Key Account Manager

Business: Sales — EMEA

Team: Key Accounts

Location: London (hybrid)

Lloyd’s List Intelligence delivers the 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 — reducing risk exposure, optimising operations, and identifying commercial opportunities.

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.

As a Key Account Manager for Maritime Data SaaS solutions, you will be responsible for managing and expanding relationships with key global clients across the finance, shipping, logistics, insurance, and energy sectors.

You’ll act as a trusted partner to senior decision-makers, ensuring they maximise value from the company’s maritime intelligence and data solutions — spanning AIS tracking, fleet analytics, risk assessment, and environmental performance insights.

Your role will combine strategic account management, solution consulting, and commercial growth through renewals, upsells, cross-sells and multi-region expansions.

This is a hybrid role based in our modern, centrally located London office, with a wide variety of services and transport links situated nearby.

Who you’ll work with

You’ll build deep, multi-level relationships across a portfolio of enterprise accounts, including:

• Enterprise accounts across the finance, shipping, logistics, insurance and energy sectors

• C-suite, data & analytics leads, operations, risk and compliance stakeholders

• Procurement and executive teams across multiple regions

1. Account Ownership & Relationship Management

• Oversee a specified portfolio of enterprise accounts within a particular sector.

• Build deep, multi-level relationships with customer stakeholders (C-suite, data & analytics leads, operations, risk, and compliance).

• Serve as the primary commercial contact for all client matters — renewals, upsells, cross-sells and escalations.

• Ensure high customer satisfaction, usage, and adoption across regions and teams.

2. Strategic Growth & Commercial Success

• Develop and execute multi-year account plans aligned with customer business goals and sustainability targets.

• Identify upsell and cross-sell opportunities in data and online subscriptions, APIs, and analytics tools.

• Lead renewals and pricing discussions with procurement and executive teams.

• Achieve or exceed revenue, retention, and expansion targets.

3. Consultative Selling & Value Realisation

• Translate maritime data insights into measurable business outcomes for clients (e.g., risk mitigation, business development, compliance).

• Conduct value reviews and quarterly business reviews (QBRs) with clients.

• Collaborate with Product and Data Science teams to align product development with customer feedback.

4. Reporting & Forecasting

• Maintain accurate forecasts and renewal/expansion pipelines in CRM (e.g., Salesforce).

• Monitor account health metrics, usage analytics, and satisfaction scores.

• Report on revenue performance, risk indicators, and strategic opportunities.

5. Industry Engagement

• Represent the company at key maritime events, conferences, and forums (e.g., Posidonia, Nor-Shipping, SMM, Sea Asia).

Experience

• 5+ years in SaaS account management or enterprise sales, ideally with global clients.

• 3+ years in the maritime or logistics data sector strongly preferred.

• Proven success managing complex, long-cycle accounts and achieving growth/renewal targets.

Sector Knowledge

• Understanding of maritime operations, fleet management, AIS data, and analytics.

• Familiarity with digital platforms for vessel tracking, port calls, emissions, and supply chain visibility.

• Understanding of digitalisation trends in shipping and regulatory frameworks (IMO, EU ETS, CII).

Skills

• Excellent relationship management and negotiation abilities.

• Strong communication and presentation skills, with the ability to simplify technical concepts.

• Strategic and analytical mindset — able to link data solutions to business outcomes.

• Self-starter with a global mindset and the ability to work independently.

Desirable

• Experience using Salesforce.

• Proven experience selling business intelligence, insights, market data or editorial products and/or services.

• Proficiency in a European language.

• A degree in any discipline.

• 25 Days Holiday rising to 27 after 2 years’ service

• Day off for your birthday — because you deserve to celebrate

• Life Assurance of 4 x Salary

• Company pension scheme: employee contribution of 5% basic salary, matched by an employer contribution of 5%

• Up to 4 Days Paid Volunteering per year to support causes you care about

• Additional leave for life events such as getting married or moving house

• Healthy Lifestyle Subsidy up to £250 annually

• Enhanced Family Leave including maternity, paternity, and shared parental leave

• Work from anywhere policy (up to 4 weeks per year, subject to approval) — giving you the flexibility to blend work and life on your terms

• Cycle to Work scheme

• Flexible benefits: Private Healthcare Plan, Dental Insurance, Medical Expenses Cash Plan, Health Screening, Critical Illness Cover, Employee Assistance Programme and the option to purchase 3 additional days of annual leave.

We know that sometimes the ‘perfect candidate’ doesn’t exist, and that people can be put off applying for a job if they don’t fit all the requirements. If you’re excited about working for us and have most, but not all of the skills or experience we’re looking for, please go ahead and apply. You could be just what we need!

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.