Key Account Director

Trackunit; France; Hybrid; EUR 90,000 - 130,000; Full time

Job summary

Trackunit in France is seeking a senior, customer-focused SaaS sales leader to manage and expand EMEA Strategic and Top Mid-Market accounts. Reporting to the Director of Sales EMEA South, you will drive ARR growth, develop new logos, and deepen existing relationships across large European customers.

You will leverage digital and social tools, deliver compelling presentations, and travel up to 60% as needed.

Qualifications

• 10+ years of sales experience, with SaaS preferred.
• Experience selling to Europe-based 1000+ employee accounts; construction/telematics asset.
• Savvy with current B2B SaaS sales processes and buyer engagement.
• Strong presentation skills for virtual, in-person, webinars or trade shows.
• Willing to travel up to 60% and drive ARR growth.
• Fluent in French and English; additional languages a plus (Portuguese, Spanish, Italian).

Responsibilities

• Serve as the primary point of contact for strategic and commercial discussions with customers.
• Develop and land new accounts within the assigned territory and map accounts.
• Grow customer margins via upselling and cross-selling opportunities.
• Build and maintain customer-centric relationships and position yourself as a business consultant.
• Routinely develop and present portfolio/account performance reports (plan, results, opportunities, risks).
• Initiate and lead recurring business reviews at the account level for progress visibility.
• Attend trade shows and other events.

Skills

SaaS sales

Enterprise sales

Account management

Pipeline development

Public speaking

French language

English language

Travel readiness

Job description

We are looking for a passionate, customer-focused, and growth-oriented add to our team, with demonstrated success in rapidly scaling technology sales at the regional level. Reporting to the Director of Sales EMEA South, you will manage and expand our EMEA Strategic and Top Mid-Market accounts .

What’s in it for you?

A place in an agile growth SaaS business, with possibilities to grow internally in the company. We are moving fast, so fasten your seat belt and prepare to be adaptable. Back in 2020 we were 150 employees at Trackunit and we have just passed 480 employees. International environment with regular check-ins and social events across teams, departments and borders.

• We take your personal and professional development goals seriously and we support them through training, coaching and mindfulness as well as with an outspoken feedback culture to help you identify your strengths and opportunities. We do this by touching upon your impact on our triple focus: impacting yourself, impacting teams/relations and impacting the organisation/strategy.
• Flexibility and hybrid working is not just a cliché to us or something we state in a job posting. We do offer you a flexible setup and believe that you best can structure how your routines look like. And once you have chosen how you work best, let us know what you need: we got you covered with the IT equipment you need for your work.

Turning the Tide. At Trackunit, we are committed to creating and contributing to an inclusive workplace. And this commitment starts with our hiring - we do not discriminate on the basis of gender identity, sexual orientation, personal expression, ethnicity, religious belief, or disability status. We only assess candidates on their qualifications and merit. Learn more about TIDE and other DE&I initiatives here.

Who are you ideally?

• 10+ years of previous experience in sales, with SAAS sales experience as a preference
• Experience selling into 1000+ employees company accounts in Europe. Experience with on-road, off-road telematics or construction industry experience is an asset.
• Savvy with latest B2B SaaS sales processes and buyer engagement techniques leveraging digital and social tools to build your pipeline
• Strong presentation skills to be able to speak comfortably and effectively in front of large audiences at virtual meeting, webinars, tradeshows or onsite events
• Self starter with a strong understanding of what it takes to increase ARR and willing and able to travel up to 60% of the time.
• You are fluent in French, English, languages such as Portuguese, Spanish and Italian are a plus.

Don't meet every single requirement? No worries - this is what we're looking for ideally, but if you're super excited about this role but your past experience doesn't align perfectly with every qualification, we encourage you to apply.

Primary responsibilities:

• Serve as the primary point of contact for all strategic and commercial discussions with customers
• Develop and land new accounts within your assigned territory and accounts mapping.
• Grow customers' accounts with profitable margins via upselling and cross-selling opportunities
• Build and maintain strong customer-centric relationships with clients while positioning yourself as a valuable business consultants
• Routinely develop and present reports about portfolio and account performance (e.g., account plan, results, opportunities, risks, stakeholder sentiment, etc.)
• Initiate and lead recurring business reviews at the account level to provide visibility into progress of the cooperation
• Attend trade shows and other events

Our hiring process

• Don't waste your time on writing the perfect cover letter for the job. We want you to create an impact that matters, and that's not in the cover letter.
• Initial phone conversation with a colleague from our People & Talent team to get to know each other a bit better.
• Virtual meet and greet. Meet with Jérémie BIOTEAU, Director of Sales EMEA South.
• Team interview. We want you to get an insight into some of the concrete work tasks or challenges related to the role. You will be discussing cases during the interview together with relevant colleagues from across Trackunit, who you’ll also work closely with in the job.
• Offer presentation and walk-through. We’re lucky to have you!

Coming Together To Connect Construction

We’re committed to construction - one of the largest industries in the world. Over the past two decades, Trackunit has been pioneering technological progress within construction. Today, we are not only a leading IoT provider but a thought leader, supporting and driving the agenda for an entire industry on a global scale. We believe in taking a people approach in everything we do. Being human-centric is not restricted to our products – it’s a way of life at Trackunit. We’re proud to be a truly global team. Our colleagues get together in hubs spread across the globe, but we embrace the idea of working remotely and in environments that inspire you. Everything we do, we do it to eliminate downtime and build the most useful industry for the world.

The question is: Are you in?