Manager of Existing Business, Spendesk

• 5+ years in B2B sales or account management roles: Proven track record as an Account Executive, Account Manager, or similar role with consistent over-achievement
• 2+ years leading Account Management or Customer Success teams: Experience managing team performance, coaching individuals, and driving revenue outcomes through others
• Strong individual contributor pedigree: Demonstrated ability to close deals, expand accounts, and manage complex customer relationships before moving into leadership
• Strategic and operational excellence: Ability to define winning strategies while remaining hands-on with execution, coaching, and process building
• Revenue leadership: Deep understanding of NRR drivers, expansion mechanics, and retention strategies; ability to build and execute revenue plans
• Coaching and development: Skilled at identifying talent gaps, providing actionable feedback, and accelerating team performance through structured enablement
• Data-driven decision making: Comfortable with CRM systems (Salesforce, HubSpot), customer success platforms, and analytics tools; able to translate data into action
• Cross-functional influence: Strong collaboration skills with RevOps, Marketing, Product, and Sales; ability to drive alignment without direct authority
• Communication: Excellent written and verbal communication in French and English; able to inspire teams, influence executives, and build trust with customers
• Bias for action: Comfortable with ambiguity, able to make decisions quickly, and willing to iterate based on results

Desirable

• We're looking for an experienced Existing Business Leader to drive revenue retention and expansion across our French customer base
• You'll lead a team of ~15 Account Managers and Customer Success Managers, managing part of the team directly and working through a Team Lead for the rest
• This is a strategic role combining team leadership, performance management, and upsell strategy execution to maximize NRR while ensuring exceptional customer onboarding, adoption, and retention
• Build and lead a high-performing team: Manage a team of ~15 professionals (Account Managers and CSMs) through a combination of direct management and leadership via a Team Lead
• Drive NRR performance: Own and be accountable for Net Revenue Retention across the French existing business portfolio, balancing expansion, retention, and churn prevention
• Develop your Team Lead: Coach and empower your Team Lead to effectively manage their portion of the team, ensuring consistent standards and performance across the organization
• Set clear goals and expectations: Define ambitious yet achievable OKRs and KPIs for expansion, retention, adoption, and customer health; track progress through regular 1:1s, team reviews, and forecast calls
• Provide hands-on coaching: Run regular coaching sessions, deal reviews, and skill-building workshops to elevate team capabilities in account management, negotiation, and customer success methodologies
• Build a performance culture: Establish accountability through structured operating rhythms (weekly pipeline reviews, monthly business reviews, QBRs) and celebrate wins while addressing underperformance swiftly
• Recruit and develop talent: Participate in hiring as the team scales, build individual development plans, and create clear career paths for Account Managers and CSMs
• Define and execute upsell strategy: Design and implement systematic approaches to identify expansion opportunities, prioritize accounts, and drive product adoption leading to revenue growth in France
• Optimize account segmentation and coverage: Allocate resources strategically based on account potential, complexity, and growth opportunity; balance touch models across the portfolio
• Own the full customer lifecycle: Ensure seamless execution across onboarding, adoption, retention, and expansion, with clear handoffs and accountability at each stage
• Forecast accuracy: Deliver reliable NRR forecasts with clear visibility into expansion pipeline, renewal risk, and churn likelihood
• Cross-functional collaboration: Partner closely with RevOps to refine processes, reporting, and tooling; work with Marketing on customer engagement campaigns and expansion plays; align with Sales on account handoffs and joint growth strategies
• Drive continuous improvement: Regularly assess team processes, tools, and methodologies; implement best practices from across the industry and organization
• Translate company priorities into team execution: Ensure the Existing Business team is aligned with broader company objectives and contributes measurably to strategic initiatives
• Champion customer outcomes: Embed a customer-first mindset across the team, ensuring every interaction drives value and strengthens relationships
• Manage escalations: Provide hands-on support for complex customer situations, participate in strategic account meetings, and resolve critical issues

• As we are an international team, please submit your application and CV in English