Team Lead – Sales Specialist, Arbitrage & Refineries

Overview

As Team Lead – Sales Specialist, Arbitrage & Refineries, you drive revenue for Kpler’s Arbitrage and Refineries suite in EMEA while mentoring a small sales team. You own a defined book and collaborate with cross-functional partners to strengthen the product proposition and expand client adoption. You will engage senior traders, shape territory plans, and translate market insights into opportunities. The role blends leadership with hands-on selling and strategic input to support growth in a dynamic commodities landscape.

Responsibilities

• Own and grow a defined EMEA book for Arbitrage and Refineries products, engaging prospects and current clients
• Lead and develop a global team of two Sales Specialists, driving adoption across territories
• Create and execute territory plans with clear priorities and strategies
• Manage the team and own territory pipelines with a focus on value creation and revenue growth
• Drive new business and expansion by engaging senior stakeholders and addressing trading needs
• Capture customer and market feedback to inform product and commercial strategy
• Maintain accurate CRM records and deliver monthly/quarterly forecasts
• Collaborate with Account Managers on contracts and ensure policy compliance
• Partner with Product and cross-functional teams to strengthen the product proposition
• Represent Kpler externally, building relationships with senior stakeholders in commodities
• Coach and develop Sales Specialists to meet targets and improve territory strategies

Key requirements

• 5–7+ years in a commercial or sales role in B2B, or 2–3 years in management with a strong commercial background
• Strong understanding of commodities markets, including physical and financial pricing and trading strategies
• Essential knowledge of oil markets and familiarity with arbitrage tools
• Experience selling data-driven or intelligence products in B2B
• Proven ability to manage a regional or defined book, including pipeline ownership, renewals, and revenue growth
• Strong analytical and data interpretation skills to identify trends and opportunities
• Excellent communication and presentation skills for senior stakeholders
• Strong CRM and pipeline management capabilities, preferably Salesforce, with disciplined forecasting
• People management and coaching ability across territories and markets
• Commercially driven, goal-oriented, and focused on long-term client relationships
• Collaborative and adaptable, comfortable working across time zones and cultures
• Curious, proactive, and resilient with initiative to explore opportunities
• Nice to have: experience shaping go-to-market or product strategy; experience leading Sales Specialists; familiarity with trading/arbitrage; experience with commodities data or analytics products

• communication
• presentation
• collaboration
• Salesforce
• CRM systems
• pipeline management

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