Role overview

Kpler is seeking a Senior Account Executive to drive growth across Continental Europe’s defense and intelligence sector. Since 2014, the company has built a platform that transforms global trade data into actionable intelligence for clients in commodities, energy, and maritime industries. In this role, you will own the full sales cycle with government ministries, agencies, and public sector institutions, where Kpler’s data directly supports national security decisions.

Key responsibilities

Identify, pursue and close high-value opportunities throughout the complete sales cycle, from initial contact through contract signature and account management.
Manage strategic existing accounts by uncovering and executing upsell and cross-sell opportunities.
Navigate complex government procurement processes, including tenders and RFPs, to win and retain contracts.
Build trusted relationships with senior decision-makers across ministries, agencies and institutional clients.
Deliver ambitious revenue targets for the region and contribute to shaping Kpler’s strategy in Continental Europe.
Collaborate with Customer Success, Marketing and Product teams to ensure clients derive maximum value from Kpler’s solutions.
Maintain accurate pipeline forecasts in the CRM and represent Kpler at industry events and conferences.

Requirements

Proven track record of hunter-style sales with consistent achievement of revenue targets.
Deep knowledge of government procurement practices, including tenders and RFPs.
Experience managing large, strategic accounts within multi-stakeholder environments.
Strong professional network in the government or defense sector you can activate immediately.
Consultative selling approach combined with competitive, results-driven mindset and ability to manage multiple complex opportunities simultaneously.
Fluent English and at least one other major European language such as French, German, Spanish or Italian.
Experience in SaaS, DaaS or data platform sales to government institutions is advantageous.

What makes this role worth considering

This position offers genuine ownership and visibility in a growing market. You will work with a global team of over 850 experts across 69 countries, operating from London while managing relationships across Continental Europe. Your work directly impacts national security and policy decisions, providing meaningful impact beyond typical commercial sales.