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Kpler

Posted 6 days ago

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Team Lead - New Business Maritime - South EMEA

DubaiHybridFull-time

AI Summary

Leads a team of Account Executives to drive new business acquisition in the maritime sector across South EMEA, shaping go-to-market strategies, coaching sales talent, and managing commercial forecasting.

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.

About the Role As the Team Lead for New Business Maritime across South EMEA, you will drive Kpler’s expansion in key growth markets spanning Southern Europe, MEA, and India. Leading a team of Account Executives, you will shape regional go-to-market strategies, cultivate high-performing sales behaviors, and secure new logos across the maritime domain. This position acts as a crucial bridge between field execution and strategic forecasting, directly influencing Kpler’s overall market share and customer growth trajectory.

Key Responsibilities

  • Drive Sales Performance: Coach, mentor, and develop a team of Account Executives targeting new logo acquisitions across South East Europe, MEA, and India.

  • Implement Strategic Territory Plans: Guide the team in defining and executing structured territory plans to maximize pipeline generation and quota achievement.

  • Manage Commercial Forecasting: Partner with sales leadership to manage accurate monthly and quarterly forecasts in CRM systems while contributing to demand planning and metric reporting.

  • Capture Market Intelligence: Gather direct client and competitor insights to feed back into product development and refine go-to-market positioning.

  • Lead Complex Negotiations: Support high-stakes contract negotiations to deliver profitable, compliant commercial agreements.

  • Represent Kpler: Act as a brand ambassador at industry events and lead cross-functional initiatives across Sales Operations, Customer Success, BD, and Marketing.

    • Experience & Background

    What you'll need (Must-haves)

    • 7–10 years of experience in a commercial sales role, or 2–3 years in a sales leadership/management capacity within tech or data vendors.

    • Proven track record in B2B tech/data sales with a proactive 'hunter' mentality and strong negotiation skills.

    • Experience developing sales talent, driving outbound pipeline generation, and establishing structured territory plans.

    • Professional fluency in English with outstanding communication and interpersonal capabilities.

      • Nice-to-haves

      • Direct commercial experience or domain knowledge in the maritime or commodities sectors.

      • Proficiency with modern tech sales stacks (e.g., Salesforce, ZoomInfo, Outreach, LinkedIn Sales Navigator).

      • Fluency in additional regional languages.

    Skills

    B2B Tech/data SalesContract NegotiationCRMDemand PlanningLinkedIn Sales NavigatorMetric ReportingOutReachPipeline GenerationSalesforceTerritory PlanningZoomInfo

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