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About the Role

Lead the commercial strategy and sales performance for the Shipping, Commodities & Legal vertical across EMEA, owning revenue performance, leading a team of account managers, and acting as the senior commercial lead for key clients. Translate LLI’s intelligence into operational, commercial, and evidential value for clients, building a high-performing team and a repeatable engine for retention and expansion.

Responsibilities

Lead, coach, and develop a team of account managers covering the shipping, commodities, and legal vertical.
Set clear targets, KPIs, and territory/account structures, and manage performance to a consistently high standard.
Recruit, onboard, and retain top commercial talent, building a culture of accountability, collaboration, and continuous improvement.
Instil disciplined sales methodology, deal qualification, and coaching rhythms across the team.
Own the go-to-market strategy for shipping, commodities, and legal markets, including segmentation, target account selection, and sector-specific value propositions.
Position LLI’s intelligence against clear use cases, fleet and voyage analytics, chartering and trade-flow insight, commodity-trade compliance and sanctions, and legal use cases.
Drive demand generation and pipeline creation in partnership with Marketing, and identify white-space and cross-sell opportunities.
Own the revenue number across retention and expansion, and achieve or exceed annual targets.
Lead complex, enterprise, and multi-region deals, including pricing, negotiation, and contract strategy.
Ensure strong renewal rates and net revenue retention through proactive account planning and value realization.
Act as the senior commercial sponsor for strategic shipping, commodities, and legal accounts, building trusted relationships with senior buyers.
Lead executive value reviews and quarterly business reviews (QBRs), and personally manage key escalations.
Translate LLI intelligence into board-level business outcomes.
Partner with Product and Data Science to feed sector needs into the product roadmap.
Work closely with Customer Success, Marketing, and regional sales leaders to ensure a seamless client experience.
Maintain accurate forecasts and a healthy, well-qualified pipeline in CRM.
Report on revenue performance, pipeline, account health, and risk indicators to senior leadership.
Use data to identify trends, coach the team, and make evidence-based commercial decisions.
Act as a visible figurehead for LLI across the shipping, commodities, and legal markets, representing the business at industry events.
Build LLI’s profile and network across the shipping, commodities, and legal community.

Requirements

Demonstrated experience leading commercial strategy and sales performance for shipping, commodities, and legal market accounts, with clear accountability for revenue outcomes.
Demonstrable experience of leading commercial activity and developing senior customer relationships within shipping, commodities, and/or the maritime legal sector.
Typically evidenced by at least three years of relevant sector exposure.
8+ years in B2B SaaS, data, or intelligence sales, including substantial experience leading and developing sales teams.
A strong track record of selling to the shipping and commodities sectors.
Demonstrable experience of leading commercial or organisational change.
Experience guiding client organisations through their digitisation journey.
Demonstrable ownership of a multi-million revenue number across retention and expansion.
Experience building, scaling, and leading high-performing enterprise sales teams.
Strong understanding of shipping and commodities workflows, maritime operations, fleet management, AIS data, chartering, trade flows, and commodity-trade compliance and sanctions.
Insight into how organisations beyond the shipowning community use data and intelligence.
Familiarity with relevant regulation and standards (IMO, EU ETS, CII, sanctions regimes).
Appreciation of how maritime intelligence is used in legal and dispute settings (advantageous, not essential).
Inspirational sales leadership, able to hire, coach, restructure, and lead a team through change.
Change leadership: a proven ability to transition an established team to a new, sector-specialist operating model without losing commercial momentum.
Consultative and credible with senior shipping, commodities, and legal buyers.
Executive-level relationship building, negotiation, and commercial acumen.
Strategic, analytical, and data-driven, with strong forecasting and pipeline discipline.
Excellent communication, presentation, and storytelling skills.
Comfortable operating in a global, cross-cultural, matrixed environment.
Experience using Salesforce and a recognised sales methodology (e.g., MEDDIC / MEDDPICC) is desirable.
Track record selling business intelligence, market data, editorial, or legal-information products and services is desirable.
An established network across shipping, commodities, and energy is desirable.
Proficiency in a European language is desirable.
A degree in any discipline is desirable.

Skills

Sales Leadership
Team Development
Commercial Strategy
Sales Performance
Revenue Management
Account Management
Go-to-Market Strategy
Demand Generation
Pipeline Creation
Cross-selling
Negotiation
Contract Strategy
Account Planning
Value Realization
Executive Relationship Management
Forecasting
Pipeline Management
Data Analysis
Market Presence
Industry Engagement
Fleet Analytics
AIS Tracking
Ownership Data
Compliance Data
Emissions Insight
Digitisation
Change Management
Consultative Selling
Commercial Acumen
Strategic Thinking
Analytical Skills
Presentation Skills
Storytelling
Cross-cultural Communication
Sales Methodology (MEDDIC / MEDDPICC)
Business Intelligence
Market Data
Legal Information Products

Location

London, UK

Work Type

Hybrid

Experience Level

8+ years in B2B SaaS, data or intelligence sales
At least three years of relevant sector exposure

Education Level

A degree in any discipline

Benefits

25 Days Holiday rising to 27 after 2 years’ service
Day off for your birthday
Life Assurance of 4 x Salary
Company pension scheme
Up to 4 Days Paid Volunteering per year
Additional leave for life events
Healthy Lifestyle Subsidy up to £250 annually
Enhanced Family Leave
Work from anywhere policy (up to 4 weeks per year)
Cycle to Work scheme
Flexible benefits: Private Healthcare Plan, Dental Insurance, Medical Expenses Cash Plan, Health Screening, Critical Illness Cover, Employee Assistance Programme
Option to purchase 3 additional days of annual leave

About the Company

Lloyd's List Intelligence delivers trusted maritime data, analytics, and insight that keeps global trade moving.
Powered by 3,000+ intelligence sources, proprietary AIS data, and a global network of analysts, we provide real-time visibility into the world's fleets, trade flows, and risks.
By combining advanced analytics, AI, and human expertise, our intelligence helps organisations across shipping, finance, commodities, insurance, legal, and government sectors make confident decisions.
With over 300 years of maritime heritage, we continue to shape the future of trade intelligence, transforming vessel, ownership, compliance, and emissions data into clarity that drives smarter, safer, and more transparent trade.

Equal Opportunity

We believe strongly in the value of diversity and creating supportive, inclusive environments where our colleagues can succeed. As such, we are proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, colour, ancestry, national origin, religion, or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other protected characteristics under federal, state or local law.
Please let us know of any adjustments we need to make for you to show us your best self.