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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 proposition 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 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 models. Stay current with market trends and competitive positioning. 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 personalized outreach campaigns targeting key decision-makers. Represent Sedna at international maritime events. Partner with RevOps and Marketing to align pipeline activities with company priorities.
**Relationship Building and Deal Closure:** Conduct discovery conversations surfacing operational inefficiencies and connecting them to Sedna's capabilities. Deliver tailored demos demonstrating solutions across planning, execution, finance, and collaboration. Scope implementation within prospect organizations, including system integration and expected outcomes. Lead technical validation and trial processes. Negotiate and close deals with commercial rigor. Ensure smooth handover to onboarding and success teams.
**Account Penetration:** Create detailed account plans mapping stakeholders, current systems, and expansion 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. Pursue cross-sell opportunities aligned to customer goals.
**Customer Relationship Management:** Prioritize your customer book based on strategic value and expansion potential. 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. Work closely with GTM, product, and success teams.
**Continuous Improvement:** Maintain accurate data for forecasting. Contribute to Product, Marketing, Success, and other teams to improve the company and platform. Reflect on successes and failures to improve your ways of working.
**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 relish pressure but don't need it to succeed.
- Concise communicator: articulate messages in a calm, clear, focused way; you hold audience attention and actively listen.
- Emotionally intelligent: understand, use, and control emotions positively; empathize with others and diffuse conflict.
- Technical aptitude: keep abreast of modern technologies and learn them quickly.
- Coachable: adapt and improve as required.
