At a Glance
- Tasks: Engage with prospects, run demos, and build strong client relationships.
- Company: Join a dynamic maritime software team within the UniSea Group.
- Benefits: Competitive salary, clear career progression, and direct access to decision-makers.
- Other info: Remote work flexibility with opportunities for travel and team events.
- Why this job: Make an impact in the maritime industry while developing your sales skills.
- Qualifications: 2+ years in B2B SaaS sales, strong communication, and self-motivation.
The predicted salary is between 63000 - 77000 £ per year.
Tasks
- Take the meetings our SDRs book: Read the handover notes and come to the first call already knowing the company, the fleet, and what prompted the conversation.
- Run discovery that finds the real problem: Ask the uncomfortable second and third question. Understand how the prospect runs inspections, reporting and vetting today, and what it costs them when it goes wrong.
- Disqualify early when the fit is not there, because a clean no in week one saves everyone a quarter.
- Demo the product yourself: You run your own demos, with no sales engineer beside you. Know the platform well enough to build the demo around the prospect’s fleet, their problems and their vocabulary, and to answer the hard technical questions in the room.
- Write and defend the commercial proposal: You put together the pricing, scope, timeline and terms, and then you stand behind them. Be ready to explain how you got to the number and to hold it when the buyer pushes.
- Build a pipeline of your own: The SDRs will keep meetings coming, and you add to them through referrals, conferences, and the accounts in the CRM that have gone quiet.
- Stay close after signature: Stay useful through the pilot and afterwards, and grow the account into expansion, references and introductions.
- Feed the market back into the company: You sit closest to the buyer. Objections, competitor moves, missing features and pricing pushback reach product and leadership while they are still relevant.
- Improve how we sell: Process, CRM discipline, materials and playbooks, as we grow within the UniSea Group.
What good looks like in your first six months
- Month 1: You can run a full demo on your own, and you understand how a ship manager operates: inspections, vetting, PSC and the reporting chain. You know enough that a superintendent can talk to you in their own terms.
- Month 2: You are running first meetings yourself and getting prospects to a second conversation.
- Month 3: Anyone can look at your pipeline and understand it. Every open opportunity has a named problem, a decision process and a date against it, and the team can build a quarter’s forecast from what you have recorded.
- Month 4–5: You have taken deals through to proposal on your own, and when you lose one you can say why, specifically enough that we change something as a result.
- Month 6: You have closed your first paid pilot and handed it over cleanly, and you are hitting your targets month after month.
Requirements
- At least 2 years closing B2B SaaS or technical solutions, carrying and hitting your own quota.
- You are comfortable with outbound. You will pick up the phone to someone who has never heard of us, and you treat a quiet week as your own problem to solve.
- You run your own demos, and you will learn a product deeply enough to be credible in front of a technical superintendent or a fleet manager with twenty years behind them.
- You have commercial judgment. You can build a proposal, explain a pricing model, and negotiate without conceding the things that matter.
- You keep your CRM current without being asked. If it is not in the CRM it did not happen, and your forecast holds up.
- You have resilience and self-direction. Sales cycles are long, the industry is conservative, and you will work your region largely on your own.
- Maritime, logistics, industrial or other complex B2B experience is an advantage.
- You speak fluent English. Additional languages relevant to your region are an advantage.
- You can work remotely with discipline, your working day overlaps substantially with Central European Time, and you are willing to travel for conferences and customer visits.
What we offer
- A clear path forward, and the honesty to help you take it.
- You own your region from the start, and we are clear about what the step up to larger accounts asks for.
- You will hear how you are doing early and directly, while the feedback is still useful, because that is how we work with each other.
- Direct access to the people who make decisions.
- We are a small team inside a larger group, so what you learn in the market reaches the people who can act on it.
- The backing of the UniSea Group, which means the stability and reach of a larger maritime software business behind a team that still moves quickly.
- Regular team time together and company events.
Account Executive employer: Kaiko Systems
At Kaiko Systems, we pride ourselves on being an exceptional employer, offering a dynamic and flexible work environment that champions work-life balance while driving innovation in the maritime industry. Our commitment to employee growth is evident through our diverse team culture and comprehensive benefits, including mental wellbeing support and generous vacation policies, all set against the vibrant backdrop of London. Join us to be part of a mission that not only transforms the maritime sector but also enriches your professional journey.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Account Executive at Kaiko Systems, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Kaiko Systems. Tailor your message to explain why you’re drawn to them and how you can contribute as a Account Executive. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Account Executive
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Kaiko Systems:When writing your cover letter, make sure to tailor your message specifically for Kaiko Systems. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Kaiko Systems
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Kaiko Systems that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Kaiko Systems that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Kaiko Systems’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
