Business Development Manager APAC&EMEA
Department: Delivery
Employment Type: Full Time
Location: Kazakhstan
Description
The Freight vertical provides essential logistics solutions for Private and SMB clients. This role covers the
EMEA & APAC regions, with a strong operational focus on Kazakhstan as well as broader EMEA and APAC expansion
.
The key purpose of this role is to own and drive the development and scalable growth of the Freight business. As a Business Development Manager, you will be responsible for end-to-end business expansion — including commercial performance, pricing and unit economics, analytics, go-to-market strategy, and cross-functional execution. You will validate and scale growth hypotheses, ensure sustainable GMV and revenue growth, and build repeatable business models across your target markets.
Key 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.
Qualifications
- 3+ years of experience in business development, commercial operations, or growth management in a marketplace or logistics/freight business.
- 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.
- 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.
- Knowledge of SQL, Python, or A/B testing frameworks is a plus.
- Fluent English.
Why join us
- 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.
