Enterprise Account Executive

Xeneta; Greater London; Hybrid; GBP 70,000 - 110,000; Full time

Benefits offered by this job

Education budget

Vacation plan

Flexible working hours

Hybrid working

Job summary

Xeneta in London is seeking an Account Executive to lead complex, high-value sales across EMEA, advising large enterprises on how to use our ocean and air freight market intelligence. You’ll own accounts from lead to close, work with SDRs, pre-sales and services, and build quantified, analytics-driven business cases to win deals.

You bring a consulting background, sharp analytical skills and the confidence to guide senior executives through strategic decisions.

Qualifications

• Consulting background and analytical mindset.
• Ability to guide senior executives through complex decisions.
• Experience with selling data or SaaS to supply chain/procurement is a plus.

Responsibilities

• Own accounts and pipeline from inbound leads to close with cross-functional teams.
• Build quantified, analytics-driven business cases for opportunities.
• Maintain MEDDPIC plans and accurate forecasts for each deal.
• Collaborate with marketing, events, partnerships, pre-sales and services to win deals.

Skills

Consulting background

Analytical skills

Executive stakeholder engagement

Sales-driven mindset

Structured sales approach

Tools

MEDDPIC

Job description

As an Account Executive at Xeneta, you'll lead complex, high-value sales across EMEA and advise large enterprises on how to use our ocean and air freight market intelligence. Xeneta is one of the world's leading data platforms providing market intelligence to the global supply chain industry, and our customers include some of the world's largest companies, such as Coca-Cola, Unilever and Pfizer. You'll work comfortably at every level of a customer's organization, from day-to-day users to senior executives, build analysis-driven business cases, and leverage presales, expert teams and professional services to get each deal across the line.

You bring a consulting background, sharp analytical skills, and the confidence to advise senior executives and guide them through complex decisions. Bring your entrepreneurial spirit to develop a business within a structured sales approach that supports you in reaching your full potential, and help us change the way freight is bought and sold!

Location: This will be a hybrid role in one of our offices in London, Hamburg, Oslo, Bucharest or Copenhagen, or remote in Europe.

What you will do

You'll own your accounts and pipeline from incoming leads to close, working with your SDR, pre-sales, expert teams and professional services in a collaborative effort to close deals. Your key tasks will be:

• Lead the opportunity through discovery, evaluation, proposal and senior-level negotiation.
• Deliver a steady flow of new customers by managing several complex sales cycles in parallel and giving each the attention it needs.
• Advise customers on how Xeneta's data applies to their business, and build a quantified, analysis-driven business case for each opportunity.
• Map the buying process in every account and bring the right stakeholders in procurement, supply chain and finance on board.
• Collaborate with our internal commercial teams across marketing, events, partnerships, pre-sales, experts, professional services and Xeneta executives.
• Keep MEDDPIC, a written closing plan, and an accurate forecast current on every opportunity.
• Build visibility in your market through roundtables, webinars and thought leadership.

What we are looking for

In this role, we are looking for someone with the following background and skills:

• 4-5+ years of consulting experience, ideally including client work where you won follow-on projects or grew existing accounts.
• A consultative mindset with commercial drive: you enjoy guiding senior stakeholders through complex decisions to a clear outcome, and you focus on business impact over technical detail.
• Supply chain experience, from procurement or supply chain operations, with an understanding of how shippers run procurement and logistics. Ocean or air freight experience is a plus, and road freight experience is equally welcome.
• Intellectual flexibility: you adapt quickly, make a well-reasoned case, and negotiate and present with confidence at senior level.
• The ability to bring others together and build a team to deliver on complex problems.
• A structured, hypothesis-driven approach to building and defending a quantified business case.
• Fluent written and spoken English; other European languages are welcome.
• Direct sales, business development or business origination experience, including within existing client accounts.
• Supply chain or logistics experience with an IT angle, such as system implementation or TMS (transportation management system) projects.
• Experience selling data, SaaS, or technology platforms into supply chain or procurement functions.

What we can offer

• We will help you grow your career: structured onboarding, Xeneta's enterprise sales playbook, and an expert bench to learn from on every deal.
• We have a transparent and open work environment, with regular updates on company and team performance.
• Keeping true to our value, "Xeneta is One," we regularly bring colleagues together across functions and offices.
• You get an individual education budget to invest in your own development.
• We offer a generous vacation plan, with extra time off for bridge days and during Christmas.
• We care about your work-life balance, with flexible working hours and hybrid working where the role allows.

Why you will love it here

• Our Impact: category leaders digitalizing ocean and air freight procurement for the world's biggest shippers, freight forwarders and carriers.
• Our Technology: deep data analytics and integrations, built for the scale and complexity of Fortune 500 supply chains.
• Our Team: shipping, consulting and tech all-stars who have built category-defining go-to-market motions before.
• Our Values: Xeneta is One. Transparency builds trust. Ownership drives Impact. Modernization through data. Diversity is our Superpower.

About Xeneta

At Xeneta, we have been on a mission to transform the ocean and air freight markets since 2012. We are doing this by building a data platform that provides intelligence to the very opaque industry of buying and selling containerized freight. Now, Xeneta is the leading freight rate benchmarking and market analytics platform—creating transparency and empowering our customers to make data-driven decisions.

Our customers include big brands such as Kuehne+Nagel, Coca-Cola Company, Unilever, Pfizer, Flexport, L'Oreál, Nestlé, and Volvo.

Headquartered in Oslo, with offices in Hamburg, London and Jersey City and employees from over 60 different countries, we are a truly international company that celebrates diversity. We’re growing at a fast pace, helped in part by our latest investment round where APAX Digital invested $80M, and we are continuously searching for top talent and partners to join us on our mission.