Senior Commercial Manager, APAC

Job description

We are a growing SaaS start-up with an international team, operating on the intersection between two of the world's most fascinating industries - global shipping and global travel. Over 90% of global trade depends on ships, and the shipping industry depends on the 2 million seafarers who operate them. What most people don't know is there's a complex, mission-critical travel operation going on 24/7 to bring seafarers to the ships where they're needed, when they're needed. That's called crew logistics, and without it, global trade wouldn't function. But it's an operation often built on manual processes and legacy systems, meaning high-stress for operators, an unreliable experience for seafarers, and poor outcomes for the industry. That is until Tilla enters the scene. Backed by strong investor support, with more than 10,000 crew changes executed in the platform each year across over 600 vessels globally, our platform is a game changer in crew logistics, streamlining collaboration between operators and seafarers, making crew operations more humane, efficient, and cost-effective. Join us on the next chapter of our growth journey and tackle this overlooked yet critical global challenge: every crew change, optimized and digital. ## Your mission As Senior Commercial Manager, APAC, you'll own new business for Tilla across Asia-Pacific, finding, winning and opening the region's ship managers, ship owners and crewing organisations. You'll be our senior commercial presence on the ground, working closely with our Global Head of Sales to turn a fast-developing region into a substantial part of the business. **🎨 Growing new revenue in APAC / by building and closing a pipeline of new accounts** - Own the full new-business cycle for APAC, from first conversation through negotiation and signature - Build pipeline through your own network, referrals, and targeted outbound into strategic accounts - Run long, multi-stakeholder deals with operational, commercial and executive buyers, structuring pilots and phased roll-outs where they help a customer say yes - Own your numbers, and be candid about where they stand **🧭 Building on Tilla's presence in the APAC region** - Represent Tilla at industry events, conferences and customer meetings across the region, often in person - Build executive-level relationships with prospects and partners, earning trust as a commercial adviser rather than a vendor - Hand new customers over cleanly to Customer Success, and stay close to the accounts you've opened **📣 Building a repeatable APAC sales motion / in close partnership with the Global Head of Sales** - Keep HubSpot accurate and produce reliable forecasts with clear deal-level commentary - Feed structured market and customer insight back to Product and Leadership, so that Tilla's offer fits the region - Help shape the APAC go-to-market approach: which segments to prioritise, which accounts to open first, and what the playbook should look like - Use AI tools to research accounts, prepare for meetings and work efficiently across a large territory ## **You should have** - 5+ years in technology or SaaS sales, ideally with a substantial part of that spent selling in APAC - A shipping background or strong network (ship management, crewing, ship owning, or maritime technology and maritime services), with credible knowledge of the maritime market - A track record of winning new accounts end-to-end, through long sales cycles with several stakeholders - Pipeline proactivity: you build your own opportunities through network, referrals, partnerships and outbound, and you don't wait for inbound, and bring CRM and forecasting rigour. - Sound commercial judgement: confident negotiating terms, structuring deals and knowing when to walk away - Organisational discipline: fiercely organised and proactive in communicating both internally and externally. - The ability to build trusted relationships with senior operational and executive stakeholders - Grit, patience and integrity: maritime deals take time, and we want someone who keeps going, stays honest about where things stand, and is good to work with along the way - Experience or interest in **early-stage** or **growth-stage** startups, and comfort working with a team that is mostly based in other timezones - Fluency in English. Other languages are a plus. - Location: based in Singapore ideally, or within roughly three hours of Singapore. Regular travel is part of the role, as are out-of-hours industry events, client commitments, and alignment with other global teams. **Why Join Us?** - Tackle a unique industry challenge with global impact - Be part of an international, mission-oriented, supportive and fun team - Do your best work, with leading-edge AI tools for all team members - Benefit from support and budget for your learning and development *We believe that employing a diverse workforce is central to our success at Tilla. We make hiring decisions based on your experience and skills. Therefore, we welcome applications from all members of society, regardless of age, gender, disability, sexual orientation, race, religion or belief.*