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Sedna is an AI-powered platform revolutionizing global trade and shipping operations. 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 across operational control, collaboration, and data-driven decision-making. You will drive both new business acquisition and expansion within existing accounts with founder-level autonomy and accountability.
Key Responsibilities:
Industry & 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. Stay current on market trends and competitive landscape. Use the platform hands-on to understand features and customer impact.
Lead Generation: Build and qualify a pipeline of high-potential accounts across global shipping operators. Research and prioritize key segments (dry bulk, tankers, offshore) based on size, tech stack, and operational complexity. Execute personalized outreach campaigns to decision-makers. Represent Sedna at international maritime events. Partner with RevOps and Marketing on pipeline alignment.
Prospect Engagement & Deal Closure: Run discovery conversations surfacing operational inefficiencies. Deliver tailored demos demonstrating Sedna's solutions. Scope implementation including system integration and expected outcomes. Lead technical validation and trial processes. Negotiate and close deals with commercial rigor. Ensure smooth handover to onboarding teams.
Account Penetration: Create detailed account plans mapping stakeholders and opportunities. Identify expansion opportunities through continued discovery. Develop multi-threaded relationships across customer functions. Coordinate with pre-sales, success, and product teams on joint plans. Pursue cross-sell opportunities across the product suite.
Customer Relationship Management: Prioritize your customer book by strategic value and expansion potential. Keep aligned with evolving customer goals. Run product workshops and strategic reviews. Lead renewal and expansion conversations. Maintain frequent contact with decision-makers. Work closely with GTM, product, and success teams.
Continuous Improvement: Maintain accurate data for forecasting. Contribute to Product, Marketing, and Success initiatives. Reflect on successes and failures to improve ways of working.
Requirements:
Either shipping/maritime industry experience (hands-on commercial background in operations, chartering, broking, or ship management) OR a minimum of 3–5 years' B2B sales experience in a solution-led, consultative environment where you owned the full cycle from discovery to close.
Additional attributes: Self-motivated and driven by enthusiasm; concise communicator who articulates messages clearly and listens actively; emotionally intelligent with ability to manage emotions positively and empathize; technical aptitude with ability to learn modern technologies quickly; coachable and adaptable.
