Account Executive

Location: Greece #LI-Hybrid #LI-Remote

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.

You can find out more about us on our website: https://sedna.com/ 

Sedna is the platform at the centre of how the shipping industry works - 10 million emails processed daily for 950+ shipping and trading customers, and a product suite that now spans email intelligence, vessel management and a growing family of AI agent products. As an Account Executive, you'll be one of the people responsible for bringing that platform to new customers across the maritime and shipping world.

This is a strategic, high-ownership sales role. You'll run the full sales cycle - from first conversation through to close - introducing prospects to the value Sedna brings across operational control, collaboration and data-driven decision-making. From new business acquisition to expansion within existing accounts, you'll drive the process with the autonomy and accountability of a founder. We're looking for someone who thrives on impact, builds trust through expertise, and consistently exceeds targets.

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:

• Develop deep expertise across Sedna's platform, understanding how it supports email intelligence, end-to-end voyage planning, operational control and financial performance.
• Build credibility in the owner, operator and charterer segments by tailoring your approach to their commercial and operational models.
• Stay up to date with market trends and the competitive landscape to position Sedna effectively.
• Use the Sedna platform regularly to gain hands-on understanding of its features, integrations and impact on customers' businesses.
• Leverage existing customer stories and results to showcase Sedna's real-world value to prospects.

• Build and qualify a pipeline of high-potential accounts across global shipping and maritime operators.
• Research and prioritise key segments (e.g. dry bulk, tankers, offshore) based on size, tech stack and operational complexity.
• Develop and execute personalised outreach campaigns to engage key decision-makers at the right time.
• Attend and represent Sedna at relevant international maritime events to increase visibility and network with potential buyers.
• Partner with RevOps and Marketing to ensure pipeline-building activities align with company priorities and revenue goals.

• Run discovery conversations that surface operational inefficiencies and connect them to Sedna's platform capabilities.
• Deliver tailored demos that demonstrate how Sedna solves challenges across planning, execution, finance and collaboration.
• Scope how Sedna would be implemented within the prospect's organisation - including integration with systems, key workflows and expected outcomes.
• Lead any technical validation or trial processes, ensuring alignment between stakeholders and measurable success criteria.
• Negotiate and close deals with commercial rigour and customer-centricity, aligned to targets and timeline expectations.
• Ensure a smooth handover to onboarding and success teams so new customers experience immediate value.

• Create detailed account plans that map stakeholders, current systems and areas of opportunity for Sedna.
• Identify expansion opportunities through continued discovery and regular engagement with operational and strategic leaders.
• Develop multi-threaded relationships across functions - ensuring Sedna is positioned as a mission-critical platform, not a point solution.
• Coordinate with pre-sales, customer success and product teams to craft joint plans that drive long-term value and platform growth.
• Proactively track and pursue cross-sell opportunities across Sedna's product suite where aligned to customer goals.

• Prioritise your customer book based on strategic value, expansion potential and product fit.
• Keep aligned with evolving customer goals and demonstrate how Sedna's roadmap and features can continue delivering business impact.
• Run product workshops and strategic reviews to surface opportunities for additional modules, integrations or licenses.
• Lead commercial conversations around renewals and expansions - ensuring favourable outcomes for both customer and Sedna.
• Maintain frequent contact with decision-makers, offering strategic guidance and facilitating cross-functional collaboration to ensure continued success.
• Work closely with GTM, product and success teams to align efforts around shared goals and ensure consistency across the customer experience.

• 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.

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:

Either:

Shipping experience - hands-on commercial experience within the shipping or maritime industry (e.g. operations, chartering, broking, ship management) matters to us. 

Or:

Sales experience - a minimum of 3-5 years' sales B2B sales experience, ideally in a solution-led, consultative environment where you've owned the full cycle from discovery to close.

• 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.

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

Stay Ahead, Stay Agile

• We don’t just adapt-we anticipate change and act with confidence.
• Curiosity, data, and customer insights help us stay ahead of the curve.
• We embrace challenges as opportunities and remain resilient under pressure.
• By staying open to new ideas and ways of working, we lead the future.

Execute With Focus

• We turn strategy into action, delivering measurable results that matter.
• Every initiative counts-discipline and ownership drive business impact.
• We make smart decisions with speed, balancing pace and precision.
• Clear priorities keep us focused on what moves the needle.

Work Together, Win Together

• Collaboration is our superpower-we succeed as one team, internally and with customers.
• We co-create solutions, seek feedback, and build the future of the OS together.
• Strong relationships are built on trust, respect, and shared goals. 
• By aligning across teams and with customers, we unlock greater impact.