The posting
Wiremind Cargo is at an inflection point. Over the past two years, we've built genuine momentum — signing several of the world's largest airlines onto our CargoStack and SkyPallet solutions, and establishing ourselves as a serious player in air cargo software. Our product is proven, our customer base is growing, and our pipeline is stronger than it's ever been. The opportunity in front of us is significant, and we want to seize it.
We're hiring a Head of Sales & Business Development to take us to the next level. This is a senior role with real ownership — the person who accelerates our revenue growth, sharpens our commercial engine, and helps us systematically convert the opportunity we see in the market. You'll join a talented commercial team and partner closely with the Chief Commercial Officer on the direction of the function, while owning the pipeline and new business agenda yourself.
Our Culture & Challenges
You'll join a commercial team spanning Hong Kong, London, and Paris, and work closely with product, tech, data science, and finance across the wider organization (~30 people).
What we want to be transparent about:
Hunter with the Right Tone: We want someone hungry for deals and relentless about pipeline — but who closes with the humble, thoughtful approach that characterizes Wiremind. Aggressive sales tactics don't fit here. Cultural alignment matters as much as commercial output.
Deep in the Detail: Our software sits at the heart of airline revenue management. You'll need to invest significant time getting into the product — running demos, defending technical design, understanding the algorithms well enough to be credible. This isn't a role where you can coast on charisma.
Complex, Technical Sale: Sales cycles are long (6-18 months), buying processes involve multiple stakeholders, and credibility comes from substantive conversations about airline operations, pricing strategy, and capacity management.
Communication is Non-Negotiable: Simplify complex topics, think message-first, tailor to your audience. Document meetings, flag updates proactively, and immediately think "who needs to know this?" Strong written and verbal skills are essential.
Building the Engine: We don't have a mature sales machine with polished playbooks and dashboards. You'll be shaping processes as you go. If you need a manual on day one, this isn't the right fit. If you want to build one, it's ideal.
Autonomy & Ownership: We offer real autonomy and expect you to use it. Run toward problems, propose solutions, drive outcomes — no one is going to hand you a to-do list.
Travel: Expect 30-40% travel — customer visits across the Middle East, Europe, and Asia-Pacific, industry conferences and events, and regular trips to our Paris HQ.
The Role
This role sits within our Business Development & Commercial team, reporting to the Chief Commercial Officer. You will be a senior member of the team responsible for driving pipeline growth and new business across our full product suite (CargoStack, SkyPallet, and our emerging CMS product.
Your accountabilities:
- Pipeline Ownership & Revenue Growth: Build, manage, and convert the commercial pipeline. You own the full funnel — identifying opportunities, building relationships, shaping RFP strategy, structuring deals, and getting them across the line. You'll carry a revenue target and be measured on the pipeline you build and the deals you close.
- Deal Strategy & Commercial Positioning: Lead how we approach each opportunity — crafting the narrative, determining pricing and packaging, and ensuring our proposals are compelling and differentiated. You own the win strategy for every major pursuit and drive RFP responses end-to-end.
- Deep Product Engagement: Our product is highly technical and you'll need to know it inside out. You'll run demos yourself, defend design choices to technical buyers, and get into the details rather than relying on others to do the pitching. We want someone who gets energy from being in the product, not just talking about it.
- Market Development: Open new geographies and customer segments. Asia-Pacific is a particularly compelling frontier given our current gap there, but the opportunity is global — Europe, the Middle East, and the Americas all have significant white space.
- Contracting & Commercial Review: Own the commercial side of contracting and negotiations — pricing structures, terms, and the back-and-forth with customer procurement and legal teams.
- Marketing & Market Presence: Wiremind Cargo currently does very little marketing. You'll drive tactical improvements — industry events, content, partnerships, targeted outreach — to raise our profile and generate inbound interest. This doesn't require a marketing background, but it does require a commercial brain and willingness to get hands-on.
- Team Collaboration: Work closely with our Commercial Managers, who bring deep product expertise across pricing, SkyPallet, and our broader suite. You'll partner with them on deals where their expertise adds weight and coordinate the commercial rhythm across the team.
What Success Looks Like
Revenue target met or exceeded. You own a new business revenue number and deliver against it. Specific number to be agreed based on context at onboarding.
Qualified pipeline 3-4x annual target. The pipeline you build gives the business clear visibility and confidence in forward revenue.
At least 1-2 major new deals closed in year one. You've personally led wins that demonstrate you can convert complex, long-cycle enterprise opportunities.
Tangible progress in a new market or geography. Early pipeline and relationships in a region we currently don't cover well.
Measurable increase in market presence. More inbound interest, better conversion rates, and recognition in the industry through events, content, and partnerships.
Ideal Profile
- Experience: 6+ years in B2B enterprise SaaS sales or business development, with a track record of hunting and closing complex, long-cycle enterprise deals (€500k+).
- Industry Knowledge: Aviation, air cargo, logistics, or travel technology is a strong advantage. Alternatively, selling complex technical solutions in another enterprise vertical with long sales cycles and multi-stakeholder buying.
- Commercial Creativity: You can construct deal structures for complex, multi-product opportunities — not just follow a sales process.
- Product-Driven: You get into the product yourself, run your own demos, and defend design choices with confidence.
- Cultural Fit: Hungry and results-oriented, but humble, thoughtful, and collaborative. Zero tolerance for politics or ego.
- Languages: Business-level English required. Mandarin/Cantonese is a significant advantage given Asia-Pacific growth opportunities. Additional languages are a plus.
- 🌍 Location: Hong Kong preferred given our Asia-Pacific growth ambitions and timezone alignment. Europe (London or Paris) is also viable for the right candidate.
Next Steps
- A screening interview with Anne-Laure our Lead Talent Acquisition Manager to understand your background and expectations.
- A screening interview with Guillermo, the Chief Commercial Officer about the role, your experience, and your commercial vision for Wiremind Cargo.
- A practical exercise simulating the role.
- A technical interview based on the above case study
- A meeting with Nate our CEO
