Enterprise Account Executive - Europe
Hybrid Oslo Full-time Mid-level Account Executive
At a glance
Mid-level Account Executive role at Xeneta. Oslo · full-time.
Pay not stated
RoleAccount Executive
SeniorityMid-level
LocationOslo
WorkplaceHybrid
EmploymentFull-time
PostedOct 5, 2026 · 12d ago
Role brief
growthroles summary, based on the employer's posting.
What you'll do
- Guide enterprise deals from discovery and evaluation through proposals and high-level negotiations
- Run several complex sales at once, turning incoming leads into closed business while keeping each opportunity moving
- Connect freight data to customer needs and build quantified cases that show the business impact
- Identify decision-makers across procurement, supply chain and finance, then bring them into the buying process
- Keep MEDDPIC, close plans and forecasts current, and raise your market profile through events and thought leadership
What you bring
- At least four years of consulting work, ideally with examples of winning follow-on projects or expanding client accounts
- You understand supply chain procurement or operations, including how shippers handle logistics
- You can build and defend quantified business cases, and confidently advise and negotiate with senior leaders
- You write and speak English fluently
Who this fits
This role suits someone who can combine consulting judgment with commercial drive and guide senior customers through complex choices. You’ll work across Europe and own accounts and pipeline from lead to close. The role is hybrid from an office in London, Hamburg, Oslo, Bucharest or Copenhagen, or remote within Europe.
From the employer
As an Account Executive at Xeneta, you'll lead complex, high-value sales across EMEA and advise large enterprises on how to use our ocean and air freight market intelligence. Xeneta is one of the world's leading data platforms providing market intelligence to the global supply chain industry, and our customers include some of the world's largest companies, such as Coca-Cola, Unilever and Pfizer. You'll work comfortably at every level of a customer's organization, from day-to-day users to senior executives, build analysis-driven business cases, and leverage presales, expert teams and professional services to get each deal across the line.
You bring a consulting background, sharp analytical skills, and the confidence to advise senior executives and guide them through complex decisions. Bring your entrepreneurial spirit to develop a business within a structured sales approach that supports you in reaching your full potential, and help us change the way freight is bought and sold!
Location: This will be a hybrid role in one of our offices in London, Hamburg, Oslo, Bucharest or Copenhagen, or remote in Europe. You'll own your accounts and pipeline from incoming leads to close, working with your SDR, pre-sales, expert teams and professional services in a collaborative effort to close deals.
Your key tasks will be:
Bonus points for
You bring a consulting background, sharp analytical skills, and the confidence to advise senior executives and guide them through complex decisions. Bring your entrepreneurial spirit to develop a business within a structured sales approach that supports you in reaching your full potential, and help us change the way freight is bought and sold!
Location: This will be a hybrid role in one of our offices in London, Hamburg, Oslo, Bucharest or Copenhagen, or remote in Europe. You'll own your accounts and pipeline from incoming leads to close, working with your SDR, pre-sales, expert teams and professional services in a collaborative effort to close deals.
Your key tasks will be:
- Lead the opportunity through discovery, evaluation, proposal and senior-level negotiation.
- Deliver a steady flow of new customers by managing several complex sales cycles in parallel and giving each the attention it needs.
- Advise customers on how Xeneta's data applies to their business, and build a quantified, analysis-driven business case for each opportunity.
- Map the buying process in every account and bring the right stakeholders in procurement, supply chain and finance on board.
- Collaborate with our internal commercial teams across marketing, events, partnerships, pre-sales, experts, professional services and Xeneta executives.
- Keep MEDDPIC, a written closing plan, and an accurate forecast current on every opportunity.
- Build visibility in your market through roundtables, webinars and thought leadership.
- 4-5+ years of consulting experience, ideally including client work where you won follow-on projects or grew existing accounts.
- A consultative mindset with commercial drive: you enjoy guiding senior stakeholders through complex decisions to a clear outcome, and you focus on business impact over technical detail.
- Supply chain experience, from procurement or supply chain operations, with an understanding of how shippers run procurement and logistics. Ocean or air freight experience is a plus, and road freight experience is equally welcome.
- Intellectual flexibility: you adapt quickly, make a well-reasoned case, and negotiate and present with confidence at senior level.
- The ability to bring others together and build a team to deliver on complex problems.
- A structured, hypothesis-driven approach to building and defending a quantified business case.
- Fluent written and spoken English; other European languages are welcome.
Bonus points for
- Direct sales, business development or business origination experience, including within existing client accounts.
- Supply chain or logistics experience with an IT angle, such as system implementation or TMS (transportation management system) projects.
- Experience selling data, SaaS, or technology platforms into supply chain or procurement functions.
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