About the Role
Kaiko is a Series A maritime compliance SaaS company. We build AI-powered vessel inspection and compliance tools used by ship management companies globally. We are growing fast and need someone to own new business acquisition and sales execution.
You will report directly to the COO. Your job is to lead a team of account executives and SDRs, and close deals.
What You Own
Pipeline: Own the full new business pipeline from qualified opportunity to signed contract.
Execution: Run a structured sales process built on MEDDPICC qualification. No passenger deals. No wishful forecasting.
Team Management: Lead, coach, and develop a team of account executives and SDRs. Listen to calls, fix problems fast, hold people to a high standard, and develop each individual.
Forecasting: Deliver accurate weekly forecasts to the COO. You know where every deal stands and why.
Full-Suite Selling: Position and sell our complete platform, not individual modules. Understand the product across all six modules and coach your team to do the same.
What Good Looks Like in 90 Days
- Every active deal has a documented economic buyer, compelling event, and next step
- Forecast accuracy within 10% of actuals
- Call review cadence running weekly across the team
- You have listened to every rep's calls and know exactly where each one needs to improve
What You Need
- 5+ years in B2B SaaS sales, with at least 2 managing a team
- Strong MEDDPICC or equivalent qualification discipline; this is non-negotiable
- Track record of hitting and exceeding ARR targets in a mid-market or enterprise environment
- Direct and honest communication style
- Comfortable selling a technical product into a conservative, relationship-driven industry
- Maritime or industrial sector experience is a bonus, not a requirement
Compensation
Competitive base plus uncapped commission tied to new ARR closed. Equity available.
