PayCargo · 2 months ago
Commercial Account Manager - Air Freight
Atlanta, GA
Full-time
Onsite
Senior Level
5+ years expPayCargo is a trusted global platform for logistics, specializing in payments and invoice processing. The Commercial Account Manager will drive new business development and expand market share by selling innovative payment and cargo management solutions to airlines and freight forwarders, leveraging industry knowledge to build strategic partnerships and close complex deals.
FinTechPaymentsSoftware
Responsibilities
Own a portfolio of mid- to large-size corporate accounts in freight forwarding, ocean liner operations, terminals, or cargo logistics
Drive retention, renewals, upsells (e.g. add-on modules: Invoice AI / AP automation, Finance, API integrations). Identify and pursue expansion opportunities (cross-selling, additional business units, geographies, etc.)
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
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
Track account health metrics: usage volume, payment velocity, profitability, churn risk
Produce regular reports to leadership on account performance, potential pipeline, risks and opportunities
Forecast revenue, renewals, expansions from your portfolio
Qualification
Required
5-7+ years of experience in sales / account management in cargo logistics, air cargo, airline operations, or similar
Proven experience building and managing strategic relationships with airline finance, cargo operations, and handling teams
5+ years of consultative selling experience, aligning customer needs with tailored solution offerings
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 (if required) and working in fast-paced startup environment
Preferred
Experience with digital payment platforms, cargo management systems, and AWB processes
Existing network or relationships with air cargo professionals from major airlines and air ground handlers
Experience implementing API / system integrations with logistics / forwarding / terminal management systems
Understanding of compliance and regulatory frameworks in maritime / cargo payments (e.g., OSRA or equivalent)
Experience selling or managing credit / finance / working capital products
Benefits
Highly competitive salary and bonus plan
Vacation policy
Sick policy
Personal time off policy
Company
PayCargo
PayCargo is an online payment settlement system for the Global Freight Maritime industry.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$290MKey Investors
Blackstone GroupInsight Partners
2022-06-15Series C· $130M
2021-06-15Series B· $125M
2020-09-29Series A· $35M
Leadership Team
Juan Dieppa
Chief Operating Officer & Co-Founder
Enrique (Henry) Del Riego
Senior Vice President Finance
Recent News
Arabian Business
2025-07-24
Company data provided by crunchbase