• Drive growth across a portfolio of strategic enterprise customers ($1B–$10B in annual revenue) • Develop and execute comprehensive account strategies that identify whitespace across business units, geographies, and product lines • Build trusted relationships with executive business stakeholders while effectively engaging technical teams around customer data, AI, integrations, APIs, and modern go-to-market technology • Create and maintain a healthy pipeline by proactively identifying new opportunities within existing customer accounts rather than relying solely on inbound demand • Lead complex enterprise sales cycles involving multiple stakeholders, internal partners, procurement teams, and executive decision makers • Develop customer-specific points of view by leveraging market research, customer insights, and AI tools to deliver relevant business recommendations • Partner closely with Solutions Consulting, Customer Success, Product, Marketing, and Executive Leadership to deliver exceptional customer outcomes • Accurately forecast business while maintaining disciplined account planning, opportunity management, and pipeline generation habits • Stay current on evolving trends across AI, customer data, sales intelligence, marketing technology, revenue operations, and modern go-to-market strategies

• Identify, develop, and manage new business opportunities within target enterprise accounts, with a focus on BCOs and large shippers • Own the full sales cycle from prospecting and qualification through discovery, solution presentation, proposal, negotiation, and closing • Run consultative discovery sessions to understand customer needs, logistics challenges, emissions reporting requirements, and operational priorities • Deliver tailored product demonstrations and business cases that clearly communicate VesselBot’s value to logistics, procurement, and executive stakeholders • Build multi stakeholder account plans, manage procurement processes, and drive opportunities toward signed contracts • Maintain accurate pipeline, activity, and forecasting data in the CRM, with clear visibility on next steps, risks, and close plans • Collaborate with marketing, product, customer success, and leadership to improve messaging, sales process, and customer conversion • Stay up to date with logistics, supply chain, sustainability, and emissions reporting trends to position VesselBot effectively in the market • Previous experience in Logistics SaaS sales is a prerequisite

• Build and maintain relationships with executive stakeholders in enterprise organizations. • Develop long-term account growth strategies for key customers. • Expand engagement across multiple business units and decision-makers. • Act as a trusted advisor to strategic accounts. • Identify and pursue new opportunities within target industries and large organizations. • Generate and maintain a strong pipeline of qualified opportunities. • Engage C-level executives and senior business leaders. • Promote solutions through a consultative, value-based sales approach. • Lead complex sales cycles from discovery through negotiation and close. • Coordinate internal resources to support customer initiatives and proposals. • Manage forecasting, pipeline reporting, and revenue planning. • Align customer requirements with company capabilities and solutions. • Develop relationships within industry associations and executive networks. • Identify emerging market trends and growth opportunities. • Increase brand visibility and support strategic market expansion initiatives. • Represent the company at industry and customer events. • Partner with Sales Leadership, Marketing, Product Management, Pre-Sales, Professional Services, and Support teams. • Contribute market intelligence, competitive insights, and customer feedback. • Support the development of go-to-market strategies and commercial initiatives.

• Drive new business acquisition and revenue growth across the DACH region. • Build and manage a strong pipeline of qualified opportunities. • Lead complex sales cycles from prospecting through contract negotiation and close. • Develop relationships with executive-level and operational stakeholders. • Create region-specific growth plans aligned with company objectives. • Identify, recruit, and develop strategic channel and technology partners. • Execute joint business development initiatives with partners. • Support partner enablement and opportunity generation activities. • Build a scalable partner ecosystem to support long-term regional growth. • Identify target industries, strategic accounts, and market opportunities. • Monitor market trends, customer needs, and competitive activity. • Represent the company at industry events, customer meetings, and partner engagements. • Contribute market intelligence and strategic insights to regional growth planning. • Partner closely with Sales Leadership, Marketing, Product Management, Pre-Sales, and Professional Services teams. • Provide accurate forecasting, territory planning, and pipeline reporting. • Ensure alignment with company strategy, commercial priorities, and governance standards.