Commercial Account Manager - Air Freight

About PayCargo

PayCargo is the trusted, global platform for logistics, helping businesses navigate the complexities of payments and invoice processing. Backed by deep industry knowledge and unrivaled AI technology, the solutions streamline financial workflows, improving transparency, and enhancing productivity.

With real-time payment capabilities and a network of 5,000+ vendors-including MSC, Maersk, ZIM, and leading air, rail, and terminal partners-PayCargo improves cash flow and ensures faster, more reliable cargo movement.

Headquartered in Coral Gables, Florida, we're the leading digital platform for air and cargo payments in North America and expanding rapidly worldwide. In 2022, PayCargo raised $130 million in Series C funding from Blackstone Growth to support our vision of becoming the global standard for B2B freight payments.

About the Role

We are seeking a high-performing Commercial Account Manager (CAM) with a proven track record in air cargo, air operations, or ground handling sales. In this role, you'll lead the charge in driving new business development and expanding market share by selling PayCargo's innovative payment and cargo management solutions to airlines, ground handling agents, freight forwarders, and airport cargo operators. You'll leverage your industry knowledge and established relationships to identify opportunities, build strategic partnerships, and close complex deals. Acting as a trusted advisor, you'll translate customer operational challenges-across cargo handling, billing, and payment processes-into value-driven technology solutions that improve efficiency and profitability. This is a quota-carrying role ideal for a results-oriented sales professional passionate about transforming how the air cargo ecosystem moves and manages payments.

As the Commercial Account Manager, you will:

• Account Management & Growth
  • 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.).
• Customer Onboarding & Success
  • 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.
• Sales Support & Business Development
  • 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.
• Market & Industry Intelligence
  • 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.
• Metrics & Reporting
  • 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.

You Are Likely To Succeed If:

• 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.

Nice to Have

• 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.

What We Offer:

Our compensation package includes a highly competitive salary and bonus plan. We care about your well-being and personal life. We offer a vacation policy, sick policy, personal time off policy, and more.

Your success at PayCargo is determined by the impact that you are making, and how well you collaborate with the various teams that you interact with. Everyone at PayCargo is empowered to take ownership to learn, self-improve, and master their skills in an environment focused on efficiency, collaboration, and purpose.

We are proud to be an equal-opportunity employer - We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender, gender identity or expression, or veteran status.