About Us:

Ready to change the world? We’re reinventing freight and logistics at Trella. Backed by a number of leading VC companies (YC, Maersk Growth, Algebra Ventures and Raed Ventures) and we're looking for the best talent out there to help us build and scale our product offering. We aspire to create a step-change in the industry and we want you to be a part of the journey!

We are innovative problem-solvers on this adventure together. Working at Trella means that you’ll be surrounded by colleagues who are constantly pushing boundaries, thinking ahead, and meeting the high standards we set for ourselves. When we build, we do so in a product-led way: we value our customer experience and scalability, and we prioritize how we build our product accordingly.

Our Purpose:

At Trella our Vision is to Empower our Communities to move Economies Forward, and we're doing this by building a digital experience that provides our Shippers, Carriers and Teams with the right technology and platform that reduces the costs of moving goods —> Simply, we're trying to disrupt and reinvent trucking, and empower our economies. We have launched from Egypt to Saudi Arabia, Pakistan and UAE, and are looking to build and expand our footprint across the MENA-P region.

About the Role:

Own the conversion engine between first client meeting and first booked load. You turn lane data into smart, margin‑balanced price recommendations, build the internal tooling that accelerates quoting, and relentlessly drive structured follow‑up until the deal is closed and contracted. Hunters create demand; you ensure the spear hits.

Core Outcomes (What Success Looks Like)

Within 6–12 months you have:

• Higher Close Rate: Material uplift in Lead → Won % (baseline to be defined in Month 1).
• Faster Cycle: Median quote turnaround & time‑to‑contract reduced (target: >30% faster).
• Margin Discipline: Achieve or beat target CM1 / CM2 per won lane while improving win rate.
• Pricing Engine Adoption: ≥90% of new lane quotes generated through your pricing tool/model (no ad‑hoc spreadsheets).
• CRM Hygiene: 100% of active opportunities meet data completeness SLAs (stages, next action date, pricing version, decision ETA).
• Predictable Forecast: Weekly pre‑sales funnel forecast variance <10% vs actual signed (value & volume).

Key Responsibilities

1. Pricing Intelligence & Tooling

• Design, build, and iterate a lane pricing recommendation model (mix of historical lane performance, market benchmarks, carrier cost curves, seasonality, probability‑to‑win scoring).
• Maintain a pricing knowledge base: min / target / stretch ranges, guardrails & approval matrix.
• Instrument data pipelines pulling: historic buy/sell rates, capacity availability, lane volatility indicators, competitor signals (where available).
• Run A/B or multi‑arm tests on pricing strategies (e.g., anchor + concession bands) and codify learnings.

2. Deal Desk / Pre‑Sales Execution

• Convert raw lane lists from Saudi sales meetings into structured opportunities with quantified volume, lane attributes, desired service levels.
• Generate first‑pass quotes within agreed SLA (e.g., <4 business hours for standard lanes; <24 for complex).
• Maintain iterative quote versions & rationale; coordinate internal approvals for exceptions.
• Track concession history to prevent margin leakage.

3. CRM Ownership & Funnel Hygiene

• Own CRM configuration & data model for the pre‑sales stages (Lead → Qualified → Quoting → Commercial Agreement → Won / Lost).
• Enforce next‑action discipline; no opportunity without a future dated task.
• Build dashboards: aging by stage, quote turnaround, win probability calibration, pricing variance vs model.
• Trigger automated nudges / follow‑ups (email/WhatsApp templates, sequenced reminders).

4. Follow‑Up & Conversion Orchestration

• Act as Pre‑Sales Account Manager: schedule follow‑ups, clarify objections, push for contracting signature.
• Central point for sending standardized commercial proposals / LOIs / contracts; ensure legal + finance inputs (payment terms, credit limits).
• Run weekly “Strike List” session with hunters: unblock stuck deals, surface margin risks, adjust tactics.

5. Contracting & Handover

• Coordinate contract execution (redlines, signatures, internal approvals).
• Validate operational readiness checklist (lane specs, volume ramp plan, billing profile) before “First Load Go.”
• Provide a clean Handover Pack to the post‑sales / launch owner: final price table, committed volumes, SLA nuances, risk flags.

6. Continuous Improvement

• Quantify lost reasons; feed back structured insights (pricing gap, service capability, compliance).
• Recommend refinement to target customer profiles based on conversion & margin patterns.
• Train sales team on interpreting pricing guidance and good data capture habits.

Day-in-the-Life Snapshot

Morning: Review pipeline dashboard → identify at‑risk high‑value quotes → push follow‑ups.
Midday: Process new lane list from a Riyadh meeting → normalize data → run pricing engine → draft quote & margin scenario summary → send for approval.
Afternoon: Update CRM fields, refine pricing model parameters (fuel index shift), coordinate contract redlines with legal, prep tomorrow’s strike list.

Required Skills & Experience

Must-Have

Notes

3–5 years in pricing analytics, revenue operations, deal desk, or commercial analytics

Logistics / freight / marketplaces a plus

Strong SQL + Excel/Google Sheets modeling

Comfort with joins, window functions, scenario modeling

Experience building lightweight internal tools or dashboards (e.g., Looker, Metabase, Power BI, internal apps)

Python experience a plus

Structured follow‑up & pipeline discipline

Demonstrable improvement of conversion metrics

Statistical & profitability mindset

Understand contribution margin layers (CM1 / CM2)

Clear written & verbal communicator (English; Arabic beneficial)

Able to synthesize pricing logic for sales

High ownership & urgency

Bias to action; “no dead deals” mentality

Nice-to-Have

• Exposure to dynamic pricing, probabilistic win‑rate models or optimization algorithms.
• Basic scripting (Python) to automate data pulls & scoring.
• Familiarity with Saudi freight market lane patterns & seasonality.

Behavioral Traits

• Commercial Athlete: Blends analytical rigor with deal instinct.
• Data Evangelist: Refuses gut-only pricing; everything logged & explainable.
• Closer’s Mindset: Treats follow‑up cadences like a sales quota.
• System Builder: Automates repetitive quoting tasks quickly.
• Integrity & Guardrails: Protects margin while enabling smart concessions.

KPIs (Tracked Monthly / Quarterly)

Category

KPI

Conversion

Lead→Won %, Stage aging (days), # Deals closed

Speed

Avg quote turnaround time, Time Lead→Contract

Pricing Quality

Realized CM1 / CM2 vs target, Variance vs model recommendation

Discipline

% Opportunities with next action, Data completeness score

Forecast

Pre‑sales revenue forecast accuracy (value & margin)

Tool Adoption

% Quotes generated via pricing engine

Learning

# Structured loss analyses completed

30–60–90 Plan (Headline)

First 30: Shadow sales calls, map current pricing process & data sources, establish baseline metrics, quick wins (clean CRM fields, standard quote template).
Days 31–60: Build v1 pricing model + dashboard, define SLA metrics, implement follow‑up cadence automation, pilot on priority lanes.
Days 61–90: Iterate model (introduce probability weighting), formalize approval matrix, lock reporting pack, expand to all new lanes, deliver first margin uplift case study.

Tooling & Stack (Indicative)

• CRM: Freshsales / Pipedrive (to confirm) – you configure pre‑sales stages, fields, automations.
• Data: SQL warehouse (Snowflake / BigQuery), internal lane cost tables, historical buy/sell rates.
• Model Delivery: Internal web tool / GSheet front‑end + scripts, or lightweight app (Retool‑style) feeding pricing recommendations.
• Analytics: Looker / Metabase dashboards; scheduled performance email digests.
• Automation: Email / WhatsApp templates, task reminders.

Growth Path

Success leads toward Revenue Operations Lead, Commercial Strategy Manager, or eventually Country Commercial Lead (given exposure to pricing, contracting, forecasting, and margin management).

How to Apply

Send your CV + a short note on a pricing or funnel optimization project you’ve led (problem, your intervention, measurable outcome).