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About the Role
Turn meetings booked by SDRs into signed customers by understanding prospect needs, demonstrating Kaiko's value, and guiding them through to a signed pilot. The role requires building credibility with technical, conservative, and relationship-driven buyers by deeply understanding their operations.
Responsibilities
- Take meetings booked by SDRs, thoroughly understanding the prospect's company, fleet, and the reason for the conversation.
- Conduct discovery calls to identify core problems, asking probing questions to understand current processes and costs associated with failures.
- Disqualify prospects early if a good fit is not identified to save time.
- Perform product demonstrations independently, tailoring them to the prospect's fleet, challenges, and terminology, and addressing technical questions.
- Write and defend commercial proposals, including pricing, scope, timeline, and terms.
- Build personal pipeline through referrals, conferences, and re-engaging dormant accounts.
- Maintain close relationships post-signature through the pilot phase and beyond, focusing on account growth, expansion, and securing references and introductions.
- Provide market feedback to product and leadership teams regarding objections, competitor activities, feature gaps, and pricing concerns.
- Contribute to improving sales processes, CRM discipline, materials, and playbooks within the UniSea Group.
Requirements
- Minimum of 2 years of experience closing B2B SaaS or technical solutions, with a proven track record of meeting quota.
- Comfortable with outbound sales, including initiating contact with prospects unfamiliar with the company.
- Ability to run product demonstrations independently and gain deep product knowledge to engage technical professionals.
- Possess strong commercial judgment, including the ability to construct proposals, explain pricing models, and negotiate effectively.
- Maintain an up-to-date CRM system, ensuring all activities are recorded for accurate forecasting.
- Demonstrate resilience and self-direction, capable of managing a sales region independently through long sales cycles in a conservative industry.
- Experience in maritime, logistics, industrial, or other complex B2B sectors is advantageous.
- Fluent in English; additional languages relevant to the assigned region are a plus.
- Ability to work remotely with discipline, ensuring substantial overlap with Central European Time business hours.
- Willingness to travel for conferences and customer visits.
Skills
- B2B SaaS sales
- Technical solutions sales
- Quota attainment
- Outbound sales
- Product demonstration
- Discovery calls
- Commercial proposal writing
- Pipeline management
- Account growth
- CRM management
- Forecasting
- Negotiation
- Market feedback
- Sales process improvement
Location
- Remote
- Central European Time overlap
- Willing to travel
Work Type
- Full-time
- Remote
Experience Level
- 2+ years closing B2B SaaS or technical solutions
Benefits
- Clear career progression path
- Ownership of sales region
- Direct access to decision-makers
- Stability and reach of the UniSea Group
- Regular team time and company events
About the Company
- Kaiko is a team within the UniSea Group, a larger maritime software business.
- The company provides solutions for ship managers, focusing on inspections, vetting, PSC, and reporting.