Senior Account Manager, Trustpair

• 5+ years of experience in Account Management, with significant exposure to B2B SaaS, technology, or enterprise software environments
• A proven track record of managing and growing strategic or enterprise accounts, with measurable success in upselling, cross-selling, and revenue expansion
• Strong experience navigating complex enterprise sales cycles, engaging multiple stakeholders, and negotiating high-value agreements
• Confidence building relationships with C-level executives and senior business leaders, particularly in Finance, Procurement, or related functions
• A consultative, value-based selling approach, with the ability to understand business challenges and translate them into compelling commercial opportunities
• Familiarity with structured sales methodologies such as MEDDIC/MEDDPICC, Challenger Sale, or SPIN Selling
• Strong commercial acumen, analytical thinking, and a data-driven approach to portfolio management
• Excellent communication, presentation, and negotiation skills, with the ability to influence stakeholders at all levels
• A high degree of autonomy, ownership, and organization, combined with a collaborative mindset
• Fluency in both French and English, written and spoken
• Genuine curiosity about AI technologies and an interest in how they can improve productivity, decision-making, and business impact

Desirable

• We are looking for a Senior Account Manager EMEA to join our Sales team at Trustpair and play a key role in driving revenue growth across our portfolio of strategic enterprise clients
• Trustpair is a B2B SaaS platform helping companies secure their payment processes, prevent vendor fraud, and strengthen financial operations. Our solutions are trusted by large organizations navigating complex financial and operational challenges
• As a Senior Account Manager EMEA, you will take ownership of a high-value portfolio of strategic accounts, primarily across the French market, with opportunities for international expansion. You'll work closely with senior Finance leaders, including CFOs and Finance Directors, to develop long-term partnerships, identify new business opportunities, and maximize the value of Trustpair's solutions
• This is a high-impact, commercially driven role combining strategic relationship management, complex enterprise sales, and revenue expansion. You'll have the autonomy to develop your account strategies while collaborating with our Customer Success, Sales, Partnerships, and Product teams to deliver meaningful results for our clients
• Take full commercial ownership of a portfolio of strategic enterprise customers, driving revenue growth, retention, and long-term account value
• Develop and execute tailored account plans to identify growth opportunities and maximize customer lifetime value
• Build a deep understanding of each client's organization through strategic account mapping, identifying key decision-makers, economic buyers, influencers, and business priorities
• Identify and drive upsell and cross-sell opportunities, including expansion into new subsidiaries, business units, geographical regions, and use cases
• Leverage structured sales methodologies such as MEDDIC/MEDDPICC to qualify and advance complex opportunities
• Establish and nurture long-term relationships with executive sponsors, including CFOs, Finance Directors, and other senior decision-makers
• Position yourself as a trusted commercial partner, understanding customers' strategic objectives and translating them into opportunities for growth
• Lead executive business reviews, steering committees, and strategic account discussions to demonstrate value and uncover new opportunities
• Navigate complex, multinational organizations and engage multiple stakeholders to move commercial discussions forward
• Own the expansion pipeline across your portfolio, from opportunity identification through negotiation and closing
• Lead complex commercial negotiations, including enterprise-wide agreements, Master Framework Agreements, and multi-entity contracts
• Build compelling, value-based business cases that demonstrate Trustpair's impact on financial security, operational efficiency, and risk reduction
• Take accountability for your portfolio's commercial performance, with a particular focus on Net Revenue Retention (NRR), expansion revenue, and sustainable growth
• Work closely with Customer Success to support retention, product adoption, and long-term customer satisfaction
• Track key account performance indicators, including expansion pipeline, revenue growth, product usage, customer health, and churn risk
• Maintain accurate account plans, forecasts, and commercial activity in our CRM tools
• Collaborate closely with Customer Success, Sales, Partnerships, Marketing, and Product to identify opportunities and deliver a seamless customer experience
• Share market insights, customer feedback, and emerging needs to help shape our commercial and product strategies

• First call with Morgan, Talent Acquisition Specialist (30 mins)
• Experience interview with Thomas, Head of Sales (30 mins)
• Live case study on site (1h30)
• Coffee fit with two members of our team (30 mins)
• Cofounders interview with Alexandre, Cofounder & MD (45 mins)