Account Executive

ACCOUNT EXECUTIVE - SINGAPORE - SEDNA - HYBRID

What is Sedna?

Sedna is at the forefront of revolutionising global trade, serving as the North Star for businesses navigating the complexities of international commerce. 

Our AI-powered platform is designed to make global trade more efficient, transparent, and sustainable. As we continue to grow and innovate, we are looking for exceptional talent to join our journey and contribute to our mission of transforming global trade. 

Backed by $44 million in publicly disclosed funding from Series A and B funding rounds led by INSIGHT Partners, we now have over 8700 people working at 170 companies worldwide using Sedna to power their most important work - and it’s our people that make that happen.

About the role...

As an Account Executive, you will be at the forefront of helping maritime organisations like owner operators, charterers and port agents streamline communication, reduce operational friction, and make informed decisions through our innovative email platform. 

You will be solely responsible for managing a book of business of prospects and accounts in the APAC region, introducing them to Sedna's AI-powered tools that transform communication. We will trust you to evangelise Sedna, run your business like a CEO, and consistently exceed quarterly and annual targets. This role will be a mix of both new business and customer expansion. 

Working in a fast-growth company means that no day is ever the same! But here are the main responsibilities and tasks you’ll undertake while working for us:

Industry and product knowledge

• Keeping abreast of maritime industry trends to increase your credibility in the industry 

• Increasing your knowledge of similar, complementary and competing products.

• Learning about the experiences other clients have with Sedna in order to apply these successes and learnings to your conversations.

• Using the product extensively - both to make your work successful, but also to learn of its features, value and use cases.
  

Lead generation

• Researching and building a pipeline of leads.

• Contacting leads in order to qualify their suitability and readiness for Sedna.

• Booking initial meetings, in line with targets.

• Attending international events to network and build your brand.
  

Building relationships with prospects and closing deals

• Identifying your prospects’ pain points and running product demonstrations that will connect them to the values of our solution.

• Scoping out how Sedna would be used within the prospect’s organisation e.g. implementation process and timeframes, workflows, metrics they can expect to achieve etc.

• Overseeing any technical validation, trials, or proof of concepts, that may be required to ensure the effectiveness of Sedna.

• Managing contract negotiations and closing deals in line with targets.

• Ensuring a thorough handover of the customer to the team responsible for onboarding.

• Ensuring that the client is experiencing value and is set up to expand and renew.

Account penetration

• Developing a plan that will lead to successful business outcomes and ongoing value for our customers, whilst increasing incremental revenue.

• Build and manage territory and account plans that map out the key decision makers and initiatives in order to qualify their suitability and readiness for Sedna.

• Engage with customers on a frequent, regular basis; help coordinate engagement with cross-functional Sedna resources to optimise the successful use of Sedna

• Meeting with new and existing senior stakeholders in your accounts.

Building relationships with your existing customers and closing deals

• Prioritising your book of business and formulating account plans and strategies to ensure success within your territory.

• Keeping abreast of your customers’ pain points and running product demonstrations that will connect them to the values of our solution.

• Identifying and mapping out the stakeholders within the customer organisation and coming up with tactical plans for managing the relationship.

• Scoping out how Sedna could expand its use within the customer’s organisation e.g. implementation process and timeframes, workflows, metrics they can expect to achieve etc.

• Closing expansion deals in line with targets.

• Ensuring alignment between the go to market teams on the commercial account plan for each of your customers.

Continuous improvement

• Contributing and maintaining data for effective forecasting.

• Contributing to the Product, Marketing, Success, and other teams to help SEDNA be a better company and platform, and in turn, make a bigger impact on our customers.

• Reflecting on successes and failures, and making improvements to your ways of working as a result.
  

About You

At Sedna, we believe it’s your skills and attributes that ultimately make you successful in a role. Here’s what we’re looking for:

• Self motivated - you are motivated to achieve in this role because of your enthusiasm - you relish pressure from others but don’t need it to succeed.

• Concise communicator - you can articulate a message in a calm, clear, focused way. You hold your audience’s attention, and they retain what you tell them. Equally, you actively listen and interpret what your audience tells you.

• Emotionally intelligent - you understand, use and control your emotions in positive ways, to relieve stress, empathise with others, overcome challenges, and diffuse conflict.

• Technical aptitude - you keep abreast with modern technologies and have the ability to learn and master them quickly.

• Coachability - you have the ability to adapt and improve as required.
  

Our Values:

Finally, culture is important to us, so we also look for candidates who share our values:

• Customer Champions - We act with the customer experience in mind and focus on optimising the customer journey.

• Happy Warriors - We are resilient, we enjoy hard challenges and take the knocks in stride. We take pleasure in the journey, ups and downs included.

• Pathfinders - We are self-motivated individuals with a passion for discovering, exploring new territories, and helping others navigate unfamiliar terrain.

• Reliable Captains - We consistently stick to our commitments, own the results, have the commitment and drive to do what’s necessary to solve our challenges and hold each other to that standard.

• Diverse thinkers - We embrace a diverse range of views and people to make better decisions. We encourage healthy conflict and seek to understand the other side to commit to decisions together.

Our Benefits

• Competitive salary + equity

• Private health care

• Classpass membership

• Opportunity to learn and use the best sales tools available

• Learning and development benefits

• Parental leave

• Pension

• Life insurance