Business Development Manager APAC&EMEA

Responsibilities

Own business 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, ensuring sustainable margins and competitive positioning.
Own unit economics calculations and continuously optimize business performance.
Drive analytical deep dives into business funnels (supply, demand, conversion, retention) and identify growth opportunities.
Generate, validate, and scale business, product, marketing, and operational hypotheses in cross-functional teams.
Own go-to-market initiatives, including branding, positioning, and collaboration with Marketing teams.
Define and develop CRM logic: segmentation, lifecycle management, retention, and reactivation mechanics.
Coordinate antifraud initiatives with risk and antifraud teams to ensure healthy marketplace economics.
Conduct market and competitor analysis and contribute to long-term Freight vertical strategy.
Own P&L for the region / vertical: planning, monitoring, and optimization of core metrics.
Lead BD team and manage cross-functional stakeholders (Product, Marketing, Operations, Risk) to deliver business results.

3+ years of experience in business development, commercial operations, or growth management in a marketplace or logistics/freight business.
Ability to independently analyze complex data, challenge assumptions with logic, and translate high-level strategy into clear execution frameworks.
Strong execution and delivery mindset with the ability to work autonomously, decompose complex problems, and focus on high-impact initiatives.
Excellent leadership and cross-functional stakeholder management skills.
High level of empathy, resilience, and a constructive, low-toxicity approach to teamwork.

Advanced Excel / Google Sheets skills (financial models, unit economics, P&L modeling, tariff design, 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.
Knowledge of SQL, Python, or A/B testing frameworks is a plus.
Fluent English.

Help us challenge injustice by creating fair choices for millions of people across 47 countries.
Develop your professional skills with access to mentoring, career consulting, and learning programs.
Collaborate with teams around the world and gain international experience through our Global Talent Exchange Program.
Engage in company-wide challenges, awards, sports activities, employee-led social impact and volunteering projects.
Work alongside people who take initiative, speak openly, and challenge themselves to grow.
Improve your language skills through co-financed courses and internal speaking clubs.
Final benefits may vary depending on the location.