Account Manager / Renewal Manager, fabriq
€60-90k
WFH (20%)
4 days a week in office
The all-in-one solutions for operational excellence in manufacturing plants
Open for applications
The all-in-one solutions for operational excellence in manufacturing plants
101-200 employees
Open for applications
€60-90k
WFH (20%)
4 days a week in office
101-200 employees
Company mission
To improve the daily operational efficiency of shop floor teams.
Role
Who you are
- 3–6 years in Account Management, Renewals, Customer Growth, or similar roles in a SaaS environment
- Experience managing high-volume portfolios with short to medium sales cycles
- Experience working with industrial customers is a strong plus
- Strong negotiation capabilities, especially around renewals
- Ability to proactively identify and convert upsell opportunities
- Excellent rigor and organizational skills to manage a broad portfolio
- Strong communication skills with operational and managerial stakeholders
- Ability to build processes and structure commercial motions
- Strong command of CRM (Salesforce) and CS tools (PlanHat)
- High execution standards
- Ownership, discipline, and prioritization
- Value-driven and data-informed
- Builder mentality: enjoys creating, documenting, and scaling
- Positive attitude, transparency, and team spirit
- Desire to raise the bar for the entire Expansion team
What the job involves
- Fabriq is building a new Expansion organization to accelerate growth across its 180+ industrial customers
- Within this structure, the Account Manager (AM) plays a critical role in driving predictable revenue expansion and long-term retention
- Each AM manages a portfolio of 40 to 60 customers, with three missions:
- Generate new ARR through upsell, plan upgrades, and additional site deployments
- Secure and extend renewals, ensuring frictionless contract cycles and maximized term value
- Protect and grow NRR, preventing churn and strengthening adoption through structured governance
- The AM helps build the foundational revenue engine that will support Fabriq’s ambitious 2026–2030 growth plan
- The role also includes coaching a Junior AM and helping define the operating standards of the Expansion function
- Own and grow a portfolio of 40–60 industrial accounts by driving new ARR, securing renewals, and maximizing NRR through a structured, repeatable, and value-led approach
- Manage a portfolio of approx. 60 existing customers
- Prioritize accounts based on ARR potential, adoption maturity, and renewal risk
- Serve as the primary commercial point of contact for all commercial topics: renewals, expansions, contract structure, pricing
- Engage with operational leaders (Plant Directors, Ops Managers, Quality, Production, CI/Excellence teams) and influence key decision-makers
- New ARR: upsell, expansion & plan upgrades
- Systematically identify growth levers: additional modules, new features, plan upgrades, new sites or entities
- Run structured sales cycles: qualification → discovery → value mapping → proposal → close
- Build simple, impactful business cases based on operational performance improvements
- Partner with Marketing to design and execute expansion campaigns across the portfolio
- Build and run a renewals machine with clear processes:
- Timeline management,
- Risk scoring,
- Commercial scenarios,
- Playbooks,
- Negotiation scripts
- Lead renewal negotiations to maximize value while reducing friction
- Promote longer contract commitments to improve predictability
- Detect churn risks early using data signals (adoption, usage), PlanHat insights, and CSM feedback
- Co-build corrective action plans with CSMs to recover low-adoption accounts
- Manage customer objections and reposition Fabriq’s business value when necessary
- Track NRR performance at portfolio and account level
- Implement structured QBRs with clear agendas, KPIs, impact reviews, and forward-looking plans
- Coordinate with Marketing on expansion campaigns to scale upsell motions
- Build and document renewal playbooks, templates, and internal workflows to standardize and scale the process
- Coach and support a Junior AM: methodology, prioritization, planning, upsell motion, and renewal execution
- Lead by example on Salesforce hygiene, communication quality, and cross-team collaboration
- Contribute to building the Expansion team’s operating system: cadences, tooling, processes, governance
Application process
- 30’ Initial Screening — Video call
- Interviewer: Benoit, Senior Director Expansion
- Objective: First fit, motivation, seniority check
- 1h Deep Discovery — On site
- Interviewer: Benoit
- Objective: Deep dive into real experience, methods, impact, ownership
- Business Case + Panel — 1h to 1h30
- Participants: Benoit + CSM/PS + RevOps/Marketing
- Objective: Evaluate strategic thinking, structure, value selling, communication
- Extended Team Conversation — 30’
- Interviewer: CSM, PS Manager, Marketing or Sales Leader
- Objective: Collaboration style, cultural fit, communication
- Co-Founder Meeting — 45’
- Objective: Long-term alignment, ambition, values, impact
- Reference Checks
- Objective: Validate execution, reliability, integrity, collaboration
- Offer & Onboarding
- Objective: Final package, territory, expectations, 30/60/90 plan
Our take
The increasing dependence on technology for task completion and data gathering across various sectors has reached unprecedented levels. Recognising a notable gap in efficiency within Industrial Groups, Paris-based startup Fabriq has embarked on a mission to develop a platform capable of introducing operational excellence through digital tools.
Fabriq has crafted a backend solution that boasts appealing features, including seamless integration with existing operations platforms, robust data protection measures, and team training modules aimed at optimising manufacturing plant processes. Working closely with factory workers, the company actively gathers insights into the current obstacles hindering day-to-day operations.
Having secured multiple rounds of funding, Fabriq is strategically positioning itself to accelerate the deployment of its solution in France and Europe. Simultaneously, the company is focused on developing new functionalities.. With a successful track record of outfitting over 200 sites across 20 countries, Fabriq's planned expansion marks a significant leap forward in its ongoing growth journey.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Jun 2025
$25.6m
GROWTH EQUITY VC
Jun 2022
$4.7m
EARLY VC
Total funding: $30.3m
Company HQ
Petites Écuries, Paris, France
Leadership
Octave Lapeyronie
(Co-Founder & CEO)Previously founded Caju. They also worked as a Consultant at Bain & Company and as a Business Intelligence Analyst at Rocket Internet.
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