Account Development Representative

Summary

Join Kpler's Sales team as an Account Development Representative to expand our footprint within existing customer accounts across the EMEA region. You will play a key role in uncovering new opportunities and driving growth by mapping key contacts, crafting communication campaigns, understanding client needs, and converting leads into sales opportunities. Collaborate with Account Managers, regularly interact with clients, and become an expert on Kpler's product suite. The ideal candidate will have 1-3 years of ADR experience in a B2B SaaS/Tech company, targeting the Shipping/Maritime/Logistics sector across EMEA. The role is flexible, remote/hybrid, but requires commuting to the Dubai office at least once a week. Candidates must be based in Dubai.

Requirements

• ADR experience in a SaaS or DaaS environment
• Proven background selling to the Maritime or Logistics sectors
• Candidates must already be based in Dubai

Responsibilities

• Map out key contacts and teams at our existing customer accounts, identifying opportunities to grow our reach in conjunction with Account Managers
• Craft and execute communication campaigns that convey the value of Kpler to new contacts within our account base, bringing creativity to your approach when needed
• Use your natural curiosity to understand new contacts’ challenges, needs, and current environment
• Concisely explain to contacts where we can help, and convert newly interested leads into sales opportunities for the Account Managers
• Meet weekly with Account Managers to share progress and plan the strategy for any new product launches and upcoming campaigns/ events
• Regularly interact with existing and potential users through both in-person and remote methods
• Be an expert on the client workflow and usage of our product suite within your named accounts

Preferred Qualifications

• Ideally, 1-3 years of experience as an Account Development Representative (ADR) prospecting and qualifying leads in a B2B SaaS/Tech company, ideally targeting the Shipping/Maritime/Logistics sector across EMEA
• Experience using tools such as LinkedIn Sales Navigator, Outreach.io , and Salesforce CRM is advantageous
• Fluent English. Arabic or other languages are a big plus!
• Experience with the BANT methodology is preferred
• Experience in researching, mapping, and prospecting accounts
• Confident in communicating over the phone, email, and LinkedIn
• Someone who enjoys empathizing with customers and building relationships quickly with new people
• Self-disciplined and motivated to overachieve your goals
• A team player with a commercial and solution-focused mindset
• Ability to analyze complex client requirements and needs

Benefits

The role is flexible, remote/hybrid, but you must be able to commute to our Dubai Jumeirah Lake Tower office when/if required at least one time per week