Business Development Manager (EMEA + APAC regions) – Kazakhstan

The key purpose of this role is to own and drive the development and scalable growth of the Freight vertical. The role is responsible for end-to-end business expansion, including commercial performance, pricing and unit economics, analytics, go-to-market strategy, and cross-functional execution. Business Development Manager validates and scales growth hypotheses, ensures sustainable GMV and revenue growth, and builds repeatable business models across regions.

• Business Growth: Own business growth and expansion of the Freight vertical, including revenue, GMV quality, and unit economics.
• Commercial & Pricing: Develop and manage pricing and tariff models, ensuring sustainable margins and competitive positioning.
• Unit Economics: Own unit economics calculations and continuously optimize business performance.
• Analytics: Drive analytical deep dives into business funnels (supply, demand, conversion, retention) and identify growth opportunities.
• Hypotheses & Experiments: Generate, validate, and scale business, product, marketing, and operational hypotheses in cross-functional teams.
• Go-to-Market & Branding: Own go-to-market initiatives, including branding, positioning, and collaboration with Marketing teams.
• CRM & Retention: Define and develop CRM logic: segmentation, lifecycle management, retention, and reactivation mechanics.
• Antifraud & Quality: Coordinate antifraud initiatives with risk and antifraud teams to ensure healthy marketplace economics.
• Strategy: Conduct market and competitor analysis and contribute to long-term Freight vertical strategy.
• P&L Ownership: Own P&L for the region / vertical: planning, monitoring, and optimization of core metrics.
• Leadership: Lead BD team and manage cross-functional stakeholders to deliver business results.

Analytics & Finance:  Advanced Excel / Google Sheets (financial models, unit economics, pricing, funnels).
Business Analytics: Funnel and cohort analysis, KPI monitoring.
Pricing: Pricing and tariff modeling.
Growth: Hypothesis-driven growth and experimentation.
Research: Customer Development (structured interviews, insights synthesis).
Market Analysis: Market and competitor research.
CRM: CRM systems and lifecycle management.
Technical: SQL and Python (nice to have).
Experimentation: A/B testing frameworks (nice to have).
Domain Knowledge: Marketplace or logistics economics (nice to have).
Analytical Thinking: Ability to independently analyze business and product data and validate insights.
Critical Thinking: Ability to challenge assumptions and decisions using data and logic.
Strategic Thinking: Ability to understand long-term business drivers and translate strategy into execution.
Structuring: Ability to decompose complex problems into clear frameworks.
Communication: Strong stakeholder management and escalation skills.
Leadership: Ability to lead teams and cross-functional initiatives.
Prioritization: Ability to focus on high-impact initiatives.
Project Management: Strong execution and delivery mindset.
Emotional Intelligence: Empathy, resilience, and low-toxicity behavior.
Self-Motivation: Ability to work autonomously and drive results.

• Stable salary, official employment.
• Health insurance.
• Hybrid work mode and flexible schedule.
• Access to professional counseling services including psychological, financial, and legal support.
• Discount club membership.
• Diverse internal training programs.
• Partially or fully payed additional training courses.
• All necessary work equipment.