Sales Development Representative

Kaiko Systems GmbH; Greater London; Remote; GBP 30,000 - 50,000; Full time

Job summary

UniSea Group is seeking a proactive Account Executive to qualify shipping leads, conduct daily outreach by phone and email, and move opportunities through the funnel.

You will learn the domain, book discovery calls, keep the CRM up to date, and collaborate with Account Executives to tailor the approach for fleet managers.

The role requires at least 1 year in sales or customer-facing work, fluent English, and willingness to travel for team meetings and industry events.

Qualifications

• At least 1 year in a sales, outreach, or customer-facing role.
• You are comfortable on the phone with people who did not ask to hear from you and can rebound from rejection.
• You have a research instinct and enjoy identifying the right contacts and what matters to them.
• You are organised and reliable; follow-ups occur on time.
• You want feedback on your calls and you act on it.
• You speak fluent English; additional languages are an advantage.
• You can work remotely with CET overlap and are willing to travel occasionally for meetings.

Responsibilities

• Work and qualify the target list to identify promising prospects.
• Conduct daily outreach by phone and email and research fleet history.
• Qualify contacts against the customer profile and note reasons for misfit.
• Move leads through stages and book discovery calls.
• Ensure the CRM is updated with every touch and list.
• Learn the maritime domain to hold credible conversations with fleet managers.
• Improve the playbook by sharing what messages land and refining tactics.
• Support Account Executives by feeding qualified leads and insights.

Skills

Sales outreach

Phone skills

Research instinct

Organised

English fluency

Coachability

Job description

Tasks

• Work and qualify the target list: We give you the lists of companies that operate vessels, and your job is to work out which are worth pursuing.

• Do the outreach: Call and email every day, research and know the fleet - including the recent inspection or incident history where it is public- and why they would want to work with us.

• Qualify against our customer profile: You assess every contact, and mark the ones that do not fit along with the reason.

• Move leads promptly: You contact new leads within 24 working hours and work them through the stages in order.

• Book the discovery call and hand over cleanly: The Account Executive should walk in knowing who they are meeting, what the company’s situation is, what the prospect cares about, who makes the decision, and what you promised for the call.

• Keep the CRM accurate: Log every touch and keep every list current.

• Learn the domain as you go: You do not need to arrive knowing shipping, but within a few months you should be able to hold a credible first conversation with a fleet manager.

• Improve the playbook: You find out faster than anyone which messages land and which do not. Bring that back, and help us build a better approach as we grow within the UniSea Group.

What good looks like in your first six months

• Month 1:You understand the product, the market, and who we sell to, and you have made your first calls.

• Month 2: Your outreach is running daily and you are booking meetings.

• Month 3: You can hold a first conversation with a superintendent without a script, and your qualification is reliable enough that Account Executives trust what you pass over.

• Month 4–5: You are hitting your activity and meeting targets consistently, and you can explain what in your approach is working.

• Month 6: You own your territory’s top of funnel. Meetings you book convert at a rate the team can plan around, and you are contributing to how the whole team prospects.

Requirements

• At least 1 year in a sales, outreach, or customer-facing role. We care more about drive and coachability than about experience.

• You are comfortable on the phone with people who did not ask to hear from you, and you can take a day of rejection without it affecting the next day.

• You have a research instinct and enjoy working out who the right contact is and what would matter to them.

• You are organised and reliable. Your follow-ups happen on time, without reminders.

• You want feedback on your calls and you act on it.

• You speak fluent English. Additional languages relevant to our markets are an advantage.

• You can work remotely with discipline, your working day overlaps substantially with Central European Time, and you are willing to travel occasionally for team meetings and industry events.

What we offer

• A clear path forward, and the direct feedback to help you get there. This is the role we grow Account Executives from, and we are clear from the start about what that step involves. You will hear how you are doing early and directly, while the feedback is still useful, because that is how we work with each other.

• Direct access to the people who make decisions. We are a small team inside a larger group, so your feedback on what is working in the market reaches the people who can act on it.

• The backing of the UniSea Group, which means the stability and reach of a larger maritime software business behind a team that still moves quickly.

• Regular team time together and company events.