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 As a Senior Account Executive on our EMEA Sales team, you will drive commercial growth by introducing Kpler’s disruptive technology and data solutions to prospective clients across Europe. In this role, you will lead end-to-end sales efforts, hunting new logos and demonstrating the value of our market intelligence platform to corporate decision-makers.
By expanding our footprint in the tech, consulting, commodities, and maritime sectors, you will play a key role in supporting Kpler’s global expansion goals.
Key
Responsibilities
Drive Revenue Growth: Own and manage the complete sales cycle from prospecting, inbound lead qualification, and live platform demonstrations to closing high-value contracts.
Execute Territory Strategy: Develop and execute strategic territory plans across Europe to generate outbound pipeline and achieve annual growth targets.
Build Executive Relationships: Cultivate strategic, trust-based relationships with prospective clients and internal stakeholders to understand their core business challenges.
Collaborate Cross-Functionally: Partner closely with global Sales, Product, and Market Analysis teams to share market feedback and help refine Kpler’s offerings.
Ensure Accurate Forecasting: Maintain meticulous CRM records to deliver reliable
Selling Motion
Prospecting
Hybrid
Mix of inbound leads and outbound prospecting
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.
Role Signals
Green Flags
Warm leads provided
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 questionAs an Account Executive with Kpler, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
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