Account Manager - SME - EMEA
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
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.
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.