Strategic Account Manager, Tuum
Cloud-native banking platform
Posted today
Cloud-native banking platform
101-200 employees
Posted today
101-200 employees
Company mission
To allow any business to rapidly offer seamless, tailored financial services to their customers.
Role
Who you are
- 4+ years in Strategic Account Management, Enterprise Account Management, Customer Success or similar B2B SaaS roles
- Experience managing enterprise or strategic customer portfolios (fintech/banking a strong plus)
- Experience working with executive stakeholders
- Proven track record in retention, upsell, and customer satisfaction
- Experience leading commercial negotiations, managing contracts, negotiating renewals, and interpreting contractual terms
- The ability to understand technical customer discussions
- Familiarity with SaaS and API-based products
- Confidence working alongside technical specialists
- Willingness to develop a solid understanding of the Tuum platform
- Deep implementation expertise, SQL knowledge or hands-on API troubleshooting are not expected
- Excellent executive communication skills
- Strong commercial judgement
- Relationship-driven and consultative approach
- Strategic thinking and business acumen
- Confident negotiator
- Collaborative mindset
- Comfortable working across Customer Success, Sales and Executive Leadership
- Flexible to travel for on-site customer meetings (up to ~25%)
- Fluent in English; Spanish and/or Russian is a strong plus; other languages are a plus
What the job involves
- We are currently looking for a commercially focused Account Manager. You will be responsible for the commercial management of Tuum’s strategic existing customers after go-live.
- The role ensures continuity of the commercial relationship throughout the customer lifecycle by managing renewals, commercial negotiations, pricing discussions and expansion opportunities, while partnering closely with Technical Customer Success Managers who are responsible for operational customer success
- The role serves as the primary commercial counterpart for strategic accounts and collaborates closely with Sales, Legal, Finance, Marketing, Customer Success and Executive Leadership
- Own commercial relationships for assigned strategic customers
- Lead renewal planning and execution
- Manage pricing discussions and commercial negotiations
- Manage contract lifecycle (renewals, amendments) with Legal and Finance
- Support commercial account planning
- Identify and coordinate expansion opportunities; support renewal and commercial discussions
- Build trusted relationships with executive sponsors
- Participate in executive business reviews
- Understand customer business priorities and strategic objectives
- Maintain executive engagement between major milestones
- Partner with Technical Customer Success Managers throughout the customer lifecycle
- Participate in Quarterly Business Reviews for strategic customers
- Support commercial discussions arising from customer health reviews
- Ensure smooth transition from operational discussions into commercial engagements
- Provide commercial guidance and support to Technical Customer Success Managers across the wider customer portfolio, including advice on pricing approaches, contract amendments, expansion opportunities and commercial strategy where required
- Work closely with Sales to ensure seamless post-sales commercial ownership
- Partner with marketing to develop references, case studies, and advocacy programmes
- Partner with Product to understand customer strategy and future growth opportunities
- Coordinate with Legal and Finance on contractual matters
- Analyse customer data and feedback to identify trends and opportunities for improvement
- Drive process improvements to scale customer success operations
- Stay aligned with industry trends, regulatory themes, and the competitive landscape to advise customers proactively
Our take
Tuum is a next-generation banking platform designed to enable fintech companies and banks to deliver customised financial services to their customers. Built on an API-based architecture, Tuum offers a range of flexible and independent modules that encompass both retail and business banking capabilities.
One of Tuum's key strengths lies in its strategic partnerships. Through collaborations with Marqeta and Fourthline, Tuum has established strong alliances that drive innovation and enable the platform to provide innovative digital payment solutions. These partnerships have allowed Tuum to leverage the expertise and technologies of its partners, ensuring seamless and secure transactions for customers.
By utilising Tuum, banks and fintech companies can enhance operational efficiency, improve customer satisfaction, and gain a competitive advantage in the financial industry. Tuum's strategic partnerships drive the delivery of modern digital payment programs, while its next-generation capabilities and flexibility make it an invaluable tool for institutions seeking to modernise their banking services and meet the evolving demands of today's customers.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-9% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Feb 2024
$29.3m
SERIES B
Apr 2022
$1.2m
CONVERTIBLE
Total funding: $52.8m
Company benefits
- Stock options
- Pension plan and private health insurance
- Benefits and perks that support work-life balance (wellness compensation, team events and much more)
- A possibility to grow both professionally and personally as we scale
Company HQ
Maakri, Tallinn, Harju County
Leadership
Jan Lakspere
(Co-Founder & Product Manager)Previously worked as a Project/Area Manager/Head of IT Development at Swedbank Estonia. Also Worked at Pocopay as the Chief Solutions Architect.
Vilve Vene
(Co-Founder)Previously co-founded RevRight, Icefire, and Pocopay. Also worked as the Head of IT Development at Swedbank and as a Systems Architect/Analyst at Spin Development.
Ove Kreison
(Co-Founder & CTO/CPO)Graduated from Tallinn University of Technology with a PhD in Information Technology. Previously worked as a Business Analyst at EY, a Senior Software Engineer at Liewenthal Electronics, and as a Software Engineer then Head of R&D at Icefire.
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