Account Manager - SMB

Frekuent; Barcelona; Hybrid; EUR 42,000 - 56,000; Full time

Benefits offered by this job

Hybrid work model

Meal vouchers

Health insurance

English classes

Role-specific training

23 days paid time off

Gym membership discount

Team events

Job summary

Frekuent is seeking an Account Manager to own and expand a portfolio of Spanish SMB clients from Barcelona. You will drive pipeline, upsell, and cross-sell opportunities, using data to spot expansion signals and coordinate end-to-end deals from discovery to close.

You’ll negotiate with SMB owners, manage a large client portfolio, and collaborate with Ops to deploy KYC, installation, and onboarding. Fluency in Spanish and strong English skills are required, with occasional travel within Spain.

Qualifications

• 3–5 years in Account Management, Customer Success with commercial targets.
• Track record of closing upsell and cross-sell deals.
• Confident negotiation with SMB owners and decision-makers, including pricing conversations.
• Comfort reading account data to decide where to spend your time and which clients to prioritize.
• Organized and hands-on — you manage a large portfolio without letting follow-ups slip.
• Clear, warm communication and a knack for building relationships that last years, not quarters.
• Fluent Spanish and at least intermediate English, written and spoken.
• Availability to travel sporadically within Spain to visit clients.

Responsibilities

• Own a book of Spanish SMB clients and grow revenue across it through upsell and cross-sell.
• Use transaction and usage data to spot expansion signals early: new sites, growing volume, features a client isn't using yet.
• Run expansion deals end to end — needs discovery, tailored proposals, pricing negotiation and close.
• Build account plans for your highest-potential clients and keep a healthy expansion pipeline against your targets.
• Coordinate the steps after "yes" — KYC, installation and setup — with Ops so new locations and products go live smoothly.
• Catch churn risk before it happens and work with Support and Ops to fix the root cause, not just the ticket.
• Keep pipeline, forecast and account activity accurate in the CRM, so the team can plan on real numbers.
• Bring client feedback and market signals back to Product, Marketing and Sales, and help shape our expansion playbooks.

Skills

Account Management

Customer Success

B2B sales

Negotiation

Data analysis

Relationship building

Fluent Spanish

Tools

Zoho CRM

HubSpot

Salesforce

Job description

Location: Barcelona (Hybrid)
Type: Full-time

Get to know us

Started in 2016, Frekuent is now the all-in-one payment and loyalty platform for unattended environments — 500+ clients, 100M+ transactions a year, 2.5M+ users across Spain, France, Italy, Portugal, and Singapore. We turn one-time buyers into lifetime clients with cashless, contactless, effortless payments: less friction, more reasons to come back.

2026 has been our biggest year yet — we've hyperscaled from 40 to 100+ people, with more hires on the way, and closed a €6M funding round to fuel what's next.

And we're just getting started — our goal is to become the default payment and loyalty layer behind every unattended transaction, everywhere.

Curious? Check us out at www.frekuent.com.

Why this role exists

Spain is our home market, and most of our 500+ clients are SMB operators running unattended businesses here. Many of them started with one site or one product — and there's a lot more Frekuent can do for them. With a fresh €6M round and a team that has more than doubled this year, we're investing in growing the clients we already have, not just signing new ones.

What you'll actually do

• Own a book of Spanish SMB clients and grow revenue across it through upsell and cross-sell — this is where most of your time goes
• Use transaction and usage data to spot expansion signals early: new sites, growing volume, features a client isn't using yet
• Run expansion deals end to end — needs discovery, tailored proposals, pricing negotiation and close
• Build account plans for your highest-potential clients and keep a healthy expansion pipeline against your targets
• Coordinate the steps after "yes" — KYC, installation and setup — with Ops so new locations and products go live smoothly
• Catch churn risk before it happens and work with Support and Ops to fix the root cause, not just the ticket
• Keep pipeline, forecast and account activity accurate in the CRM, so the team can plan on real numbers
• Bring client feedback and market signals back to Product, Marketing and Sales, and help shape our expansion playbooks

What you bring

• 3–5 years in Account Management, Customer Success with commercial targets, or B2B sales — ideally with SMB clients
• A track record of closing upsell and cross-sell deals yourself, not just flagging opportunities to someone else
• Confident negotiation with SMB owners and decision-makers, including pricing conversations
• Comfort reading account data to decide where to spend your time and which clients to prioritize
• Organized and hands-on — you manage a large portfolio without letting follow-ups slip
• Clear, warm communication and a knack for building relationships that last years, not quarters
• Fluent Spanish and at least intermediate English, written and spoken
• Availability to travel sporadically within Spain to visit clients

Bonus points if you...

• Have managed or expanded accounts in payments, fintech, vending or retail-tech
• Have sold products with an operational side — KYC, hardware installation or product customization
• Have worked in Zoho CRM (or HubSpot, Salesforce or similar)
• Come from a fast-growing startup or scale-up
• Use AI tools day-to-day to research accounts, prep reviews or spot patterns in client data
• Speak French, Italian or Portuguese

How we work

• Fast, autonomous, low-bureaucracy.
• We measure output, not hours in a chair.
• Resilience means iterating until it works — not giving up early.

What's In It For You

• A hybrid model that works – Enjoy the energy of our office 3 days a week and the flexibility of working remotely the other 2.
• Flexible schedule – because we trust you to own your time and your outcomes.
• Meal vouchers – Enjoy a monthly support of meal vouchers to make your workdays tastier.
• Health & wellness – private health insurance and discounted gym memberships to keep both body and mind in top shape.
• Learning & development – English classes and role-specific training, because your growth is part of our journey.
• 23 days of paid time off – plus local holidays, because great ideas need space to rest.
• A dynamic, fast-growing environment – where each day is unique and every idea counts.
• A collaborative mindset – surrounded by people who genuinely enjoy building together.
• Regular afterwork & teambuilding events – activities to relax, connect, and strengthen team bonds.

If you're ready to jump into an exciting environment and make a real difference, this is the place for you.

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