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Sedna is an AI-powered platform revolutionizing global trade, making international commerce more efficient, transparent, and sustainable. As an Account Director, you will drive revenue growth through a blended model: winning new logos in the commodities and owner/operator/charterer maritime segments while expanding relationships with key existing customers.
This is a senior, strategic sales role with founder-level autonomy and accountability. On the new business side, you will run the full sales cycle—from prospecting through close—bringing shipping and trading companies onto Sedna's platform. On the account side, you will act as a trusted advisor to major existing customers, deepening engagement and identifying expansion opportunities.
Key Responsibilities:
Industry & Product Knowledge: Develop deep expertise in the commodities, owner, operator, and charterer segments within maritime. Master Sedna's product features, capabilities, and value propositions. Leverage case studies and success stories to inform your approach.
New Business Development: Build and qualify a pipeline of high-potential new-logo prospects. Research and prioritize target accounts by size, tech stack, and operational complexity. Run discovery conversations and tailored demos connecting operational challenges to Sedna's solutions. Lead the full sales cycle with commercial rigor. Represent Sedna at international maritime events. Ensure smooth handover to onboarding and success teams.
Account Strategy & Growth: Build and execute account strategies for key customers. Engage senior stakeholders across departments to identify expansion opportunities. Align Sedna's offerings with customers' strategic goals. Understand internal workflows and optimize integration.
Driving Expansion: Identify upsell opportunities by understanding evolving customer needs. Work with solutions consultancy to lead product demonstrations and scoping. Collaborate with Customer Success, Product, and Implementation teams on rollouts. Manage contract renewals and expansions. Work with RevOps and Finance on best practices.
Stakeholder Engagement: Map key decision-makers and build trusted relationships. Act as the main point of contact for senior stakeholders, positioning Sedna as a strategic partner. Host regular business reviews and strategic planning sessions.
Continuous Improvement: Maintain data for effective forecasting. Contribute to Product, Marketing, and Success teams. Reflect on successes and failures to improve ways of working.
Requirements:
- Minimum 10 years' experience in client-facing, sales, or account management roles
- Proven track record of winning new logos and growing large strategic accounts
- Shipping or maritime industry experience highly valued
- Self-motivated with enthusiasm for achievement
- Concise communicator who articulates messages clearly and listens actively
- Emotionally intelligent with ability to manage emotions positively
- Technical aptitude and ability to learn modern technologies quickly
- Coachable with ability to adapt and improve
