About this role
As an Enterprise Account Executive at Xeneta, you'll build and win a territory of large, complex organisations. Xeneta is one of the world's leading data platforms providing market intelligence to the ocean and air freight industry, and our enterprise customers rank among the biggest shippers, freight forwarders and carriers globally. You'll run long, multi-threaded sales cycles across procurement, supply chain and finance, hold your own with a CFO or CPO, and orchestrate Xeneta's expert bench to get the deal across the line. Bring your structured, hypothesis-driven thinking and your appetite for enterprise deal complexity, and help us change the way freight is bought and sold! Location: This will be a hybrid role in one of our offices in London, Oslo, Hamburg, Bucharest or Copenhagen, or remote in Europe. You'll own a full industry vertical end to end, working in a one-to-one POD with your SDR. Your key tasks will be: Build and run a growth plan for your industry vertical, including account tiering and territory sequencing. Manage a book of 48+ enterprise accounts per quarter, each with a clear approach hypothesis and justified forecasting. Own the opportunity from Sales Accepted Lead to close: discovery, evaluation, proposal, negotiation. Keep MEDDPIC, a written closing plan, and an accurate forecast current on every opportunity. Decide which internal expert goes into which meeting, and brief them properly beforehand. Run a disciplined weekly rhythm: POD strategy sessions, deal closure reviews, and monthly plan reviews. Build visibility in your industry through trade shows, roundtables, and webinars.