Strategic Account Executive, DACH Enterprise Sales
MakiPeopleSell MakiPeople’s AI hiring platform to major enterprises across the DACH region. Lead complex deals, build business cases and develop strategic customer accounts.
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Founded in 2017, Trustpair develops digital solutions that help enterprise finance teams secure payments and manage third-party data. Its platform is designed to simplify financial processes, with more than 300 enterprise clients using its solutions. Trustpair has a multicultural team of around 100 employees and has raised $25 million to support its work in payment security and financial management.
Senior Account Manager, EMEA — Trustpair
Grow Trustpair’s strategic enterprise accounts for its vendor fraud prevention SaaS platform across EMEA. Lead expansion, complex negotiations, and executive relationships.
Description
- Manage and grow strategic enterprise accounts.
- Increase revenue, retention, and long-term account value.
- Create and deliver tailored account plans.
- Map customer organizations, decision-makers, economic buyers, influencers, and priorities.
- Find and advance upsell and cross-sell opportunities across subsidiaries, business units, regions, and use cases.
- Qualify and progress complex opportunities using MEDDIC or MEDDPICC.
- Build relationships with CFOs, Finance Directors, executive sponsors, and other senior decision-makers.
- Lead executive business reviews, steering committees, and strategic account discussions.
- Manage the expansion pipeline from negotiation through close.
- Negotiate complex commercial agreements, including enterprise-wide, master framework, and multi-entity contracts.
- Develop value-based business cases.
- Track commercial performance, including net revenue retention, expansion revenue, and sustainable growth.
- Partner with Customer Success to support retention, adoption, and customer satisfaction.
- Monitor account results, forecasts, product usage, customer health, and churn risk.
- Keep account plans and commercial activity current in CRM tools.
- Work with Customer Success, Sales, Partnerships, Marketing, and Product teams.
- Share market insights and customer feedback to inform commercial and product strategy.
Requirements
- Bring at least five years of account management experience, including substantial work in B2B SaaS, technology, or enterprise software.
- Show measurable success managing and expanding strategic or enterprise accounts through upselling, cross-selling, and revenue growth.
- Navigate complex enterprise sales cycles, engage multiple stakeholders, and negotiate high-value agreements.
- Build trusted relationships with C-suite executives and senior leaders, especially in Finance, Procurement, or related functions.
- Use a consultative, value-based selling approach.
- Have familiarity with MEDDIC or MEDDPICC, Challenger Sale, or SPIN Selling.
- Apply commercial judgment, analytical thinking, and data-driven portfolio management.
- Communicate, present, and negotiate effectively.
- Work autonomously with strong ownership and organization while collaborating well with others.
- Be fluent in spoken and written French and English.
- Bring genuine curiosity about AI technologies.
- Be legally authorized to work in the country of application or be a citizen of the Schengen or EU zone.
Benefits
- AI-enabled ways of working and training in AI tools.
- A collaborative workplace with a flat structure.
- Career opportunities in France and internationally.
- A flexible remote work policy.
- A talented team with experienced colleagues.
- An inclusive, culturally diverse environment committed to parity.
- Initiatives that support a healthy work-life balance.
- Central offices in Paris and New York.
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