Similarweb - Team Manager (Player-Coach), Enterprise Sales, EMEA
Requirements
• 4-5 years experience leading and coaching Enterprise Account Management (expansion focus) or Enterprise Sales teams. Proven coaching ability matters more than tenure. • A track record of closing and coaching large, complex expansion deals with global enterprise customers, including negotiation with Legal and Procurement. • Evidence that you have built account growth strategy, not only executed it: account plans that changed outcomes, and cross-functional programmes (Customer Success, Marketing, Product, services) that you set up and ran. • Strong pipeline generation and forecasting discipline, with a recognised qualification methodology (for example MEDDPICC). • A real point of view on GenAI and how it changes customer behaviour, search, and the way brands measure performance. You can explain it to a CMO or Head of Digital. • Working knowledge of digital marketing and measurement (SEO, paid, display, social, affiliate, e-commerce). • Experience building processes and operating through Salesforce. • Excellent communication and executive presentation skills. Fluent English. • Advantages • Advantages • Experience selling data, analytics or insights products to Retail, CPG or other consumer sectors. • Experience with Similarweb, Google Analytics, Adobe or comparable measurement tools. • French or German. • Experience representing a company externally, for example through speaking, client panels or published thought leadership.
Responsibilities
• Lead and coach • Lead and coach • Manage a team of 3-4 Account Executives responsible for expansion (upsell and cross-sell) across a portfolio of global enterprise customers. • Coach in the field: join customer calls and meetings, co-sell on complex opportunities without taking deals from the rep, and run structured deal reviews that test qualification and forecast quality. • Hire, onboard and develop Account Executives, with development plans tied to specific skill gaps, career discussions, and timely action on performance issues. • Build account growth strategy • Own the Account Growth Plan standard for the team: whitespace mapping, org maps and stakeholder strategy, use-case-led value cases, and a clear path to six-figure expansion on each priority account. • Develop and refine the team playbook, including the metrics that signal expansion readiness. • Maintain a disciplined forecast and report expansion pipeline and risks to senior leadership. • Orchestrate the whole company around the account • Run a joint planning rhythm with Customer Success, sharing account plans, usage and health signals, and renewal timing to surface growth earlier. • Bring in Product, Product Marketing, Marketing, Advisory Services and Technical Solutions to build account-specific plays, from executive briefings to custom research, and to drive adoption. • Partner with Revenue Operations to improve data quality, automation and insight so the team spends its time with customers. • Move the team up the value chain • Shift the team's mix toward larger, multi-stakeholder, multi-quarter deals in Data-as-a-Service, GenAI, retail and digital-shelf intelligence, and Advisory Services. • Coach reps to lead with the customer's business problem and quantify its value, reach economic buyers, and work through procurement and legal. • Build a pipeline engine: monthly pipeline reviews, clear qualification criteria, and a consistent approach to generating six-figure opportunities within the installed base. • Be a credible voice • Be a credible voice • Personally manage 3-5 strategic accounts with an expansion target. • You are a strategic thinker who is also comfortable in the field. You build plans, and you can sit in the room and help a rep win. You change how a team works by bringing people with you. You work across functions without waiting for permission.
Benefits
• We believe a great company starts with great people and with helping them grow professionally and personally. At Similarweb you will work with curious, passionate colleagues who want to drive real impact. • Our values: Data Driven, Passionate, Excellence, Winning Together. • Our values: • Learn more at www.similarweb.com. • We will handle your application and information related to your application in accordance with the Applicant Privacy Policy available here.
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