Senior Account Executive (Government, Defense & Intelligence)

Kpler; Frankfurt, Berlin; Hybrid; EUR 90,000 - 160,000; Full time

Job summary

Kpler is seeking a high-impact sales leader based in Germany to own the full sales cycle for government and public-sector accounts across Continental Europe. You will engage ministries and agencies, win high-value contracts, and manage complex tenders and long procurement processes.

Your hunter mindset and broad network will drive substantial regional growth. You will also nurture existing strategic accounts, uncover upsell opportunities, and coordinate closely with Customer Success, Marketing

Qualifications

• Experience selling SaaS or data platforms to government institutions.
• Proven track record of meeting or exceeding revenue targets.
• Deep knowledge of government procurement, tenders and RFPs.
• Strong professional network in Europe to accelerate deals.
• Ability to navigate multi-stakeholder environments and complex procurement processes.
• Fluency in English; additional European language is a plus.

Responsibilities

• Own end-to-end sales cycle for government accounts from first contact to contract.
• Grow existing strategic accounts with upsell and cross-sell opportunities.
• Lead tenders, RFPs and long procurement cycles to win contracts.
• Build relationships with senior decision-makers across ministries and agencies.
• Help drive regional growth and revenue targets in Continental Europe.
• Collaborate with Customer Success, Marketing and Product to maximize value.
• Maintain accurate pipeline and forecasts in the CRM.
• Represent Kpler at industry events and client meetings.

Skills

SaaS sales

Govt/public sector sales

Hunter mentality

Strong network in Europe

RFP/tender experience

Multi-stakeholder management

Fluent English

German or European language

Job description

At Kpler, we are dedicated to helping our clients navigate complex markets with ease. By simplifying global trade information and providing valuable insights, we empower organisations to make informed decisions in commodities, energy, and maritime sectors.

Since our founding in 2014, we have focused on delivering top-tier intelligence through user-friendly platforms. Our team of over 850 experts from 69 countries works tirelessly to transform intricate data into actionable strategies, ensuring our clients stay ahead in a dynamic market landscape. Join us to leverage cutting-edge innovation for impactful results and experience unparalleled support on your journey to success.

Candidates should be located in Frankfurt or Berlin

About the role

This is a rare opportunity to build and lead Kpler’s growth across Continental Europe’s defense and intelligence community. You will own the full sales cycle, from first conversation to signed contract and beyond, working with ministries, agencies and public sector institutions where our data directly supports national security and policy decisions.

If you are a natural hunter who thrives on complex, high-value deals and wants your work to matter, this role offers real ownership, visibility and impact.

What you will do

• Win new business. Own the end-to-end sales cycle, identifying, pursuing and closing high-value opportunities across government accounts.
• Grow what we have. Manage strategic existing accounts, uncovering upsell and cross-sell potential.
• Navigate the public sector. Lead us through tenders, RFPs and long procurement processes to win and retain contracts.
• Build lasting relationships. Become a trusted partner to senior decision-makers across ministries, agencies and institutional clients.
• Drive regional growth. Deliver ambitious revenue targets and shape our strategy for the region.
• Work as one team. Partner with Customer Success, Marketing and Product so clients get the most value from Kpler’s solutions.
• Keep the pipeline sharp. Maintain accurate pipeline and forecasts in the CRM to support data-driven decisions.
• Be the face of Kpler. Represent us at industry events, conferences and client meetings.

What you bring

• Experience in SaaS/DaaS/data platform sales to government institutions is a plus.
• A proven track record of hunter-style sales, consistently meeting or exceeding revenue targets
• Deep knowledge of government procurement, including tenders and RFPs
• A strong professional network you can put to work from day one
• Experience managing large, strategic accounts in multi-stakeholder environments
• A consultative approach to selling, paired with a competitive, results-driven mindset
• The ability to juggle multiple complex opportunities in a fast-paced, high-growth setting
• Fluent English and at least one other major European language (e.g. French, German, Spanish, Italian)

We are a dynamic company dedicated to nurturing connections and innovating solutions to tackle market challenges head-on. If you thrive on customer satisfaction and turning ideas into reality, then you’ve found your ideal destination. Are you ready to embark on this exciting journey with us?

We make things happen

We act decisively and with purpose, going the extra mile.

We buildtogether

We foster relationships and develop creative solutions to address market challenges.

We are here to help

We are accessible and supportive to colleagues and clients with a friendly approach.

Our People Pledge

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. Don’t let the confidence gap stand in your way, we’d love to hear from you! We understand that experience comes in many different forms and are dedicated to adding new perspectives to the team.

Kpler is committed to providing a fair, inclusive and diverse work-environment. We believe that different perspectives lead to better ideas, and better ideas allow us to better understand the needs and interests of our diverse, global community. We welcome people of different backgrounds, experiences, abilities and perspectives and are an equal opportunity employer.

By applying, I confirm that I have read and accept the Staff Privacy Notice