Senior Account Manager, Trustpair
North America
Third-party risk management platform
Be an early applicant
Third-party risk management platform
21-100 employees
Be an early applicant
21-100 employees
Company mission
To reinvent B2B payment security.
Role
Who you are
- Minimum 5 years of experience in Account Management, including significant exposure to B2B SaaS and complex sales cycles
- Proven success managing strategic or enterprise accounts
- Strong ability to sell value-based solutions and understand the financial priorities of clients
- Strong autonomy and ownership over accounts
- Experience negotiating complex contracts at group or global level
- Familiarity with sales frameworks like MEDDIC / Challenger Sale / SPIN Selling
- Fluent in English, spoken and written
What the job involves
- We are hiring a Senior Account Manager (North America) to join our growing sales organization at Trustpair, the leading SaaS platform for securing B2B payment chains
- Operating at the intersection of finance, compliance, and technology, Trustpair helps large enterprises prevent payment fraud and strengthen their financial processes
- This is a key role with a direct impact on growth, expansion, and client satisfaction
- You will manage a high-value portfolio of strategic enterprise clients, working hand-in-hand with Finance leaders to unlock new opportunities and deepen the impact of our solution within their organizations
- Drive and grow a portfolio of strategic clients (mainly CFOs and Finance departments of large enterprises) by increasing revenue, managing upsells, ensuring retention, and deeply embedding Trustpair’s solution within their organization
- Build and execute long-term account strategies to maximize client lifetime value
- Conduct structuredaccount mapping (organization, power structures, stakeholders)
- Apply the MEDDIC/MEDDPICC methodology to structure deals and uncover opportunities
- Identify and activate upsell levers and expansion potential (subsidiaries, business units, regions), and expanding solution knowledge
- Develop trust-based relationships with executive sponsors and end-users
- Lead regular business reviews and steering committees
- Act as the client’s internal advocate to drive product adoption and maximize impact
- Identify future client needs and negotiate Master Framework Agreements and enterprise-level contracts
- Work closely with internal teams (CSM, Sales, Product) to promote growth and retention
- Own and drive Net Revenue Retention (NRR) for your portfolio
- Monitor portfolio KPIs: usage, churn, satisfaction, upsell pipeline
- Maintain up-to-date CRM records (HubSpot, Salesforce, etc.) with accuracy and precision
Application process
- We usually respond within three days
- First call with Aicha, Talent Acquisition Manager (30 mins)
- Experience interview with Michael, Head of Sales NA (1h)
- Live case study on site (1h30)
- Coffee fit with two members of our team (30 mins)
- Cofounders interview with Baptiste, Cofounder & CEO (30 mins)
Our take
Founded in 2017, Trustpair was conceived to solve the B2B payment fraud issue for large corporations by offering a SaaS platform that allows finance teams to control the accuracy of their third-party data.
The founders were appalled by the idea that companies could cumulatively lose billions each year because of B2B payment fraud. In fact, in 2021, French companies lost €70M due to transfer fraud. It is perhaps unsurprising therefore that the company has been able accrue many large corporate clients who use the platform daily.
Founded in Paris, successful funding has enabled the company to secure its market-leading position in France. It has also invested capital into accelerating the expansion of international markets in Europe as well as penetrating the United States.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
15% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Oct 2022
$23.7m
EARLY VC
Jan 2022
$6m
EARLY VC
Total funding: $35.8m
Company benefits
- Health Insurance plan
- 401k plan
- 4 weeks of paid annual leave
- Great Work & Life Balance
- Scale-up Phase with Career Opportunities
- Fun Rituals Every Months
- Annual Seminar somewhere in France
Company HQ
Grange aux Belles, Paris, France
Leadership
Baptiste Collot
(Founder & CEO)Previously served as Front-office Treasurer for Bouygues, Cost Controller for DHL and as a Junior Consultant for DHL.
Salary benchmarks
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