Account Development Representative

LondonHybrid

AI Summary

Conducts outbound prospecting across EMEA to introduce maritime organisations to Kpler's intelligence platforms, qualifies prospects using BANT, and books discovery meetings for Account Executives. Works cross-functionally and logs pipeline activity in Salesforce.

About this role

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.

As an Outbound Sales Development Representative specializing in the Maritime sector, you will be the catalyst for Kpler’s commercial expansion across the EMEA region. You will actively engage maritime industry leaders and organizations, introducing them to our powerful intelligence platforms, including MarineTraffic and Kpler. By identifying untapped market opportunities and qualifying high-potential partnerships, your work will directly drive regional revenue and shape how global trade professionals navigate market complexity.

Key Responsibilities

Target Strategic Growth Accounts: Research and map prospective organizations, decision-makers, and buying committees across EMEA to uncover high-impact maritime opportunities.
Execute Multi-Channel Campaigns: Design and run outreach sequences across phone, email, LinkedIn, and WhatsApp to articulate Kpler’s value proposition to executive stakeholders.
Qualify Meaningful Pipeline: Apply the BANT framework to assess organizational fit, identify client pain points, and qualify prospective buyers effectively.
Drive Commercial Momentum: Secure discovery meetings for Account Executives, ensuring seamless prospect handoffs and a healthy sales pipeline.
Partner Cross-Functionally: Collaborate weekly with Account Executives, Marketing, and Business Development leadership to align outreach strategies with regional campaigns and product launches.
Maintain Operational Rigor: Record pipeline updates, outreach insights, and prospect data within Salesforce to ensure data accuracy and cross-team visibility.

Experience & Background

What you'll need (Must-haves):

2+ years of outbound prospecting or business development experience within a B2B SaaS or technology environment.
Proven track record of consistently achieving outbound activity targets, booking discovery meetings, and generating qualified pipeline.
Strong multi-channel outreach capabilities, with comfort initiating conversations over the phone, email, and social channels.
Clear, professional communication skills in English, with the confidence to engage and influence industry professionals.

Nice-to-haves:

Direct familiarity with the Maritime, Logistics, Supply Chain, or Energy & Commodities sectors.
Practical experience working with sales tools such as Salesforce, Outreach, and LinkedIn Sales Navigator.
Working knowledge of standard B2B qualification methodologies (e.g., BANT).
Professional working proficiency in additional European languages.