Spendesk
Spendesk

Head of Account Management, Southern Europe

Permanent contract
Paris
Salary: €98K to 103.6K
A few days at home
Experience: > 10 years
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Spendesk
Spendesk

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Questions and answers about the job

The position

Job description

The Head of Account Management, Southern Europe, plays a critical role in driving client value via upsell, fostering strong client relationships. This position will lead a team of Account Managers and Key Account Managers, providing guidance, mentorship, and support while ensuring the successful delivery of client projects, exceeding client expectations, and maximizing customer lifetime value through strong upsell strategies. If you are successful, commercial, customer-centric leader with a building mindset eager to manage a scaling team, then we’d love to hear from you!

About the Key Account Team

The Key Account team at Spendesk helps large customers get the most out of Spendesk and fulfil their desired outcome. Through consultative selling, market expertise, and deep product knowledge, they drive clients value, ultimately being the owners of NRR metric.

Their mission is to:

- Grow customer value, leveraging a newly designed P&P centered around land-and-expand motion (expansion, upsell & cross-sell, detect opportunities & risks)

- Guide customers towards their own success (define action plans based on use cases)

- Develop strategic relationships with key stakeholders

- Identify and penetrate new market opportunities

Key Responsibilities

  • Team Leadership & Development:
  • Lead, mentor, and coach a high-performing team of Account Managers, focusing on developing their skills in upsell strategies and client relationship management.
  • Conduct regular performance reviews, provide constructive feedback, and identify areas for professional development.
  • Implement training programs and workshops to enhance team knowledge and skills in areas such as account planning, market mapping and consultative selling. This will be imperative as we build out the team.
  • Foster a competitive yet collaborative team environment that drives results
  • Recruit, hire, and onboard new team members.
  • Track and analyze team performance metrics, including key performance indicators (KPIs) related to upsell revenue and client satisfaction.
  • Upsell & Cross sell
  • Identify and pursue upsell and cross-sell opportunities within existing client accounts.
  • Develop and implement account plans that prioritize revenue growth and customer lifetime value.
  • Coach Account Managers on effective upselling and cross-selling techniques, including value proposition development and objection handling.
  • Work hand in hand with Leaders in Customer success to align on customer retention and upsell strategies
  • Collaborate with cross-functional teams (e.g., Sales, Marketing, Product, Operations) to develop and execute successful retention and upsell campaigns)
  • Project Management & Delivery:
  • Oversee the successful delivery of client projects, ensuring they are delivered on time, within budget, and to the highest quality standards.
  • Monitor project progress, identify potential roadblocks, and implement corrective actions as needed.
  • Ensure client satisfaction throughout the project lifecycle.
  • Business Development:
  • Contribute to the development of new service offerings and pricing models that support revenue growth.
  • Define and implement sales strategies to penetrate accounts
  • Develop and oversee territory planning and account mapping
  • Coach the team members on complex deal negotiations and strategic opportunity management
  • Participate in industry events and conferences to network and build relationships.

    • Qualifications

  • 10+ years of professional experience
  • 5+ years of experience in Account Management, with a strong focus on upsell strategies and client relationship building.
  • 2+ years of experience leading and mentoring a team.
  • Previous experience in SaaS B2B
  • Proven experience in achieving revenue growth through upsell and cross-sell initiatives.
  • Ability to attract new talent and foster their growth within the company.
  • Excellent communication, presentation, and interpersonal skills.
  • Strong analytical and problem-solving skills.
  • Ability to build strong relationships with clients and internal stakeholders.
  • Proficient in project management methodologies and tools.
  • Experience with CRM and project management software (e.g., Salesforce, HubSpot, Asana, Jira).

    • As we are an international team, please submit your application and CV in English.

    About Spendesk 

    Spendesk is the 7-in-1 spending solution built for finance teams to make faster, smarter spending decisions. Founded in 2016, Spendesk is now one of the fastest-growing fintechs in Europe, with over 4,000 customers and an international team of 300+ employees based in Paris, Berlin, London, Hamburg, and remote. We’ve raised over €260M from leading investors, and been named a French tech unicorn. And we’re not stopping there! 

    About our people & culture

    We believe that people do their best work when they’re given the freedom to thrive and grow. That’s why liberation is at the core of everything we do. We empower Spendeskers to take ownership of their work, to navigate ambiguity, and seize every opportunity. Spendeskers come from all over the world (35+ countries and counting!) but we have plenty in common: we're bold, ever-curious, committed to kindness, and tackle every challenge with a positive mindset. 

    About our benefits 

    Our culture is built on trust, empowerment, and growth — with benefits to match!

    - Flexible on-site policy : 3 days on-site / week

    - Lunch 60% funded by Spendesk (Swile Card)

    - Alan Premium health insurance

    - A Gymlib pass to let off steam after a productive day at work

    - Access to Moka.care for emotional and mental health wellbeing

    - Access to Vendredi allowing us to change the world

    - Latest Apple equipment

    - Great office snacks to fuel your day

    - A positive team to work with daily!

    Diversity & Inclusion

    At Spendesk, we're committed to fostering an environment where all differences are encouraged, supported and celebrated. We're building our culture for everyone, with everyone. Our goal is to attract and build a diverse, equal and inclusive team, where everyone feels welcome and we truly embrace and encourage people from all backgrounds to apply.

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