Sales Specialist - Maritime + Risk & Compliance

Kpler; New York (NY); On-site; USD 120,000 - 180,000; Full time

Job summary

Kpler in New York is seeking a proactive Maritime Sales Specialist to drive US adoption of our maritime data offerings. You will own strategic accounts, build a robust pipeline and partner with product and commercial teams to craft compelling value stories.

You will lead discovery, tailor solutions to client needs, and maintain accurate forecasts while traveling across the US to expand Kpler’s footprint with top-tier clients.

Qualifications

• 5+ years of experience in a commercial or sales role with a track record of closing deals in a B2B environment, ideally maritime.
• Strong experience in SaaS and/or DaaS sales, preferably maritime data, software, analytics or intelligence solutions.
• Experience with technology or data vendors and value of data-driven solutions for client decisions.
• Demonstrated success managing a regional territory or defined book of business and renewals.
• Strong understanding of the US maritime market and relevant customer segments.
• Excellent analytical and data interpretation skills to articulate value.
• Outstanding communication, presentation, negotiation and relationship-building skills.
• Proficient with CRM platforms, preferably Salesforce, including pipeline management.
• Proven ability to independently develop accounts and progress opportunities from prospecting to close.
• Commercially driven and results-oriented with long-term client partnerships.
• Collaborative and adaptable across cross-functional teams and time zones.
• Self-motivated, disciplined and resilient in a fast-paced environment.
• Willingness to travel across the US as needed.
• Bachelor’s degree in Business, Marketing, or related field (education).

Responsibilities

• Own and grow a defined book of business for Kpler’s Maritime products within the US market.
• Develop and execute a defined US Territory Plan identifying priority accounts and opportunities.
• Build and manage a strong commercial pipeline to maximize revenue opportunities.
• Work with Account Managers to identify and develop Maritime opportunities.
• Lead client discovery, understand workflows, and position Maritime products.
• Develop relationships with key stakeholders across target accounts.
• Gather insights to inform product and commercial strategy and messaging.
• Keep CRM up-to-date with notes, progression and accurate forecasts.
• Support cross-functional teams and share Maritime expertise.
• Represent Kpler externally at client meetings and conferences.
• Collaborate on contracts and terms to secure profitable agreements.

Education

Bachelor’s degree in Business/Marketing or related field

Tools

Salesforce CRM

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.

We are looking for a proactive, hands-on Maritime Sales Specialist focused on developing Maritime sales penetration across the US market.

This role is focused on expanding the adoption of our Maritime offerings within the region, working closely with the Product and Commercial teams to strengthen our market position and ensure consistent revenue growth across both new and existing clients.

Reporting to the Maritime Sales Specialist Team Lead, this role requires a driven individual who can achieve and excel in target.

• Own and grow a defined book of business for Kpler’s Maritime products within the US market, including existing Kpler clients and strategic accounts.
• Develop and execute a defined US Territory Plan, identifying priority accounts, industries, personas and opportunities for Maritime expansion within the financial, commodities and energy segments.
• Build and manage a strong commercial pipeline, with the objective of driving value, maximizing revenue opportunities, and increasing spend within top-priority accounts.
• Work closely with Account Managers to identify, qualify and develop Maritime opportunities across their existing accounts.
• Lead client discovery, understand workflows and use cases, and position the relevant Kpler Maritime products and capabilities against client requirements.
• Develop relationships with key stakeholders and decision-makers across target accounts to uncover new opportunities and expand Kpler’s footprint.
• Work with the Business Unit to gather insights on products and competitors directly from clients to inform product and commercial strategy, translate product developments and updates back into clear commercial messaging and influence the product roadmap.
• Keep the CRM up-to-date with accurate notes, opportunity progression and updates, and deliver an accurate forecast for each month and quarter.
• Support cross-functional teams and share Maritime expertise to drive organizational success.
• Develop and maintain scalable Maritime sales resources, including use cases, messaging, competitive positioning, product materials and best practices that support the wider Maritime and Commercial organisation.
• Represent Kpler externally with professionalism and credibility at client meetings, conferences and industry events.
• Collaborate with Account Managers on contracts and terms to secure profitable agreements while ensuring compliance with company policies.

• 5+ years of experience in a commercial or sales role, with a proven track record of closing deals and achieving revenue targets in a B2B environment, ideally within the maritime space.
• Strong experience in SaaS and/or DaaS sales, preferably selling maritime data, software, analytics, or intelligence solutions.
• Experience working for technology or data vendors, with a strong understanding of the value of data-driven solutions in supporting client decision-making.
• Demonstrated success managing a regional territory or defined book of business, including ownership of pipeline generation, client engagement, account development, contract renewals, and revenue growth.
• Strong understanding of the US maritime market and relevant customer segments, with the ability to identify market trends and translate them into commercial opportunities.
• Excellent analytical and data interpretation skills, with the ability to understand and communicate the commercial value of complex data and technology solutions.
• Outstanding communication, presentation, negotiation, and relationship-building skills, with the ability to influence and engage senior stakeholders.
• Proficiency with CRM platforms, preferably Salesforce, including disciplined pipeline management, forecasting, and reporting.
• Proven ability to independently develop accounts, build pipeline, and progress complex commercial opportunities from prospecting through to close.
• Commercially driven and results-oriented, with a focus on revenue growth while building long-term client partnerships.
• Collaborative and adaptable, with the ability to work effectively across cross-functional teams, time zones, and diverse cultural environments.
• Highly self-motivated, disciplined, and resilient, with the ability to thrive in an unstructured, fast-paced, and dynamic environment.
• Strong sense of ownership and accountability, with the ability to work independently, manage competing priorities, and take initiative in identifying new opportunities.
• Willingness to travel as needed across the US.
• Bachelor’s degree in Business, Marketing, or a related field, or equivalent professional experience.

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 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.