Commercial Account Manager - Logistics FinTech

Pay Cargo Rotterdam, South Holland, Netherlands

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About Pay Cargo
Pay Cargo is the trusted, global platform for logistics, helping businesses navigate the complexities of payments and invoice processing. Backed by deep industry knowledge and unrivaled AI technology, the solutions streamline financial workflows, improving transparency, and enhancing productivity.

With real-time payment capabilities and a network of 5,000+ vendors‑including MSC, Maersk, ZIM, and leading air, rail, and terminal partners‑Pay Cargo improves cash flow and ensures faster, more reliable cargo movement.

Headquartered in Coral Gables, Florida, we’re the leading digital platform for air and cargo payments in North America and expanding rapidly worldwide. In 2022, Pay Cargo raised $130 million in Series C funding from Blackstone Growth to support our vision of becoming the global standard for B2B freight payments.

About the Role
We are looking for a seasoned  Commercial Account Manager (CAM)  with experience in freight forwarding, ocean liners, or air cargo / logistics sales that will be based out of  Netherlands, EU . In this role, you will manage and grow relationships with large corporate customers (shippers, forwarders, ocean carriers, terminals), ensuring success across adoption, retention, and expansion of Pay Cargo’s platform.

You’ll be the bridge between our product teams, operations, and clients, able to speak their language (logistics, shipping, cargo release, vendor‑payables, etc.), anticipate their needs, and drive revenue growth.

As the Commercial Account Manager, you will:
Account Management & Growth

Own a portfolio of mid‑to large‑size corporate accounts in freight forwarding, ocean liner operations, terminals, or cargo logistics.

Finance, API integrations).

Identify and pursue expansion opportunities (cross‑selling, additional business units, geographies, etc.).

Customer Onboarding & Success

Ensure smooth onboarding of complex clients: coordinate implementation, integrations (APIs, vendor networks), training, change management.

Act as primary point of escalation for customer issues; ensure high satisfaction, low churn.

Work with internal product, engineering, support teams to feedback customer needs and ensure product roadmap aligns with market demands.

Sales Support & Business Development

Support the sales team in closing high‑value deals. Provide subject matter expertise about logistics, ocean liner / forwarding operations, cargo release workflows, payment terms.

Lead the proposal development, contract negotiations, pricing for strategic accounts.

Maintain deep understanding of industry trends: ocean freight, forwarding, terminal release workflows, regulatory/compliance issues (e.g. OSRA compliance), vendor payment challenges.

Monitor competitor solutions, customer pain points, technology trends.

Metrics & Reporting

Produce regular reports to leadership on account performance, potential pipeline, risks and opportunities.

Forecast revenue, renewals, expansions from your portfolio.

You Are Likely To Succeed If:

5‑7+ years of experience in  sales / account management  in freight forwarding, ocean carriers, maritime terminal operations, cargo logistics, air cargo or similar.

Proven track record managing large or complex B2B accounts (multi‑stakeholder, vendor / payer relationships).

Strong understanding of shipping / forwarding / cargo release processes, vendor relationships, port & terminal operations.

Familiar with payment processes in logistics: invoices, accounts payable, receivables, possibly trade finance or financing products.

Experience working with technology / SaaS platforms; ideally in fintech or payments related to transportation/logistics.

Excellent communication, negotiation, and relationship building skills.

Analytical mindset: able to interpret usage data, financials, identify trends, spot risk, recommend solutions.

Comfortable with travel (25‑40%) and working in fast‑paced startup environment.

Preferred Qualifications:

Existing network or relationships with ocean carriers, shipping lines, global forwarders, terminals,…