The Role
Own the full sales cycle for new maritime-sector SaaS customers across EMEA, from outbound prospecting and opportunity development through product demonstrations and closing. Build multi-threaded relationships with VP and C-level economic buyers, manage strategic deals, maintain accurate forecasts, collaborate with Sales, Product, and Market Analysts, and consistently achieve quota.
Summary Generated by Built In
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.
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.
- 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.
We are a dynamic company dedicated to nurturing connections and innovating solutions to tackle market challenges head-on. If you thrive on customer satisfaction and turning ideas into reality, then you’ve found your ideal destination. Are you ready to embark on this exciting journey with us?
We make things happen
We act decisively and with purpose, going the extra mile.
We build
together
We foster relationships and develop creative solutions to address market challenges.
We are here to help
We are accessible and supportive to colleagues and clients with a friendly approach.
Our People Pledge
Don’t meet every single requirement? Research shows that women and people of color are less likely than others to apply if they feel like they don’t match 100% of the job requirements. Don’t let the confidence gap stand in your way, we’d love to hear from you! We understand that experience comes in many different forms and are dedicated to adding new perspectives to the team.
Kpler is committed to providing a fair, inclusive and diverse work-environment. We believe that different perspectives lead to better ideas, and better ideas allow us to better understand the needs and interests of our diverse, global community. We welcome people of different backgrounds, experiences, abilities and perspectives and are an equal opportunity employer.
By applying, I confirm that I have read and accept the Staff Privacy Notice
Skills Required
- 3+ years of new business SaaS sales experience with a verifiable track record
- 85%+ quota attainment in each of the last three years
- Ranking in the top 30% of the sales team
- At least 50% of pipeline self-sourced through outbound prospecting
- Experience closing deals worth $30K+ ARR with multi-stakeholder buying committees
- Ability to access and sell to VP and C-level economic buyers
- Experience with MEDDPICC or a similar sales methodology
- Experience in maritime, commodities, energy, or data and analytics
- Experience selling to C-suite buyers in mid-market or enterprise accounts
- Track record of 120%+ quota attainment backed by verifiable references
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The Company
What We Do
Kpler is the leading data & analytics firm providing real-time transparency in commodity markets. Relying on a methodology that combines artificial and human intelligence, the Kpler platform provides real-time data and analytics (global flows, storage, freight) on more than 40 commodities including crude oil, refined products, LNG, LPG, and dry bulk.
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