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Sedna is an AI-powered platform transforming global trade by making international commerce more efficient, transparent, and sustainable. The company processes 10 million emails daily for 950+ shipping and trading customers, with a product suite spanning email intelligence, vessel management, and AI agent products.
As an Account Executive, you will own the full sales cycle—from initial prospect conversations through deal closure—introducing new customers to Sedna's value proposition across operational control, collaboration, and data-driven decision-making. This is a high-ownership, strategic sales role with founder-level autonomy and accountability. You will drive both new business acquisition and expansion within existing accounts, consistently exceeding targets.
Key responsibilities include:
**Industry and Product Knowledge:** Develop deep expertise in Sedna's platform capabilities (email intelligence, voyage planning, operational control, financial performance). Build credibility within owner, operator, and charterer segments by tailoring your approach to their commercial and operational models. Stay current with market trends and competitive landscape. Use the platform hands-on to understand features and customer impact. Leverage customer stories to demonstrate real-world value.
**Lead Generation:** Build and qualify a pipeline of high-potential accounts across global shipping and maritime operators. Research and prioritize key segments (dry bulk, tankers, offshore) based on size, tech stack, and operational complexity. Develop and execute personalized outreach campaigns to engage decision-makers. Attend and represent Sedna at international maritime events. Partner with RevOps and Marketing to align pipeline-building with company priorities.
**Relationship Building and Deal Closure:** Run discovery conversations that surface operational inefficiencies and connect them to Sedna's capabilities. Deliver tailored demos addressing planning, execution, finance, and collaboration challenges. Scope implementation within prospect organizations, including system integration and expected outcomes. Lead technical validation or trial processes. Negotiate and close deals with commercial rigor and customer-centricity. Ensure smooth handover to onboarding and success teams.
**Account Penetration:** Create detailed account plans mapping stakeholders, current systems, and opportunities. Identify expansion opportunities through continued discovery and engagement with operational and strategic leaders. Develop multi-threaded relationships across functions. Coordinate with pre-sales, customer success, and product teams on joint plans. Proactively pursue cross-sell opportunities across Sedna's product suite.
**Customer Relationship Management:** Prioritize your customer book based on strategic value, expansion potential, and product fit. Keep aligned with evolving customer goals and demonstrate how Sedna's roadmap delivers continued impact. Run product workshops and strategic reviews. Lead commercial conversations around renewals and expansions. Maintain frequent contact with decision-makers, offering strategic guidance. Work closely with GTM, product, and success teams.
**Continuous Improvement:** Maintain accurate data for effective forecasting. Contribute to Product, Marketing, Success, and other teams to strengthen Sedna's platform and customer impact. Reflect on successes and failures to improve your approach.
**Requirements:**
You must have either:
- Hands-on commercial experience within the shipping or maritime industry (operations, chartering, broking, ship management), OR
- A minimum of 3–5 years of B2B sales experience, ideally in a solution-led, consultative environment where you owned the full cycle from discovery to close.
Additional attributes:
- Self-motivated: driven by enthusiasm; you thrive under pressure but don't require it to succeed.
- Concise communicator: articulate messages in a calm, clear, focused manner; you hold attention and ensure retention; you actively listen and interpret audience feedback.
- Emotionally intelligent: understand, use, and control emotions positively to relieve stress, empathize, overcome challenges, and diffuse conflict.
- Technical aptitude: stay current with modern technologies and learn/master them quickly.
- Coachability: adapt and improve as required.
