Own enterprise sales across Europe for a freight market intelligence platform. Responsibilities include developing territory and industry growth plans, managing 48+ enterprise accounts quarterly, leading complex multi-stakeholder sales cycles, maintaining MEDDPIC forecasts and closing plans, coordinating internal experts, building business cases, and increasing industry visibility through events and webinars.
As an Enterprise Account Executive at Xeneta, you'll build and win a territory of large, complex organisations. Xeneta is one of the world's leading data platforms providing market intelligence to the ocean and air freight industry, and our enterprise customers rank among the biggest shippers, freight forwarders and carriers globally. You'll run long, multi-threaded sales cycles across procurement, supply chain and finance, hold your own with a CFO or CPO, and orchestrate Xeneta's expert bench to get the deal across the line.
Bring your structured, hypothesis-driven thinking and your appetite for enterprise deal complexity, and help us change the way freight is bought and sold!
Location: This will be a hybrid role in one of our offices in London, Oslo, Hamburg, Bucharest or Copenhagen, or remote in Europe.
Location: This will be a hybrid role in one of our offices in London, Oslo, Hamburg, Bucharest or Copenhagen, or remote in Europe.
What you will do
You'll own a full industry vertical end to end, working in a one-to-one POD with your SDR. Your key tasks will be:
- Build and run a growth plan for your industry vertical, including account tiering and territory sequencing.
- Manage a book of 48+ enterprise accounts per quarter, each with a clear approach hypothesis and justified forecasting.
- Own the opportunity from Sales Accepted Lead to close: discovery, evaluation, proposal, negotiation.
- Keep MEDDPIC, a written closing plan, and an accurate forecast current on every opportunity.
- Decide which internal expert goes into which meeting, and brief them properly beforehand.
- Run a disciplined weekly rhythm: POD strategy sessions, deal closure reviews, and monthly plan reviews.
- Build visibility in your industry through trade shows, roundtables, and webinars.
What we are looking for
In this role, we are looking for someone with the following background and skills:
- 6-8+ years of enterprise sales experience, including multi-year, multi-stakeholder B2B cycles against organisations above USD 500M revenue.
- A track record of orchestrating complex, multi-threaded sales cycles with a written closing plan and a current MEDDPIC.
- Supply Chain experience with working knowledge of how ocean and air freight is bought and sold: contract vs. spot, tender mechanics, index-linked terms.
- Comfortable holding a financial conversation with C-suite buyers on margin, working capital and cost of goods.
- A structured, hypothesis-driven approach to building and defending a quantified business case.
- Fluent written and spoken English.
Bonus points for:
- A consulting or strategy background, or equivalent training in structured problem solving.
- Experience selling data, SaaS, or technology platforms into supply chain or procurement functions.
- Additional European languages.
- Experience selling into Centers of Excellence or global process owner structures.
What we can offer
- We will help you grow your career: structured onboarding, Xeneta's enterprise sales playbook, and an expert bench to learn from on every deal.
- We have a transparent and open work environment, with regular updates on company and team performance.
- Keeping true to our value, "Xeneta is one," we regularly bring colleagues together across functions and offices.
- You get an individual education budget to invest in your own development.
- We offer a generous vacation plan, with extra time off for bridge days and during Christmas.
- We care about your work-life balance, with flexible working hours and hybrid working where the role allows.
Why you will love it here
- Our Impact: category leaders digitalizing ocean and air freight procurement for the world's biggest shippers, freight forwarders and carriers.
- Our Technology: deep data analytics and integrations, built for the scale and complexity of Fortune 500 supply chains.
- Our Team: shipping, consulting and tech all-stars who have built category-defining go-to-market motions before.
- Our Values: Xeneta is One. Transparency builds trust. Ownership drives Impact. Modernization through data. Diversity is our Superpower.
About
At Xeneta, we have been on a mission to transform the ocean and air freight markets since 2012. We are doing this by building a data platform that provides intelligence to the very opaque industry of buying and selling containerized freight. Now, Xeneta is the leading freight rate benchmarking and market analytics platform—creating transparency and empowering our customers to make data-driven decisions.Our customers include big brands such as Kuehne+Nagel, Coca-Cola Company, Unilever, Pfizer, Flexport, L'Oreál, Nestlé, and Volvo. Headquartered in Oslo, with offices in Hamburg, London and Jersey City and employees from over 60 different countries, we are a truly international company that celebrates diversity. We’re growing at a fast pace, helped in part by our latest investment round where APAX Digital invested $80M, and we are continuously searching for top talent and partners to join us on our mission.
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