Sales Specialist - Maritime + Risk & Compliance

Responsibilities

Own and grow a defined book of business for Kpler’s Maritime products within the US market, including existing Kpler clients and strategic accounts. 
Develop and execute a defined US Territory Plan, identifying priority accounts, industries, personas and opportunities for Maritime expansion within the financial, commodities and energy segments.
Build and manage a strong commercial pipeline, with the objective of driving value, maximizing revenue opportunities, and increasing spend within top-priority accounts. 
Work closely with Account Managers to identify, qualify and develop Maritime opportunities across their existing accounts. 
Lead client discovery, understand workflows and use cases, and position the relevant Kpler Maritime products and capabilities against client requirements. 
Develop relationships with key stakeholders and decision-makers across target accounts to uncover new opportunities and expand Kpler’s footprint. 
Work with the Business Unit to gather insights on products and competitors directly from clients to inform product and commercial strategy, translate product developments and updates back into clear commercial messaging and influence the product roadmap.
Keep the CRM up-to-date with accurate notes, opportunity progression and updates, and deliver an accurate forecast for each month and quarter. 
Support cross-functional teams and share Maritime expertise to drive organizational success. 
Develop and maintain scalable Maritime sales resources, including use cases, messaging, competitive positioning, product materials and best practices that support the wider Maritime and Commercial organisation. 
Represent Kpler externally with professionalism and credibility at client meetings, conferences and industry events. 
Collaborate with Account Managers on contracts and terms to secure profitable agreements while ensuring compliance with company policies. 

Skills and Experience

5+ years of experience in a commercial or sales role, with a proven track record of closing deals and achieving revenue targets in a B2B environment, ideally within the maritime space.
Strong experience in SaaS and/or DaaS sales, preferably selling maritime data, software, analytics, or intelligence solutions.
Experience working for technology or data vendors, with a strong understanding of the value of data-driven solutions in supporting client decision-making.
Demonstrated success managing a regional territory or defined book of business, including ownership of pipeline generation, client engagement, account development, contract renewals, and revenue growth.
Strong understanding of the US maritime market and relevant customer segments, with the ability to identify market trends and translate them into commercial opportunities.
Excellent analytical and data interpretation skills, with the ability to understand and communicate the commercial value of complex data and technology solutions.
Outstanding communication, presentation, negotiation, and relationship-building skills, with the ability to influence and engage senior stakeholders.
Proficiency with CRM platforms, preferably Salesforce, including disciplined pipeline management, forecasting, and reporting.
Proven ability to independently develop accounts, build pipeline, and progress complex commercial opportunities from prospecting through to close.
Commercially driven and results-oriented, with a focus on revenue growth while building long-term client partnerships.
Collaborative and adaptable, with the ability to work effectively across cross-functional teams, time zones, and diverse cultural environments.
Highly self-motivated, disciplined, and resilient, with the ability to thrive in an unstructured, fast-paced, and dynamic environment.
Strong sense of ownership and accountability, with the ability to work independently, manage competing priorities, and take initiative in identifying new opportunities.
Willingness to travel as needed across the US.
Bachelor’s degree in Business, Marketing, or a related field, or equivalent professional experience.