On-site
SaaS
arbeitnow
About this role
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
We’re looking for a highly motivated Account Executive to join our Sales team and win new logos across EMEA with a disruptive technology solution for the maritime sector. This is a true hunter role. You’ll close deals typically ranging from $50K-$250K ARR and own 60%+ of your pipeline through outbound prospecting.
What you will be doing
Own the full sales cycle: prospect, develop opportunities, demo the product, and close Generate 60%+ of your pipeline through outbound prospecting, with a minimum of 30 meaningful touches per day Build multi-threaded relationships across the buying committee rather than relying on a single contact Sell to economic buyers at VP and C-level, not just end users or directors Work with the global Sales team, Product, and Market Analysts to close strategic deals Deliver accurate forecasts, with 90%+ commit accuracy expected Consistently hit or exceed quota
What we are looking for
3+ years in new business SaaS sales with a verifiable track record 85%+ quota attainment in each of the last three years A ranking in the top 30% of your sales team At least 50% of your pipeline self-sourced through outbound prospecting Experience closing $30K+ ARR deals with multi-stakeholder buying committees Proven ability to access and sell to VP and C-leve
Selling Motion
Prospecting
Outbound-Heavy
Self-sourced pipeline via cold outreach
Deal Size
$250K
Typical contract value
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Vertical-Specific
Focused on a single industry vertical
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionThis Account Executive position at Kpler involves managing the full sales cycle from prospecting through close.
SaaS sales roles typically involve consultative selling with longer deal cycles.
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