Permanent, Full-time
Location: Australia (Remote Work)
Key Responsibilities Revenue & Growth
- Achieve annual sales targets within the assigned territory or customer segment
- Acquire new logo customers, particularly among small-to-mid fleet operators and regional charterers
- Drive cross-sell and upsell opportunities across inspection services, ESG solutions, and risk intelligence offerings
- Build and manage a structured outbound sales pipeline through targeted prospecting and market research
- Progress opportunities through a consultative sales approach, including discovery, product demonstrations, and clear articulation of value aligned to customer needs
- Develop strong relationships with key stakeholders including Fleet Managers, HSQE leaders, Commercial Managers, and Sustainability leads
- Conduct in-depth discovery to understand client risk profiles, operational challenges, and compliance requirements
- Position safety ratings, environmental assessments, and inspection services as solutions to customer pain points
- Maintain consistent engagement through structured interactions, including meetings, demos, and consultative discussions
- Present standard and moderately tailored subscription-based solutions
- Lead commercial discussions and negotiations within established frameworks
- Support smooth transition of clients to Customer Success teams post-sale
- Monitor and gather insights on regional regulatory developments (e.g. IMO regulations, decarbonisation, sanctions)
- Represent the organisation at industry events and maritime forums
- Provide structured feedback to Product and Technology teams to support continuous product enhancement
- Maintain accurate pipeline management and sales forecasting
- Ensure adherence to internal commercial governance and contracting policies
- Bachelor’s degree in Business, Maritime Studies, Marketing, or a related field
- 5–8 years of B2B sales experience, ideally within SaaS or data-driven solutions
- Experience within the maritime industry or related sectors is preferred
- Strong track record in new business development and growing existing accounts
- Understanding of shipping operations, vessel risk, and compliance frameworks
- Experience selling subscription-based or digital solutions
- Strong commercial acumen, communication, and stakeholder management skills