Account Director

## **About Sedna** Sedna is at the forefront of revolutionising global trade, serving as the North Star for businesses navigating the complexities of international commerce. Our AI-powered platform is designed to make global trade more efficient, transparent, and sustainable. As we continue to grow and innovate, we are looking for exceptional talent to join our journey and contribute to our mission of transforming global trade. You can find out more about us on our website: ## About The Role As an Account Director at Sedna, you'll carry a blended number: winning new logos across the commodities and owner/operator/charterer segments, and expanding our relationships with the key customers already in your portfolio. This is a senior, strategic sales position. On the new business side, you'll run the full cycle - from prospecting through to close - bringing new shipping and trading companies onto Sedna's platform. On the account side, you'll act as a trusted advisor to our most important existing customers, deepening engagement and identifying new opportunities for expansion. Either way, you're driving revenue growth with the autonomy and accountability of a founder, and helping customers unlock the full potential of Sedna's AI-powered platform. Working in a fast-growth company means that no day is ever the same! But here are the main responsibilities and tasks you'll undertake while working for us: ### Industry and product knowledge - Developing deep knowledge of the commodities, owner, operator and charterer segments within maritime to build credibility and tailor your approach to each prospect's and customer's unique needs. - Increasing your expertise in Sedna's product, understanding its core features, capabilities and how it addresses challenges faced by our largest customers. - Leveraging case studies and success stories from current clients to provide insights and strategies that improve outcomes for prospects and customers alike. - Using Sedna's platform extensively to ensure familiarity with its features, value propositions and potential use cases for different parts of a business. ### New business development - Building and qualifying a pipeline of high-potential new-logo prospects across the commodities and owner/operator/charterer segments. - Researching and prioritising target accounts based on size, tech stack and operational complexity. - Running discovery conversations and tailored demos that connect a prospect's operational challenges to Sedna's platform capabilities. - Leading the full sales cycle for new business - scoping, negotiation and close - with commercial rigour and customer-centricity. - Representing Sedna at relevant international maritime events to build visibility and network with potential buyers. - Ensuring a smooth handover to onboarding and success teams so new customers experience immediate value. ### Account strategy and growth - Building and executing account strategies for key customers to ensure sustained value and expansion of Sedna's footprint. - Engaging with senior stakeholders across departments within your accounts to identify new opportunities for growth, leveraging existing relationships to introduce additional Sedna solutions. - Developing a deep understanding of your customers' strategic goals and aligning Sedna's offerings to help them achieve long-term success. - Ensuring a thorough understanding of each customer's internal workflows and how Sedna can be further integrated to optimise efficiency. ### Driving growth and expansion - Identifying upsell opportunities within your existing accounts by understanding customers' evolving needs and challenges. - Working alongside the solutions consultancy team to lead product demonstrations and scoping sessions to highlight the benefits of expanding Sedna's use across different teams and departments. - Collaborating with the Customer Success, Product and Implementation teams to facilitate smooth rollouts and ensure successful adoption of expanded services. - Managing contract renewals and expansions, ensuring that all commercial terms are aligned with your growth targets and the customer's needs. - Working with RevOps and Finance to ensure company best practices are followed across new business, renewals and expansions. ### Stakeholder engagement - Mapping out key decision-makers within prospects and existing accounts and establishing strong, trusted relationships with them. - Acting as the main point of contact for senior stakeholders and ensuring Sedna is viewed as a strategic partner, not just a vendor. - Hosting regular business reviews and strategic planning sessions with key accounts to track progress, uncover opportunities and ensure ongoing success. ### Continuous improvement - Contributing and maintaining data for effective forecasting across both new business and existing accounts. - Contributing to the Product, Marketing, Success and other teams to help Sedna be a better company and platform, and in turn, make a bigger impact on our customers. - Reflecting on successes and failures, and making improvements to your ways of working as a result. ## ## About You Proven, direct management of client relations at C-suite level is essential - this is a senior role and requires building and maintaining strong, strategic relationships with both prospects and existing customers from day one. At Sedna, we believe it's your skills and attributes that ultimately make you successful in a role. Here's what we're looking for: - **Experience** - a minimum of 10 years' experience in client-facing, sales or account management roles, with a proven track record of both winning new logos and growing large strategic accounts. Shipping or maritime industry experience is highly valued - we're looking for someone who already understands our customers' world. - **Self motivated** - you are motivated to achieve in this role because of your enthusiasm - you relish pressure from others but don't need it to succeed. - **Concise communicator** - you can articulate a message in a calm, clear, focused way. You hold your audience's attention, and they retain what you tell them. Equally, you actively listen and interpret what your audience tells you. - **Emotionally intelligent** - you understand, use and control your emotions in positive ways, to relieve stress, empathise with others, overcome challenges, and diffuse conflict. - **Technical aptitude** - you keep abreast with modern technologies and have the ability to learn and master them quickly. - **Coachability** - you have the ability to adapt and improve as required. ## **Our Values** Finally, culture is important to us, so we also look for candidates who share our values: **Stay Ahead, Stay Agile** - We don’t just adapt-we anticipate change and act with confidence. - Curiosity, data, and customer insights help us stay ahead of the curve. - We embrace challenges as opportunities and remain resilient under pressure. - By staying open to new ideas and ways of working, we lead the future. **Execute With Focus** - We turn strategy into action, delivering measurable results that matter. - Every initiative counts-discipline and ownership drive business impact. - We make smart decisions with speed, balancing pace and precision. - Clear priorities keep us focused on what moves the needle. **Work Together, Win Together** - Collaboration is our superpower-we succeed as one team, internally and with customers. - We co-create solutions, seek feedback, and build the future of the OS together. - Strong relationships are built on trust, respect, and shared goals. - By aligning across teams and with customers, we unlock greater impact.