Own the full sales cycle for SME accounts across EMEA, including prospecting, pipeline generation, product demonstrations, negotiations, new customer acquisition, renewals, forecasting, and territory management. Collaborate with Product, Market Analysts, Customer Success, Marketing, and Sales Operations to deliver tailored commodity and maritime intelligence solutions and exceed revenue targets.
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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 an Account Manager - SME, you will play a pivotal role in accelerating Kpler’s growth trajectory across the EMEA region by driving new logo acquisition and expanding our presence within small and medium-sized enterprises. Operating within our dynamic Mid-Market Sales team in London, you will own the end-to-end commercial process—from prospecting and product demonstrations to contract negotiation and closing. You will serve as a trusted advisor, showcasing how our disruptive commodity and maritime intelligence platform transforms business operations. This is an exciting opportunity for a results-driven commercial professional to make a direct impact on Kpler's expansion.
Key Responsibilities
Drive Full Sales Cycles: Own and manage the complete sales journey, including lead follow-up, product demonstrations, contract negotiations, new logo acquisition, and timely renewals across the EMEA territory.
Execute Pipeline & Prospecting Strategy: Proactively target high-potential SME accounts, generating a robust outbound pipeline to meet and consistently exceed annual revenue targets and growth quotas.
Deliver Compelling Demos: Present tailored solutions demonstrating Kpler’s value proposition in solving complex supply chain, maritime, and commodity market challenges for prospective clients.
Cross-Functional Collaboration: Partner closely with Product, Market Analysts, Customer Success, Marketing, and Sales Operations to feed back market insights, enhance platform features, and drive long-term business growth.
Forecast & Territory Management: Maintain accurate, up-to-date monthly and quarterly forecasts while responding promptly and thoroughly to prospect inquiries and client requests.
Experience & Background
What you'll need (Must-haves):Commercial Experience: 1–3 years of hands-on experience in account management, direct sales, or business development roles within technology, SaaS, or data/analytics environments.
Sales Execution & Negotiation: Proven track record of pipeline generation, conducting product demos, managing trial periods, and closing new business at or above quota.
Communication & Drive: Exceptional written and verbal communication skills in English, accompanied by a proactive "hunter" mindset, strong negotiation abilities, and high self-motivation in fast-paced environments.
Nice-to-haves:Domain Knowledge: Prior exposure to or familiarity with the maritime, shipping, or global commodities markets.
Tech Stack: Hands-on experience using modern sales tools such as Salesforce, ZoomInfo, Outreach, and LinkedIn Sales Navigator.
Multilingual Skills: Fluency in additional European languages is a strong plus.
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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