Key Account Manager inLondon inLondon PUBLISHED TUE 14 JAN 2025

KEY ACCOUNT MANAGER - SEDNA

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.

Baced 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 a Key Account Manager at Sedna, you will take ownership of expanding relationships with our key customers, specifically within the commodities and owner/operator/charterer segments.

This is a strategic position focused on deepening engagement, driving growth, and identifying new opportunities for expansion within your existing portfolio. You will serve as a trusted advisor to our key accounts, helping them unlock the full potential of Sedna's AI-powered platform and creating long-term value for their businesses.

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

• Developing deep knowledge of the commodities, owner, operator, and charterer segments within maritime to build credibility and tailor your approach to each customer's unique needs.
• Increasing your expertise in Sedna's product, understanding its core features, capabilities, and how it addresses challenges faced by our largest customers.
• Leveraging case studies and success stories from current clients to provide insights and strategies that improve customer outcomes.
• Using Sedna's platform extensively to ensure familiarity with its features, value propositions, and potential use cases for different parts of your customers' businesses.
  
  

Customer Relationship Expansion

• Building and executing account strategies for key customers to ensure sustained value and expansion of Sedna's footprint.
• Engaging with senior stakeholders across departments within your accounts to identify new opportunities for growth, leveraging existing relationships to introduce additional Sedna solutions.
• Developing a deep understanding of your customers' strategic goals and aligning Sedna's offerings to help them achieve long-term success.
• Ensuring a thorough understanding of each customer's internal workflows and how Sedna can be further integrated to optimise efficiency.
  
  

Driving Growth and Expansion

• Identifying upsell opportunities within your existing accounts by understanding customers' evolving needs and challenges.
• Working alongside the solutions consultancy team to lead product demonstrations and scoping sessions to highlight the benefits of expanding Sedna's use across different teams and departments.
• Collaborating with the Customer Success, Product, and Implementation teams to facilitate smooth rollouts and ensure successful adoption of expanded services.
• Managing contract renewals and expansions, ensuring that all commercial terms are aligned with your growth targets and the customer's needs.
• Work with RevOps and finance to ensure company best practices are followed with renewals and expansions.
  
  

Stakeholder Engagement

• Mapping out key decision-makers within each account and establishing strong, trusted relationships with them.
• Acting as the main point of contact for senior stakeholders and ensuring Sedna is viewed as a strategic partner, not just a vendor.
• Hosting regular business reviews and strategic planning sessions with key accounts to track progress, uncover opportunities, and ensure the ongoing success of Sedna's solutions.
  
  

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

We are looking for candidates with demonstrable experience in the Maritime/Logistics industry - You'll be working with the world's largest commodity traders. Proven direct management of client relations at a C-Suite level is essential, as this role requires building and maintaining strong customer relationships.

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 Cap