Enterprise Account Manager

Who you are

• 5+ years of B2B commercial experience successfully selling data, analytics, or SaaS platforms with a verifiable track record of quota achievement
• Demonstrated history of accessing, negotiating with, and closing complex deals directly with VP and C-level economic buyers in enterprise organizations
• Deep expertise in strategic account management, including executing six-figure multi-year contracts and balancing long-term positioning with short-term targets
• Proven hunter mentality with a strong track record of closing expansion revenue through cross-selling, upselling, and penetrating new business units or subsidiaries
• Direct industry background or domain exposure in supply chain, maritime, manufacturing, or enterprise technology sectors
• Extensive experience leveraging Salesforce CRM for sales forecasting and pipeline management
• 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

What the job involves

• As an Enterprise Account Manager for Supply Chain & Logistics, you will drive Kpler’s strategic expansion across our highest-value global enterprise accounts
• You will act as a trusted advisor to C-level executives and senior stakeholders, helping complex global organizations solve critical trade and supply chain challenges using our market-leading data and SaaS analytics platforms
• By orchestrating multi-threaded account strategies and leading high-stakes commercial negotiations, you will unlock significant net retention and long-term revenue growth
• Drive Strategic Enterprise Growth: Proactively manage, retain, and expand multi-threaded relationships across key enterprise accounts to maximize net retention and long-term client value
• Execute Account Growth Plans: Take ownership of comprehensive strategic account plans, combining SWOT analysis, stakeholder mapping, and whitespace identification to align Kpler's solutions with client growth priorities
• Engage C-Suite Decision-Makers: Initiate and lead consultative discussions with C-level executives, VPs, and economic buyers to uncover complex operational challenges and articulate clear ROI
• Negotiate Complex Commercial Terms: Formulate commercial strategies and negotiate six-figure, multi-year renewal and expansion agreements that secure long-term, profitable relationships
• Orchestrate Cross-Functional Teams: Collaborate with Product, Market Analysts, Customer Success, Account Development Representatives (ADRs), and Sales Specialists to transform usage insights into expansion opportunities
• Maintain CRM Integrity & Market Insights: Maintain rigorous pipeline hygiene and accurate forecasting in Salesforce while capturing client intelligence to directly influence Kpler’s product roadmap

Benefits

• Hybrid working environment: Work in office spaces at central locations, sponsored co-working hubs or in a full-remote set-up.
• WFH monthly allowance: We provide top of the range office equipment along with a set-up budget for whatever you need. Along with a monthly allowance for electricity and wi-fi.
• Health insurance coverage: We offer health insurance coverage for employees to ensure you are always safe and healthy.
• Time-off when you need it: Global maternity, parental, medical, festivals, and compassionate leave policies aligned to the contemporary needs of the family, and individual choices.
• Regular outings and social events: We hold regular events (online and on-site) for staff to socialise and interact with each other in the team.