Account Executive (New Business)

Job description

At Kpler, we are dedicated to helping our clients navigate complex markets with ease. By simplifying global trade information and providing valuable insights, we empower organisations to make informed decisions in commodities, energy, and maritime sectors. Since our founding in 2014, we have focused on delivering top-tier intelligence through user-friendly platforms. Our team of over 850 experts from 69 countries works tirelessly to transform intricate data into actionable strategies, ensuring our clients stay ahead in a dynamic market landscape. Join us to leverage cutting-edge innovation for impactful results and experience unparalleled support on your journey to success. #### **About the role** As an Account Executive in our Maritime team, you will win new logos by bringing Kpler’s maritime intelligence platform to shipping, trading and financial organisations that don’t yet work with us. This is a true hunter role with real ownership: you will build and run your own pipeline, sell to senior decision-makers, and close deals typically in the $50K–$250K ARR range. ### Key Responsibilities - **Own the Full Sales Cycle:** Manage every stage from first outreach to signed contract, including prospecting, discovery, tailored demos, negotiation and close. - **Build Your Own Pipeline:** Generate the majority of your pipeline (60%+) through outbound prospecting, using a consistent, high-activity approach across calls, email and LinkedIn. - **Sell to Senior Decision-Makers:** Engage VP and C-level buyers, and build relationships across the wider buying committee so deals don’t depend on a single contact. - **Demonstrate Value:** Show how Kpler’s maritime data helps clients with their commercial, risk and operational decisions. - **Collaborate Across Teams:** Work with the global Sales team, Product and Market Analysts to win strategic deals and feed market insight back into the business. - **Forecast with Accuracy:** Keep your pipeline and forecast up to date and reliable, so the business can plan with confidence. - **Deliver Against Quota:** Consistently hit or exceed your targets. #### What we are looking for - **New Business SaaS Experience:** 3+ years in new business sales of SaaS, data or analytics products, with a track record of meeting or exceeding quota. - **Outbound Prospecting Track Record:** Experience generating a significant share of your own pipeline, not relying on inbound leads alone. - **Senior and Multi-Stakeholder Selling:** Experience closing $30K+ ARR deals involving multiple stakeholders, and getting access to VP and C-level buyers. - **Structured Sales Approach:** Familiarity with a methodology such as MEDDPICC or similar. - **Communication & Drive:** Excellent written and verbal English, strong negotiation skills and a self-motivated, hunter mindset. **Nice to have** - **Domain Knowledge:** Exposure to maritime, shipping, commodities or energy markets (a plus, not a requirement). - **C-Suite Experience:** Experience selling to the C-suite in mid-market or enterprise accounts. - **Over-Achievement:** A history of exceeding quota, ideally supported by references. - **Tech Stack:** Hands-on use of tools such as Salesforce, ZoomInfo, Outreach and LinkedIn Sales Navigator.