Director of Account Management (F/M) - Zurich (hybrid) or Germany (remote)

Head of Account Management, EMEA

Responsible for the EMEA customer team, building strong relationships with customers and providing significant value to their business to ensure that the portfolio renews and expands, achieving single digit gross churn rates and NRR of 120%+.

Partners closely with internal stakeholders (Customer Success, Customer Success Engineers, Product Managers, Marketing and Leadership) and external stakeholders (Communications, HR, IT, Operations) to drive renewal and expansion motion.

Responsibilities

• Define the strategy within your market segments to expand and renew the portfolio of customers
• Define team objectives to enable achievement of daily, weekly and quarterly targets
• Engage with internal and external executives to expand the relationships with our customers
• Actively engage in the sales process and lead from the front
• Discover customer needs, uncover concerns, and learn wider organizational initiatives through quarterly business reviews and proactive touch points
• Work collaboratively across all departments, mainly Customer Success, Marketing and Product Management
• Forecast expansion and contractions accurately on a weekly basis
• Build a healthy pipeline to ensure a coverage of 3x
• Lead your team to exceed annual quota targets and develop their knowledge and skills
• Participation in the hiring process & developing the sales team
• Manage performance of team members
• Leverage Salesforce to maintain an accurate pipeline and forecast

Qualifications

• A minimum of 5+ years of sales leadership experience with an outstanding background in sales/account management as an individual contributor in a SaaS business.
• Exceptional written and verbal communication skills in German (C2 level or equivalent)
• Strong understanding of sales discovery framework
• Ability to build business cases, negotiate, and develop strong relationships
• Flexibility to work collaboratively within a team and independently when needed
• Excellent communication/presentation skills with the ability to build relationships
• Organizational and time-management skills
• Proactive and self-motivated with a positive attitude
• Strong sense of curiosity with a passion for learning and helping others
• Comfortable with C-level engagement
• Strong business acumen and ability to analyze data to address customer situations

Bonus Points

• Experience selling into HR, IT, Operations, Communications
• Experience selling into frontline industries (Manufacturing, Retail, Construction)
• Understanding of Challenger Customer Framework & Winning By Design principles
• Experience with Salesforce, Clari, Outreach, ZoomInfo, Zoom, and Google Suite
• Spanish knowledge
• Bachelor’s degree

Benefits

• Competitive Salary
• Personal Learning & Development Budget
• Health and Wellness Reimbursement
• Home Office Set-Up Reimbursement
• Laptop for work purposes
• Mentoring and opportunities to grow and progress within your career path

We aim to celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage applications from candidates of all backgrounds, identities, and experiences.