Key skills
CAISaaSCRMCommunicationCustomer SuccessAccount ManagementSales
About this role
Role Overview
- Build and execute long-term account strategies to maximize client lifetime value.
- Conduct structured account mapping (organization, power structures, stakeholders).
- Apply the MEDDIC/MEDDPICC methodology to structure deals and uncover opportunities.
- Identify and activate upsell levers and expansion potential (subsidiaries, business units, regions).
- Develop trust-based relationships with executive sponsors and end-users.
- Lead regular business reviews and steering committees.
- Act as the client’s internal advocate to drive product adoption and maximize impact.
- Identify future client needs and negotiate Master Framework Agreements and enterprise-level contracts.
- Work closely with internal teams (CSM, Sales, Product) to promote growth and retention.
- Own and drive Net Revenue Retention (NRR) for your portfolio.
- Monitor portfolio KPIs: usage, churn, satisfaction, upsell pipeline.
- Maintain up-to-date CRM records (HubSpot, Planhat, etc.) with accuracy and precision.
Requirements
- Minimum 5 years of experience in Account Management, including significant exposure to B2B SaaS and complex sales cycles.
- Proven success managing strategic or enterprise accounts.
- Strong ability to sell value-based solutions and understand the financial priorities of clients.
- Strong autonomy and ownership over accounts.
- Experience negotiating complex contracts at group or global level.
- Exceptional communication skills: clear, structured, and impactful.
- Familiarity with sales frameworks like MEDDIC / Challenger Sale / SPIN Selling.
- Fluent in French & English.
- Genuine curiosity about AI technologies and eagerness to learn how they can drive significant impact.
Benefits
- Flexible remote policy.
- Inclusive environment with cultural diversity and parity.
- Access to C-level stakeholders.
- Cross-functional support from Marketing, Product, and Customer Success.
- A mature and high-quality client base.
- An established methodology for selling to enterprise Finance departments.