As an Enterprise Account Manager for Supply Chain & Logistics, you will drive Kpler’s strategic expansion across our highest-value global enterprise accounts. You will act as a trusted advisor to C-level executives and senior stakeholders, helping complex global organizations solve critical trade and supply chain challenges using our market-leading data and SaaS analytics platforms. By orchestrating multi-threaded account strategies and leading high-stakes commercial negotiations, you will unlock significant net retention and long-term revenue growth.
Key Responsibilities
Drive Strategic Enterprise Growth: Proactively manage, retain, and expand multi-threaded relationships across key enterprise accounts to maximize net retention and long-term client value.
Execute Account Growth Plans: Take ownership of comprehensive strategic account plans, combining SWOT analysis, stakeholder mapping, and whitespace identification to align Kpler's solutions with client growth priorities.
Engage C-Suite Decision-Makers: Initiate and lead consultative discussions with C-level executives, VPs, and economic buyers to uncover complex operational challenges and articulate clear ROI.
Negotiate Complex Commercial Terms: Formulate commercial strategies and negotiate six-figure, multi-year renewal and expansion agreements that secure long-term, profitable relationships.
Orchestrate Cross-Functional Teams: Collaborate with Product, Market Analysts, Customer Success, Account Development Representatives (ADRs), and Sales Specialists to transform usage insights into expansion opportunities.
Maintain CRM Integrity & Market Insights: Maintain rigorous pipeline hygiene and accurate forecasting in Salesforce while capturing client intelligence to directly influence Kpler’s product roadmap.
Experience & Background
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5+ years of B2B commercial experience successfully selling data, analytics, or SaaS platforms with a verifiable track record of quota achievement.
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Demonstrated history of accessing, negotiating with, and closing complex deals directly with VP and C-level economic buyers in enterprise organizations.
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Deep expertise in strategic account management, including executing six-figure multi-year contracts and balancing long-term positioning with short-term targets.
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Proven hunter mentality with a strong track record of closing expansion revenue through cross-selling, upselling, and penetrating new business units or subsidiaries.
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Direct industry background or domain exposure in supply chain, maritime, manufacturing, or enterprise technology sectors.
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Extensive experience leveraging Salesforce CRM for sales forecasting and pipeline management.
Nice-to-haves: