About
The Freight vertical provides logistics solutions for private and SMB clients across Kazakhstan, EMEA, and APAC.
Responsibilities
•Own the 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 to maintain sustainable margins and competitive positioning
•Calculate unit economics and continuously optimize business performance
•Analyze business funnels across supply, demand, conversion, and retention to identify growth opportunities
•Generate, validate, and scale business, product, marketing, and operational hypotheses with cross-functional teams
•Drive go-to-market initiatives, including branding, positioning, and collaboration with Marketing
•Define and develop CRM logic for segmentation, lifecycle management, retention, and reactivation
•Coordinate antifraud initiatives with risk and antifraud teams
•Analyze markets and competitors and contribute to the long-term Freight vertical strategy
•Own regional or vertical P&L, including planning, monitoring, and optimization of core metrics
•Lead the BD team and manage cross-functional stakeholders across Product, Marketing, Operations, and Risk to deliver business results
Requirements
•At least 3 years of experience in business development, commercial operations, or growth management in a marketplace or logistics/freight business
•Advanced Excel or Google Sheets skills, including financial models, unit economics, P&L modeling, tariff design, and 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 analyze complex data independently, challenge assumptions, and translate strategy into execution frameworks
•Strong execution skills, autonomy, and ability to break down complex problems and focus on high-impact initiatives
•Excellent leadership and cross-functional stakeholder management skills
•Empathy, resilience, and a constructive, low-toxicity approach to teamwork
•Fluent English
Nice to have: SQL, Python, A/B testing frameworks
Conditions
•Mentoring, career consulting, and learning programs
•International experience through the Global Talent Exchange Program
•Company-wide challenges, awards, sports activities, employee-led social impact, and volunteering projects
•Co-financed language courses and internal speaking clubs
•Benefits may vary depending on location
