Description

Account Executive - MFB&O

Who We Are:

Veson Nautical is a well-established and rapidly growing software company working to provide end-to-end logistical, operational, and analytical solutions to propel the efficiency and effectiveness of Maritime Commerce.

The Opportunity:

Strategic Account Executives within our ‘Maritime, Freight, Banking & Other’ (MFBO) division drive new logo acquisitions within our most complex enterprise accounts. This role demands exceptional persistence, strategic thinking, and the ability to navigate intricate, multi-stakeholder sales cycles. You will be responsible for penetrating large accounts, positioning Veson's suite of solutions as critical to their long-term success and transforming new clients into enduring strategic partners.

Responsibilities:

• Lead end-to-end new logo sales process from prospecting through close, including lead generation, discovery, qualification, client meetings, RFPs, proposal creation, and contract negotiations for enterprise accounts
• Independently source, build, and manage new business pipeline with appropriate hygiene and coverage to achieve business goals
• Develop comprehensive understanding of prospects' business, processes, and pain points and build relationships with multiple buying personas including executives, VPs, and C-level individuals within target accounts
• Conduct effective account discovery leveraging MEDDPICC throughout the sales cycle and craft compelling pitches and proposals while skillfully handling objections
• Develop and maintain functional and technical understanding of Veson products
• Meticulously track sales activity using Salesforce
• Deliver and exceed annual sales targets for new business acquisition
• Build and execute territory sales strategies, collaborating with other internal Veson groups as required
• Validate client workflow and engage appropriate internal resources where necessary
• Work closely with Sales Leadership, Marketing, Sales Operations, and Product teams to coordinate sales strategies
• Collaborate with Customer Success and Implementation teams to ensure smooth client onboarding and long-term account transition
• Provide insight and feedback to Product and Strategy teams regarding client needs and emerging market trends
• Represent Veson at trade events, conferences, and executive roundtables to build credibility within target sectors

Qualifications:

• 7+ years new business sales experience selling complex B2B, business-critical, SaaS enterprise software
• Proven track record of closing 6-figure transactions and achieving/exceeding sales goals
• Willingness to travel up to 40-50% on an ongoing basis to meet with prospects throughout the sales process
• Skilled in establishing, developing, and maintaining key relationships within target accounts, managing multiple stakeholders at all levels including CxO
• Self-directed work style with exceptional time management and organizational capabilities and able to work independently with attention to detail
• Deep understanding of SaaS, ERP, and cloud-based software sales within B2B environments
• Strong business acumen, with the ability to translate technical capabilities into measurable business value
• Exceptional written, verbal, and presentation skills, with ability to tailor communication to executive audiences
• Excellent influencing and negotiation abilities, capable of handling objections and closing large, complex deals
• Proficiency with Salesforce CRM and related sales productivity tools (e.g., LinkedIn Sales Navigator, Gong, ZoomInfo)
• Ability to analyze data and market insights to refine sales strategies and improve pipeline effectiveness
• Collaborative mindset, thriving in a team environment while owning individual outcomes
• Resilient and adaptable to change in a fast-paced, high-growth organization
• Maritime/shipping or commodity trading industry knowledge and existing network of relationships preferred
• Expertise using a Sales Framework such as MEDDPICC, Challenger or Sandler preferred
• Demonstrated successful sales track record (e.g., Presidents Club, Chairman's Club, Rookie of the Year, or a history of success at or above goal for multiple quarters/years) preferred

More about Veson: