Account Manager - SME - EMEA
AI Summary
An Account Manager - SME at Kpler drives new logo acquisition and expands the company's presence within small and medium-sized enterprises across the EMEA region, owning the full sales cycle from prospecting to closing.
About this role
About the Role
Key Responsibilities
Drive Full Sales Cycles: Own and manage the complete sales journey, including lead follow-up, product demonstrations, contract negotiations, new logo acquisition, and timely renewals across the EMEA territory.
Execute Pipeline & Prospecting Strategy: Proactively target high-potential SME accounts, generating a robust outbound pipeline to meet and consistently exceed annual revenue targets and growth quotas.
Deliver Compelling Demos: Present tailored solutions demonstrating Kpler’s value proposition in solving complex supply chain, maritime, and commodity market challenges for prospective clients.
Cross-Functional Collaboration: Partner closely with Product, Market Analysts, Customer Success, Marketing, and Sales Operations to feed back market insights, enhance platform features, and drive long-term business growth.
Forecast & Territory Management: Maintain accurate, up-to-date monthly and quarterly forecasts while responding promptly and thoroughly to prospect inquiries and client requests.
Experience & Background
What you'll need (Must-haves):
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Commercial Experience: 1–3 years of hands-on experience in account management, direct sales, or business development roles within technology, SaaS, or data/analytics environments.
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Sales Execution & Negotiation: Proven track record of pipeline generation, conducting product demos, managing trial periods, and closing new business at or above quota.
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Communication & Drive: Exceptional written and verbal communication skills in English, accompanied by a proactive "hunter" mindset, strong negotiation abilities, and high self-motivation in fast-paced environments.
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Domain Knowledge: Prior exposure to or familiarity with the maritime, shipping, or global commodities markets.
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Tech Stack: Hands-on experience using modern sales tools such as Salesforce, ZoomInfo, Outreach, and LinkedIn Sales Navigator.
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Multilingual Skills: Fluency in additional European languages is a strong plus.
Nice-to-haves:
Skills
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Market data for this role
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- Market overviewState of tech hiring, September 2026: up 4.8%Tech hiring rose 4.8% month over month in September 2026, with 411,122 new listings. Customer support and account executive roles led the growth.