Sales / Go-to-Market

About the role

You will establish the commercial foundation for Outpostnow in Greater China as a core member of our nascent commercial organization. In this capacity, you own the complete sales cycle, transforming high-level business objectives into tangible revenue streams. You will architect and execute a sales strategy specifically tailored to the intricacies of international shipping merchants across the region. This role demands ownership of end-to-end partnership development, integrating our services deeply into existing business platforms and ecosystems. You will be the primary driver behind market entry and establishing our foothold in this critical zone. Furthermore, you will act as the vital link between customer needs and our evolving product suite, ensuring alignment between commercial success and product value. Your work will directly define our market presence and trajectory in one of the world's most significant shipping hubs.

Key facts

What you'll do

• Conduct deep-dive research to identify and qualify high-potential B2B2B partnerships within the international shipping and logistics ecosystem.
• Architect and own a comprehensive sales strategy that targets merchants engaged in cross-border e-commerce and international freight movement.
• Collaborate intensively with product and marketing teams to ensure sales initiatives are synchronized with roadmap milestones and brand positioning.
• Analyze complex market dynamics and competitor maneuvers to iteratively refine our commercial approach and pricing structures.
• Generate detailed performance reports that synthesize sales metrics and qualitative market feedback for executive decision-making.
• Secure visibility and credibility by actively participating in high-level industry forums, trade conferences, and strategic networking functions.
• Deploy advanced data analytics to monitor pipeline health, conversion rates, and channel effectiveness, adjusting tactics for maximum impact.
• Translate intricate concepts related to tax optimization, customs clearance, and liability frameworks into compelling narratives for diverse stakeholders.
• Develop and manage a multi-stage sales pipeline, balancing proactive outbound initiatives with responsive inbound commercial inquiries.
• Forge strategic alliances with key intermediaries and platforms that serve the merchant community in Greater China and beyond.
• Utilize CRM systems to maintain meticulous records of all interactions, ensuring transparency and enabling precise forecasting.
• Design and execute targeted outreach campaigns that resonate with the specific pain points of international shipping professionals.
• Evaluate the success of various sales channels and allocate resources toward the most efficient and effective methods.
• Present tailored solutions to C-level executives, demonstrating how Outpostnow mitigates risk and unlocks value for their businesses.

Requirements

• Demonstrate fluency in both Mandarin and English during all business interactions, including negotiations and internal alignment.
• Leverage familiarity with AI-driven sales tools to automate research, enrich lead data, and draft persuasive communications efficiently.
• Provide documented evidence of full-cycle B2B sales achievements, preferably within fintech, payments, or e-commerce infrastructure domains.
• Exhibit a proven capacity to independently build and manage a complex sales pipeline from initial prospecting through deal closure.
• Articulate a strong grasp of tax, payments, customs procedures, and liability implications in both verbal and written forms.
• Thrive in a fast-paced startup setting where priorities shift rapidly and processes are continually being defined.
• Possess a results-driven mentality that prioritizes closing strategic deals while maintaining sustainable sales practices.
• Show adaptability in refining methodologies and approaches when faced with ambiguous market feedback or changing conditions.

Nice to have

• History of selling Merchant of Record services, tax compliance solutions, or other cross-border financial infrastructure.
• A track record of selling to clients based in or targeting the Chinese market, with an understanding of local business customs.
• Solid knowledge of customs regulations and import/export compliance issues that impact global shipping operations.
• A demonstrable passion for fintech innovation and a commitment to staying current on industry disruptions and technological advances.

Skills & tools

• Expertise in using CRM platforms and sales automation software to manage complex deal cycles.
• Competency with data analytics tools to extract actionable insights from performance dashboards and reports.
• Experience with digital marketing technologies and outreach platforms to generate and nurture qualified leads.
• Exceptional presentation abilities and written communication skills in both English and Mandarin.

Practical notes

• This role requires close physical proximity to the Greater China region and mandates regular coordination with colleagues in London and Amsterdam.
• Candidates must submit a detailed case study of a successfully closed deal, explaining the strategic methodology employed, the specific target segment in China, and a proposed actionable plan for replication. Additionally, a brief outbound message drafted in Mandarin for a potential merchant contact is highly advantageous.