Account Executive - Maritime/ Shipping & Logistics

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 a Mid Market Account Manager focusing on Supply Chain & Logistics, you will play a pivotal role in accelerating Kpler’s growth across key regional accounts. You will own and nurture multi-threaded client relationships, guiding mid-market organizations through complex global trade and logistics challenges using our industry-leading data platforms and SaaS solutions. In this high-impact commercial role, you will collaborate cross-functionally to maximize net retention, identify strategic expansion opportunities, and deliver clear business ROI directly to executive decision-makers.

Key Responsibilities:

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Drive Strategic Account Growth: Proactively manage, retain, and expand multi-threaded relationships across assigned mid-market accounts to maximize net retention and customer satisfaction.

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Develop Actionable Account Plans: Formulate and execute account growth plans featuring executive summaries, SWOT analyses, stakeholder mapping, and whitespace identification.

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Engage Key Decision-Makers: Initiate and lead consultative discussions with VPs, Directors, and economic buyers to uncover complex operational challenges and demonstrate measurable ROI.

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Execute Commercial Strategy: Negotiate complex renewal, upsell, and cross-sell agreements to secure profitable commercial terms for Kpler's DaaS and SaaS solutions.

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Collaborate Cross-Functionally: Partner closely with Product, Market Analysts, Customer Success, Account Development Representatives (ADRs), and Marketing to turn usage insights into revenue growth.

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Maintain CRM Integrity & Insights: Maintain accurate sales forecasting and data hygiene in Salesforce while gathering client feedback to directly inform Kpler’s product roadmap.

Experience & Background:

What you'll need (Must-haves):

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3+ years of B2B SaaS/DaaS commercial experience with a verifiable history of quota achievement selling data, analytics, or SaaS platforms.

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Demonstrated experience accessing, negotiating with, and closing deals directly with Director and VP-level economic decision-makers.

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Proven expertise in strategic account management, with the ability to balance long-term growth plans alongside short-term sales execution.

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Strong hunter mindset with a track record of uncovering and closing expansion, cross-sell, and upsell opportunities across enterprise departments or subsidiaries.

Nice-to-haves:

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Direct industry exposure or background in supply chain, maritime, manufacturing, or logistics technology sectors.

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Hands-on experience using Salesforce CRM for accurate sales forecasting and pipeline management.

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.

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