, negotiate, and close. - Sell to the people who own the problem. Build relationships with senior stakeholders across freight forwarding organisations, from commercial and operations leaders to procurement and other decision-makers involved in technology and margin improvement. - Become an expert in our customers. Understand how freight forwarders manage shipments, exceptions, freight costs, procurement, and margins, then connect those problems to the value Portcast can deliver. - Create pipeline, not wait for it. Combine targeted outbound, personal networks, industry relationships, account research, events, referrals, and other creative approaches to open doors with high-value freight forwarders. - Turn early wins into a repeatable motion. Capture what you learn from the US market, identify patterns across successful deals, and continuously improve how we position, qualify, sell, and close. - Work closely with Marketing and Product. Bring customer and market intelligence back to the team so we can sharpen our messaging, sales assets, product positioning, and understanding of the US market. - Own the handover. Work closely with Customer Success to ensure customers move smoothly from sale and trial into implementation and long-term value. - Operate with visibility and discipline. Maintain a healthy pipeline, provide accurate forecasting, and communicate what is working, what is not, and where you need support. ### WHAT WE’RE LOOKING FOR - At least 5+ years of experience in enterprise B2B SaaS sales, with a strong track record in hunting, closing, and owning complex sales cycles, with a proven success of consistently achieving or exceeding quota. - Logistics & Supply Chain: Experience selling into Freight Forwarders or logistics service providers is highly preferred. More importantly, you're genuinely curious about supply chains and can quickly develop credibility with enterprise buyers. - Full Cycle Hunter: You're comfortable owning every stage of the sales process, from building pipeline through closing complex enterprise opportunities. You enjoy prospecting as much as negotiating. You don't wait for leads to land in your inbox. You know how to identify the right accounts, find the right people, create conversations, and build pipeline through outbound, relationships, referrals, and your own network. - Experience selling to enterprise customers in the US market, with an existing network or demonstrated ability to build relationships with senior stakeholders. - Builder Mentality: You thrive in startup environments where ownership is high and structure is still evolving. You're comfortable being the only commercial person in your region and don't need constant direction to stay productive. - Customer First: You ask thoughtful questions, understand operational challenges, and position solutions around business outcomes rather than product features. - Self Starter: Working independently energizes you. You proactively solve problems, remove blockers, and know when to involve leadership while maintaining ownership of your deals with a structured approach to pipeline management, qualification, forecasting, and deal progression. - Communication: You communicate confidently with senior stakeholders, facilitate executive conversations, negotiate effectively, and build trust throughout long enterprise buying cycles. You collaborate effectively across Product, Marketing, Customer Success, and Tech. - Bachelor's degree preferably in Business, Marketing, Engineering, Logistics, Supply Chain, or a related field. ### WHAT’S IN IT FOR YOU - Build a market, grow with the company. You'll be our first US-based commercial team member, with the opportunity to shape how Portcast enters and grows in the US. - Real ownership and autonomy. You'll work closely with our Sales Director and have the freedom to make decisions, test approaches, and build the sales motion rather than waiting for instructions at every step. - Direct impact on company growth. Your customers, deals, relationships, and market insights will have a visible impact on where Portcast goes next. - Work at the intersection of AI and logistics. You'll be selling technology that tackles real operational and commercial problems in an industry that is rapidly becoming more data-driven. - Work directly with a lean & logistics expert and tech driven team. We are small by design. You'll have direct access to leadership and close collaboration with Sales, Product, Customer Success, Data, and Engineering distributed across Asia and Europe. ### OUR CORE VALUES GUIDE EVERYTHING WE DO - Curiosity: The best sales conversations start with great questions. We take the time to understand our customers' business, challenge assumptions, and we ask better questions before jumping to a pitch. - Ownership: We act like founders. If there is no playbook, we build one. If something isn't working, we don't wait for someone else to fix it. We take responsibility for the market, the pipeline, the customer relationship, and stay accountable for outcomes from first conversation to signed customer. - Raising the Bar: Good enough doesn't win enterprise customers. We prepare properly, understand our accounts deeply, run thoughtful sales processes, and hold ourselves to a high standard in every customer interaction. We are always looking for a better way to sell and serve our customers. - Effectiveness: We focus on what moves the business forward. We prioritize high impact work, make thoughtful trade offs, and measure success by meaningful customer and commercial outcomes, not activity alone.