The Opportunity:

The role of the Ops Specialist is a critical part of making Flexport’s mission to make global trade easy for everyone a reality. In this role, your direct customers are the partners within your region: our account management and customs teams, subcontractors, carriers, terminals and trucking providers. Your work directly supports Flexport’s end customers in achieving their logistics goals. Most importantly, you will play a pivotal role in building the next operational model at Flexport: allowing us to effectively scale to achieve our mission of making global trade easier for everyone.

This role is designed to problem solve impactful operational challenges as part of our Global team while developing specialized expertise in supply chain operations. As the person who executes service delivery for our clients, you have the unique opportunity to help your regional account team spot opportunities to improve and grow our customers’ business. You will be charged with helping Flexport account management teams and clients solve exceptional challenges in order to move their shipments in less time with lower costs and via improved productivity by your team, unblocking issues and establishing procedures to prevent them in the future.

Scope of Duties:

• Execute booking and documentation processes with clients /carriers
• Timely shipment troubleshooting and exception escalation / handling
• Work intimately with Flexport AM, Planning team to ensure an effective end to end export process.
• Plan and execute special freight operations (i.e. DG, reefer, etc). 
• Assist Associate on new business/process implementation, new projects and new tasks. 
• Support internal and external clients to make the best decision with your expertise;
• Live and act with integrity guided by the company values including sustaining a high bar for operational quality and service.
• Inform the business process and software capability needs to help scale our growing team while improving quality, service, efficiency and regulatory compliance.
• Contribute to the development and implementation of the procedure and system to differentiate Flexport operations from the industry.

What you will need:

Experience:

• BA/BS degree 
• (Preferred) 1-2 years of prior experience in Logistics, Warehousing, Freight Forwarding, Supply Chain or Consulting; (High performing fresh grad could be considered)
• Fluent in English and Bahasa Indonesia (Written & Spoken)

Mindset:

• Desire to “build a better machine” and get irritated when things aren’t optimal
• Hands-on, process-oriented, structured thinking with strong problem-solving capabilities 
• Strategic vision and ground floor execution
• Excitement to manage vendor relations and create best-in-class, innovative structures to do so
• Excellent communication, interpersonal and organizational skills
• A client service mindset; you are obsessed with client and squad happiness
• Next-level attention to detail
• Courage to challenge the status quo when logic and reason require it. See something broken? Fix it!
• Flexibility to get the job done when needed. Willing to work outside office hours and occasional weekend or night shifts in certain locations.

What you will learn:

• You will learn what it takes to lead small teams in the execution of day-to-day tactical tasks.
• You will learn how to thrive in an ambiguous environment, research and test operational hypotheses and inform the strategy of a newly built team.
• You will gain specialist expertise to become an ocean or network operations and intermodal subject matter expert within the company. You are the leading advisor in this area, someone our clients, partners, and internal teams go to for advice and strategy.
• You will gain the ability to continuously improve the client experience through a deep industry understanding. You are singularly positioned to realize how we can both work within and push the logistics industry forward to meet the standards of Flexport’s client-centric service.

Future tracks this role could lead to:

• Procurement or other expert roles requiring deep expertise in a specific area of supply chain management. You are the leading advisor in this area, someone our clients, partners, and internal teams go to for advice and strategy. You will have built processes and tools or led webinars, amplifying your knowledge.
• Client advisor/ account management. Your deep passion for growing our customers’ business sets you on a path to become their advocate and representative at Flexport.
• Team leadership. You learn how to be a player-coach who apprentices team members on skill development.

Job Details

• 💼 Revenue team 
• 📍Indonesia (Jakarta or Bali) 
• 🕜 Full-Time Remote
  
• 🌐 Native Indonesian speaker, fluent in English

What you will do

You’ll be the face of Lighthouse for prospective clients, owning the full sales cycle from prospecting to close. This is a hunter role: you carry a quota, you build your own pipeline, and you’re accountable to outcomes and success. No excuses, just results. 

What makes this different: you won’t do it alone. Lighthouse is deploying an agent AI infrastructure — Enablement, Pre-Sales, and Coaching agents — alongside a modern revenue stack. AI handles the prep, the sequencing, and the pattern recognition so you can focus on what matters — building relationships, running sharp discovery, and closing deals. 

We work with MEDDPICC to support high-quality deal execution. You’ll advance deals with evidence, protect pricing on value, and forecast with precision. We want to help you use modern tools to become a better seller and achieve great success.

Where you will have impact

• Own your territory and your number. Build and execute a strategic territory plan to generate a net-new pipeline. Maintain 3x pipeline coverage, forecast honestly, and take full accountability for your results. Your quota is your commitment.
• Hunt and build a pipeline. Source a meaningful share of your own pipeline through outbound sequences, ICP targeting, Lighthouse Connect events, and industry conferences. This is not an SDR-reliant role. 
• Run a disciplined sales process. Using MEDDPICC to qualify and advance opportunities. Use the AI Pre-Sales Agent to identify gaps before every major call. Advance deals through stage gates with evidence, not optimism. Leverage AI to make your days easier and focus on more selling time. 
• Use AI as a force multiplier. Leverage the Enablement Agent for call prep, discovery frameworks, and positioning. Use the Coaching Agent to surface patterns in your pipeline and win rate. Push back on the tools when they’re wrong — help make the system smarter. 
• Become an expert in direct channel strategy. Understand how hotels drive direct bookings and reduce OTA dependency. Position The Hotels Network suite as the solution that optimises the guest journey from first visit to confirmed reservation. Know the competitive landscape inside out and articulate clear ROI to revenue and marketing leaders. 
• Drive results beyond net-new. Consistently meet and exceed sales targets through new business and by identifying expansion and upgrade opportunities within your accounts. Partner with Product to share market feedback and influence the roadmap. Represent Lighthouse at industry events to build the brand and your network.

About our team

You’ll be a key player in our global Revenue team, a vibrant and ambitious group of over 150 professionals spread across 24 countries. We’re the driving force behind Lighthouse’s market expansion, and you’ll be joining at a pivotal moment as we integrate The Hotels Network. Our team is collaborative, results-obsessed, and passionate about helping hotels succeed. We celebrate wins, support each other through challenges, and provide ample opportunities for you to grow your career within our rapidly expanding organisation.

What's in it for you

• Flexible time off: Autonomy to manage your work-life balance.
• Career development: Workshops, frameworks, and training to maximize your professional potential.
• Impactful work: Shape products relied on by 85,000+ users worldwide.
• Referral bonuses: Earn rewards for bringing in new talent.

Who you are

• 2–5 years in a closing sales role, SaaS experience is a must but hunger and skill matters more than industry tenure. 
• Self-directed, coachable, and driven to continuously improve. You seek feedback on your calls, your pipeline, and your positioning — and act on it within the next deal, not the next quarter. 
• You treat AI tools as a core part of your selling motion, not a novelty. You adopt new tooling quickly and bend it to your style. 
• Experience with MEDDPICC or similar qualification frameworks is a plus, not a requirement. What matters is that you bring discipline and structure to how you run deals.
• Strong business acumen with the ability to sell on value, not price. Confident engaging stakeholders from GMs to C-suite.
• You want to win. You prospect when it would be easier not to. You follow up one more time. You’re not okay with a bad quarter.
• Exceptional command of the English language and native Bahasa Indonesian.

The SDR at Anaplan is typically the first voice a prospective Anaplan client will hear. You will deliver a message of an easier way to do business; planning, forecasting, modelling and budgeting.  You will follow-up on and create qualified leads, learn how to sell using Account Based Marketing techniques, build rapport, nurture relationships and schedule initial meetings and demonstrations for the direct sales force with enterprise companies around the world.

What you'll be doing:

• Develop and generate Sales Qualified leads by prospecting Enterprise accounts, identifying key stakeholders, understanding their pain and needs, building connections with Anaplan account team.
• Follow up on marketing-generated leads and inbound requests, by speedy follow-up with event attendees, and by daily making outbound cold-calling, email correspondence and other forms of digital prospecting to targeted prospects in our Target Market
• Learn how to have value-based discussions with prospects
• Work with field sales to develop and execute Account Based Sales Development strategies targeting the right person at the right time, with the right message.
• Challenge themselves to meet and exceed weekly and monthly sales metrics, forecasts, meeting and call objectives

More about you:

• 2-5+ years Inside Sales/Sales Development/Market Development/Business Development experience in Indonesia/South east asia market
  (preferably at an enterprise software company selling SaaS /Cloud applications)
• Preferable to have experience calling with CXO/Directors of Enterprise Accounts
• Tech savvy and eager to learn new prospecting technology stacks
• Consistent track record of performance on pipeline generation, meeting set-up
• High level of energy, drive, enthusiasm, initiative, commitment and professionalism
• Discipline to maintain high call volumes or emails
• Bachelor’s Degree