Enterprise Account Executive - Europe

Xeneta; Oslo; Hybrid; NOK 1,291,000 - 1,937,000; Full time

Benefits offered by this job

Structured onboarding

Xeneta's enterprise sales playbook

Education budget

Vacation plan with bridge days

Open work environment

Flexible working hours

Job summary

Xeneta is seeking an Enterprise Account Executive for Europe to own a territory of large, complex organisations. You will run multi-threaded sales cycles across procurement, supply chain and finance, engaging CFOs or CPOs and coordinating Xeneta’s expert bench to close deals.

The role blends hybrid office work in Europe (London, Oslo, Hamburg, Bucharest, Copenhagen) or remote work, demanding a structured, hypothesis-led approach and strong English communication.

Qualifications

• 6-8+ years of enterprise sales experience with multi-year, multi-stakeholder B2B cycles above USD 500M revenue.
• Proven ability to manage complex, multi-threaded sales cycles with a written closing plan and MEDDPIC.
• Supply chain experience with ocean/air freight buying and selling concepts.
• Comfortable discussing margin, working capital and cost of goods with C-suite buyers.
• Structured, hypothesis-driven approach to building and defending a quantified business case.
• Fluent written and spoken English.

Responsibilities

• Own a full industry vertical end to end, in a one-to-one POD with your SDR.
• Build and run a growth plan for your industry vertical with account tiering and territory sequencing.
• Manage a book of 48+ enterprise accounts per quarter with a justified forecasting approach.
• Own opportunities from SAL to close: discovery, evaluation, proposal, negotiation.
• Maintain MEDDPIC and accurate forecast on every opportunity.
• Assign internal experts to meetings and brief them beforehand.
• Lead a disciplined weekly rhythm: POD strategy sessions, deal closure reviews, monthly plan reviews.
• Increase visibility in your industry via trade shows, roundtables, and webinars.

Skills

English fluency

Enterprise sales

Job description

Enterprise Account Executive - Europe

Application Deadline: 23 October 2026

Department: Sales

Employment Type: Permanent - Full Time

Location: Oslo (NO), Hamburg (DE), London (UK) or Bucharest (RO)

Description

As an Enterprise Account Executive at Xeneta, you'll build and win a territory of large, complex organisations. Xeneta is one of the world's leading data platforms providing market intelligence to the ocean and air freight industry, and our enterprise customers rank among the biggest shippers, freight forwarders and carriers globally. You'll run long, multi-threaded sales cycles across procurement, supply chain and finance, hold your own with a CFO or CPO, and orchestrate Xeneta's expert bench to get the deal across the line.

Bring your structured, hypothesis-driven thinking and your appetite for enterprise deal complexity, 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, Oslo, Hamburg, Bucharest or Copenhagen, or remote in Europe.

What you will do

You'll own a full industry vertical end to end, working in a one-to-one POD with your SDR. Your key tasks will be:

• Build and run a growth plan for your industry vertical, including account tiering and territory sequencing.
• Manage a book of 48+ enterprise accounts per quarter, each with a clear approach hypothesis and justified forecasting.
• Own the opportunity from Sales Accepted Lead to close: discovery, evaluation, proposal, negotiation.
• Keep MEDDPIC, a written closing plan, and an accurate forecast current on every opportunity.
• Decide which internal expert goes into which meeting, and brief them properly beforehand.
• Run a disciplined weekly rhythm: POD strategy sessions, deal closure reviews, and monthly plan reviews.
• Build visibility in your industry through trade shows, roundtables, and webinars.

What we are looking for

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

• 6-8+ years of enterprise sales experience, including multi-year, multi-stakeholder B2B cycles against organisations above USD 500M revenue.
• A track record of orchestrating complex, multi-threaded sales cycles with a written closing plan and a current MEDDPIC.
• Supply Chain experience with working knowledge of how ocean and air freight is bought and sold: contract vs. spot, tender mechanics, index-linked terms.
• Comfortable holding a financial conversation with C-suite buyers on margin, working capital and cost of goods.
• A structured, hypothesis-driven approach to building and defending a quantified business case.
• Fluent written and spoken English.

Bonus points for

• A consulting or strategy background, or equivalent training in structured problem solving.
• Experience selling data, SaaS, or technology platforms into supply chain or procurement functions.
• Additional European languages.
• Experience selling into Centers of Excellence or global process owner structures.

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.