Account Executive
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Job Description
Account Executive converting SDR meetings into paid pilots for Kaiko Systems’ AI-powered maritime safety platform. Owning discovery, demos, proposals, pipeline and customer expansion worldwide.
Responsibilities:
- Convert SDR-booked meetings into signed customers and paid pilots
- Review handover notes and prepare for prospect meetings
- Conduct discovery into inspections, reporting, vetting processes and operational costs
- Disqualify poor-fit prospects early
- Run tailored product demonstrations independently
- Prepare, explain and defend commercial proposals covering pricing, scope, timeline and terms
- Build pipeline through referrals, conferences and dormant CRM accounts
- Support customers through pilots and grow accounts through expansion, references and introductions
- Provide market feedback on objections, competitors, missing features and pricing
- Improve sales processes, CRM discipline, materials and playbooks within the UniSea Group
- Maintain clear opportunity records with problems, decision processes and dates
- Take deals through proposal to closed paid pilots and clean handover
Requirements:
- At least 2 years closing B2B SaaS or technical solutions, carrying and hitting your own quota
- Comfortable with outbound sales and cold calling
- Able to run product demos independently
- Able to learn a product deeply enough to be credible with technical superintendents or fleet managers
- Commercial judgment, including proposal creation, pricing explanation and negotiation
- Strong CRM discipline and accurate forecasting
- Resilience and self-direction
- Able to work largely independently across a region
- Maritime, logistics, industrial or other complex B2B experience is an advantage
- Fluent English
- Additional languages relevant to the region are an advantage
- Able to work remotely with discipline
- Working day must substantially overlap with Central European Time
- Willingness to travel for conferences and customer visits
Benefits:
- Fixed-term contract: 12-month contract
- 40 hours/week
- 24 days of annual leave
- Clear path forward and support for career progression
- Direct, early and honest feedback
- Direct access to decision-makers
- Backing of the UniSea Group
- Regular team time together and company events
- Remote work arrangement
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