Location: Cardiff (flexible for the right candidate)
Employment: Type: Full-time
About Idwal
Idwal is the global leader in independent ship inspection, technology and data services. We inspect almost 50% of all vessels sold worldwide and are the industry’s trusted partner for fleet condition monitoring. Our proprietary Idwal Grade ® has become the maritime industry standard for measuring asset integrity, trusted by ship owners, financiers, insurers and operators globally.
With a 500-point inspection methodology and extensive surveyor network, we provide transparent, data-driven insights into vessel maintenance, quality and ESG compliance through our innovative suite of technology tools and flagship platform “Idwal ID”.
As we continue our rapid growth, we are expanding our commercial team to capitalise on increasing demand for independent vessel intelligence across the EMEA region.
The Role
You will be responsible for directly managing a number of high-quality pre-existing customers based in UK & Europe, developing strategies to deliver strong sustainable ARR growth whilst identifying new opportunities within your regional coverage area to deliver new business wins, contributing significantly to overall top line performance.
You will have regional autonomy and access to a wide universe of potential new logos as well as established strategic accounts where you will interface with a diverse group of customers and potential customers including shipowners, brokers, charterers, operators and financiers - opening doors and interfacing with high levels of the maritime industry.
This role requires demonstrable multi-disciplined sales experience with both a hunter mentality for new logo acquisition and farmer skills to expand our footprint within existing strategic accounts.
The successful candidate will combine commercial and sales excellence with either direct maritime expertise or analogous industry experience (such as Health & Safety, Compliance, TIC, Construction, for example) and a high performance track record, enabling them to engage confidently with a variety of stakeholders at all levels, selling structured contracted agreements (ACV), platform subscriptions (ARR) and technical services (e.g. inspections, consultancy and more).
Key Responsibilities
* Develop and execute comprehensive sales strategy across your accounts in the EMEA region across all Idwal service lines (S&P inspections, condition monitoring, Idwal ID platform, data services)
* Own your revenue targets within your region with accountability for multimillion annual sales target and some of our biggest clients in the region
* Identify and prioritise target accounts and market segments for maximum growth potential
* Lead negotiations for enterprise agreements and multi-year partnerships with strategic clients
* Represent Idwal at industry forums, working groups and regulatory discussions
* Regular interaction with clients in the region
* Build and maintain relationships with major shipowners, operators and technical managers across your region
* Act as trusted advisor on vessel inspection standards, risk assessment and ESG compliance
* Manage escalations and ensure exceptional service delivery for VIP accounts
* Partner with marketing on regional campaigns, case studies and content strategy
* Collaborate with technical and operations teams to ensure service excellence
* Contribute to global sales best practices and knowledge sharing
Required Experience & Qualifications
* 8-10+ years of progressively senior commercial experience in B2B sales roles
* Proven track record closing high-value deals (£1 00k+ annually per client) with complex stakeholder groups
* Experience negotiating enterprise contracts and managing strategic accounts
* Exceptional presentation and communication skills with ability to engage technical and non-technical audiences
* Experience selling technology/SaaS and subscription led solutions in addition to professional services
* Strategic thinker with ability to identify market opportunities and develop go-to-market strategies
* Self-starter, highly motivated, entrepreneurial approach with comfort in ambiguity
* Willingness to travel extensively across EMEA (50-60%)
* Understanding of data analytics, benchmarking solutions and how to drive insights from complex data
Desirable but not essential
* Experience of selling into the maritime industry and or a maritime technical background: former deck/engineering officer, marine surveyor, port captain, technical superintendent or naval architect, with evidence of recent commercial roles.
* Established relationships within UK, Greek, Nordic, German and/or Middle Eastern markets
* Bachelor’s degree with specialisation in Maritime Studies or similar.
What We Offer
* Competitive base salary reflecting seniority and experience
* Performance-based bonus and commission scheme
* Dynamic, entrepreneurial culture within a rapidly scaling business
* Exposure to cutting-edge maritime technology, AI and data analytics
* Opportunity to influence industry standards and participate in regulatory discussions
Applications will be treated in strict confidence.
Idwal Marine is an equal opportunities employer. We are committed to building a diverse team and creating an inclusive culture where all employees can thrive.
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