pleo - Account Manager - UK&I
Requirements
• 2. Hiring Manager Interview: A 45 minute chat to deep dive into your experience • 3. Challenge & Team Interview: We will send you a take home test and invite you to present during a 60 minute team interview. This is an opportunity to show us how you would handle the day to day of the role • 4. Bar Raiser: A final interview with a senior leader • Last time we hired for this role, we received a vast number of applications but only a few were selected for an intro call. Some of the key reasons why previous candidates didn’t make it past the application screening stage include: • Application care: every single application we receive is reviewed by a human (yes, hundreds of them) because we believe that candidates' efforts should be matched by an equal level of human care. This means that we expect a similar level of attention put into your application. Read and answer the application questions carefully, they make a huge difference in our decision-making process. • Profile to role fit: highlight most important aspects of the role, points that might get misunderstood, any specific industry requirements etc.
Responsibilities
• Identify and close opportunities within your book of business to grow accounts through upsells, new entities, teams, and product capabilities aligned to evolving customer needs. • Build deep relationships with key stakeholders to understand their strategic initiatives, and uncover whitespace opportunities. • Use MEDDICC (or similar) to rigorously qualify upsell and cross-sell opportunities to ensure forecast accuracy and deal velocity. • Showcase new product features, integrations, and advanced workflows that drive stronger adoption and platform value for upsells. • Create custom proposals and business cases that quantify value, align with commercial goals, and support customer budgeting cycles. • Work across senior finance, procurement, and operations stakeholders to land multi-threaded expansions. • Lead commercial conversations ensuring terms reflect the value Pleo delivers. • Use customer success stories, usage data, and ROI metrics to proactively pitch new functionality and deepen platform adoption. • A solid understanding of value-based selling and consultative approach • Skilled in contract negotiations and building business cases linking features to value • Strong understanding of qualification methodologies (e.g., MEDDICC) • A passion for solving problems with a solution-oriented approach • Data-driven, goal-oriented, and accurate forecasting ability • Strong commercial acumen and ability to navigate senior stakeholders • A background in SaaS Account Management or Customer Growth with a proven track record of expansion revenue and high net revenue retention • Complete fluency in English • In your first 6 to 12 months at Pleo, you’ll: • Lead targeted account whitespace analysis to drive impact in your assigned market segment. • Collaborate with Product and Marketing to improve feedback loops that influence our mid-market product roadmap. • Grow your skills in complex commercial negotiation and value engineering, taking on new challenges as the company continues to scale • Lisbon, Portugal
Benefits
• This role is a good fit for you if: • You are naturally curious and driven to map out complex organisations, identifying white space where Pleo can solve a genuine business need. • You get a rush from closing upsells by proving ROI and prefer driving proactive growth over simply waiting for a renewal. • You use frameworks like MEDDICC to keep deals on track and can easily show a CFO how tech features translate into financial value. • This role is not a good fit for you if: • You view Account Management solely as responding to support tickets or handling administrative renewals rather than proactively hunting for expansion opportunities and driving revenue. • You require a rigid, unchanging playbook to succeed. We are scaling fast, which means processes evolve and you’ll need to be comfortable building the plane while flying it. • You prefer simple, single-point-of-contact relationships. This role requires multi-threading across Finance, IT, and Procurement in mid-market organizations. • Your own Pleo card (no more out-of-pocket spending!) • Lunch is on us for your work days - enjoy catered meals or receive a lunch allowance based on your local office • Comprehensive private healthcare - depending on your location, coverage options include Vitality, Alan or Médis • We offer 25 days of holiday + your public holidays • For our Team, we offer both hybrid and fully remote working options • Option to purchase 5 additional days of holiday through a salary sacrifice • We use MyndUp to give our employees access to free mental health and well-being support with great success so far • THE INTERVIEW PROCESS • We want to ensure you are set-up for success and understand what will be expected of you. If your application is successful, our interview process is as follows:
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