Revenue Operations Director

Description

About Us

Almost every single thing that you eat, wear, or use (yes, even the screen you’re reading this on) is imported. Freight quite literally moves the world. And we’re helping it move even better.

Freightos (Nasdaq: CRGO) is the global booking and payment platform for the trillion-dollar freight industry. Hundreds of airlines and ocean liners, thousands of freight companies, and over ten thousand importers and exporters use our platform to move goods around the world faster and more efficiently. This matters. Efficient freight ultimately makes things cost a little bit less when you buy them in the store.

As the leading global freight booking platform for a massive industry, we’ve been crushing it with double-digit growth, year after year, supporting well over one million shipments every year. 

About the Role

The Director of Revenue Operations at Freightos Group will drive optimization and alignment of end-to-end revenue processes across all commercial functions—Sales, Account Management, Finance, Marketing, and Customer Success—while working closely with Sales Operations to leverage data-driven, strategic execution. This role will serve as a force multiplier for the commercial organization by improving cross-functional collaboration, building scalable processes, and delivering actionable insights to drive hyper-growth on a $30M+ revenue base. 

The ideal candidate will combine strategic thinking with operational expertise, and a deep understanding of SaaS and logistics tech business dynamics. This role will also provide interim leadership for the Sales Operations team while the current leader is on leave. 

Responsibilities:

Revenue Planning & Forecasting

• Drive quarterly and annual revenue forecasting across Freightos commercial units, in close collaboration with Sales Ops and Finance.
• Translate business strategy into revenue strategy and operational go-to-market plans, ensuring accountability across teams.
• Identify revenue gaps and lead cross-functional working groups to design action plans.
• Spearhead revenue operational excellence by optimizing current processes, implementing new processes, and ensuring end-to-end execution

Commercial Performance Management

• Define and track revenue KPIs and commercial performance metrics across the entire customer lifecycle.
• Partner with Product and Data to design dashboards that enable real-time business visibility.
• Run monthly and quarterly performance reviews, cascading insights to drive decisions.

Strategic Execution and Coordination

• Coordinate and project manage cross-functional GTM initiatives like pricing changes, new product rollouts, and customer lifecycle programs.
• Align stakeholders (Sales, Marketing, Customer Success, Product, Strategy) to ensure frictionless execution and shared accountability.

Revenue Enablement

• Own the buildout and governance of sales playbooks, onboarding, training programs, and commercial communications.
• Partner with Sales Ops (led by Aliona) to operationalize content delivery via CRM, LMS, and automation tools.
• Ensure that commercial teams are equipped with data, narratives, and materials that drive pipeline velocity and customer expansion.

GTM Alignment and Cross-Segment Coordination

• Facilitate consistent GTM alignment across shipper, forwarder, and carrier commercial teams.
• Lead cadence and collaboration mechanisms (e.g., GTM syncs, campaign briefings, commercial offsites).
• Bridge communication gaps and ensure coordination across commercial initiatives.

Pricing & Packaging Support

• Act as a thought partner on monetization strategy and packaging alignment across products and segments.
• Support pricing governance and feedback loops between sales, product, and finance.

Special Projects & Commercial Strategy

• Lead ad hoc strategic initiatives with a commercial or revenue optimization lens.
• Contribute to board and leadership materials around commercial execution and performance.

Partnership with Sales Operations

• Serve as a close partner to the Director of Sales Operations, aligning CRM strategy, pipeline execution, and tooling priorities with broader revenue goals.
• Collaborate to refine lead handoff processes, quota setting, sales territory design, and rep productivity improvements.
• Provide feedback loops between commercial leadership and Sales Ops to ensure revenue strategy is operationalized effectively.
• In partnership with Sales Ops, implement sales desk support

Requirements

About You 

Basic requirements

• 7+ years of experience in revenue operations, commercial strategy, or GTM program management in B2B SaaS and platform businesses.
• Experience working closely with Sales Operations teams; ideally with prior exposure to leading or managing Sales Ops.
• Proven success in designing and driving cross-functional revenue projects at scale.
• Deep understanding of B2B SaaS and platform business metrics and sales funnel dynamics.
• Strong stakeholder management, communication, and change management skills.
• Experience with CRM systems (e.g., Salesforce, Zoho), BI tools, and workflow automation.
• Strategic mindset with the ability to roll up sleeves and execute tactically.

Why Freightos is the Perfect Runway for Your Career! (BCN Version)

• We genuinely value work-life balance! We work hybrid, allowing you to enjoy quiet days at home, free from traffic, with in-office days, to meet your fabulous team face-to-face just 5 days a month.
• We believe that employees who get better make us all better. We strive for professional development and continuous learning. Alongside career support and guidance, you’ll receive an annual training budget for personal and professional development.
•  We don’t just offer jobs—we offer a stake in something bigger. As part of Freightos, you’ll be eligible to receive equity incentive grants that vest over time, aligning your success with the company’s long-term growth. The more we build together, the more you benefit.
• A multicultural global team makes global freight easier. You’ll work with people from around the world, gain new perspectives, and experience diverse ways of thinking—fun and eye-opening!
• Some cool perks such as Private Health Insurance, Ticket Restaurant, and Flexible Remuneration options for nursery, transport, and restaurant vouchers. 
• Flexible schedule & intensive working hours on Fridays so that you can enjoy a longer weekend :)
• Our office in Torre Glories is located in the center of the tech HUB in Barcelona and has stunning city views. We organize events and gatherings throughout the year to keep the team connected and energized. 

Freightos is an equal opportunity employer, committed to treating all potential employees fairly and ensuring equal opportunities for everyone.