Senior Account Manager (Commercial)

Culture Amp; Berlin; Hybrid; EUR 90.000 - 130.000; Vollzeit

Benefits dieser Stelle

MacBook

Share options

Medical insurance

Parental leave

Flexible schedule

Remote work

Zusammenfassung

Culture Amp is seeking a Senior Commercial Account Manager for the EMEA Commercial Sales team in Berlin. You will own a defined portfolio, drive renewals and expansion, and act as a trusted advisor to People and HR leaders.

Your role involves multi-threading across stakeholders, leading QBRs, and using data to shape value-driven engagements. The position requires 3+ years in quota-carrying SaaS sales, strong negotiation skills, and fluency in English with additional European language skills.

Qualifikationen

• Minimum 3+ years of quota-carrying experience in B2B SaaS account management or commercial expansion roles.
• Track record of meeting or exceeding renewal and growth targets in a high-velocity environment.
• Fluent in English; German or other European language is a plus.

Aufgaben

• Own and grow a portfolio of commercial-segment customers in the EMEA region, driving renewals and expansion.
• Act as trusted advisor to HR, People, and leaders; translate business goals into outcomes using Culture Amp's platform.
• Lead quarterly business reviews and multi-stakeholder deals with clear, data-driven narratives.

Kenntnisse

Account management

Quota carrying

B2B SaaS

Sales negotiation

Cross-functional teamwork

Data-driven

Tools

Salesforce

Gong

LinkedIn Navigator

Outreach

Jobbeschreibung

• As a Senior Commercial Account Manager on our EMEA Commercial Sales team, you will own and grow a portfolio of commercial-segment customers, driving renewals, expansion, and measurable value across your book of business
• You'll operate as a trusted advisor to People, HR, and functional leaders - translating their business goals into outcomes with Culture Amp's platform - while executing a rigorous, data-led commercial motion
• At this senior level, you bring a consultative edge and a track record of consistently exceeding targets
• You know how to multi-thread across stakeholder groups, build compelling business cases, and lead deals with confidence and clarity
• You'll sit alongside our Commercial AEs and cross-functional partners in CX, Renewals, People Science, Marketing, and RevOps - and you'll help raise the bar for the team around you
• Own your book of business: Manage a defined portfolio of commercial-segment customers (typically up to 1,000 employees), delivering predictable renewals and identifying expansion opportunities that align customer outcomes with ARR growth
• Run a value-led account cadence: Lead quarterly business reviews, executive alignment sessions, and success planning conversations - multi-threading across stakeholders to deepen sponsorship and drive adoption
• Build and progress expansion pipeline: Identify and prioritise upsell and cross-sell opportunities through proactive outbounding, account segmentation, and deep customer research; manage that pipeline through to close
• Use data to drive decisions: Monitor product adoption, health indicators, time-to-value milestones, and renewal risk signals; translate insights into clear get-well and growth plans
• Partner cross-functionally: Work closely with Renewals, Customer Success, People Science, and Product to deliver a connected customer journey, share voice-of-customer insights, and influence roadmap and programs
• Maintain operating rigour: Keep CRM hygiene and forecast accuracy high; contribute to weekly inspection cadences and commit calls for your book of business
• Educate and advise: Stay current on HR and Talent trends; weave insights into recommendations that elevate customer value realization and position Culture Amp as a long-term strategic partner

Benefits

• MacBooks for you to do your best work
• Share Options - it's important to us that everyone is an owner and can share in our success
• Medical insurance - for you and your family so you can feel safe in these uncertain times
• Excellent parental leave and in work support programme, - for those families to be
• Flexible working schedule - where we can, let's make work, work for you
• Fun and inclusive digital, and (in the future) in-person events
• Work from home opportunities

Exceptional discovery and executive-ready communication skills; ability to run outcome-oriented QBRs and tailor narratives to CHRO, People leaders, and cross-functional stakeholdersProficiency in sales tools such as Salesforce, Gong, LinkedIn Sales Navigator, and OutreachStrong command of the SaaS customer lifecycle and core commercial metrics (ARR, NRR, GRR); confidence building value cases and navigating commercial negotiationsBilingual proficiency: Fluency in English and at least one of the following languages: German, Dutch, French, a Nordic language, or ArabicA collaborative, team-first mindset - comfortable working cross-functionally with Renewals, CS, People Science, Product, and Marketing to deliver a unified customer experienceFamiliarity with sales methodologies such as MEDDPICC and a solid understanding of deal stage progression, objection handling, and negotiation tacticsProven ability to manage a commercial or mid-market book of business, balancing volume with consultative, multi-stakeholder deal management - including five-figure deal sizes and 2-6 month sales cyclesData fluency and CRM discipline - you leverage product usage and health signals to prioritise your week and maintain accurate pipeline and forecast hygieneExperience working with EMEA customers and an understanding of regional business culture and buying dynamicsResilient. You maintain high activity and creativity in the face of adversity - a stalled deal or a cold book of business is a problem to solve, not a reason to move onA skilled multi-threader. You read stakeholder dynamics and power structures, adapt your approach across roles and levels, and build alignment across buying groupsHR tech experience or familiarity with engagement, performance, and development practices commonly owned by People teamsIntellectually curious. You go beyond surface-level discovery, using layered questioning to uncover root causes and connect customer challenges to measurable business impactAssertive and commercially in control. You lead deals with confidence, challenge assumptions constructively, create urgency tied to outcomes, and drive clear next steps - without over-relying on pressure tactics3+ years of quota-carrying experience in B2B SaaS account management or a commercial expansion role, with a consistent track record of meeting or exceeding renewal and growth targets.