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
This is a rare opportunity to build and lead Kpler’s growth across Continental Europe’s defense and intelligence community. You will own the full sales cycle, from first conversation to signed contract and beyond, working with ministries, agencies and public sector institutions where our data directly supports national security and policy decisions.
If you are a natural hunter who thrives on complex, high-value deals and wants your work to matter, this role offers real ownership, visibility and impact.
What you will do
Win new business. Own the end-to-end sales cycle, identifying, pursuing and closing high-value opportunities across government accounts. Grow
what we have. Manage strategic existing accounts, uncovering upsell and cross-sell potential. Navigate the public sector. Lead us through tenders, RFPs and long procurement processes to win and retain contracts. Build lasting relationships. Become a trusted partner to senior decision-makers across ministries, agencies and institutional clients. Drive regional growth.
Deliver ambitious revenue targets and shape our strategy for the region. Work as one team. Partner with Customer Success, Marketing and Product so clients get the most value from Kpler’s solutions. Keep the pipeline sharp. Maintain accurate pipeline
Selling Motion
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Geographic
Region-based territory assignment
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Ownership stake offered
Inherit existing accounts
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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