Senior Customer Succes Manager (H/F) - CDI

Najar; Paris; Sur place; EUR 90 000 - 120 000; Plein temps

Résumé du poste

Najar is seeking a strategic Account Manager to own a focused portfolio of Enterprise accounts with high ARR exposure. You will build tailored strategies, act as a trusted advisor to C-level stakeholders, and coordinate a Procurement Expert binomial to optimize client outcomes.

You will drive renewals, manage expansion opportunities, and shape the CS practice through playbooks and mentoring. Bilingual French/English required to engage senior stakeholders effectively.

Qualifications

• 7+ years in a CSM or strategic account role in SaaS B2B.
• Proven track record of managing high-value or complex accounts.
• Ability to navigate C-suite relationships with credibility and composure.
• Experience structuring renewals and expansion deals.
• Ability to quantify financial impact for executive sponsors.

Responsabilités

• Own a portfolio of Enterprise accounts with high ARR exposure.
• Build tailored account strategies and multi-year roadmaps.
• Lead renewals end-to-end, with proactive risk mitigation.
• Anchor the value of Najar in procurement operations and governance.
• Collaborate cross-functionally with Product, Procurement, Sales, and Marketing.

Connaissances

Strategic account management

C-suite relationship management

Renewals & expansion

Cross-functional collaboration

Bilingual French/English

Financial impact articulation

Business case development

Description du poste

You’ll own a focused portfolio of high-value Enterprise accounts where the stakes are high, the stakeholder map is complex, and the margin for error is low.

The challenge is clear: What keeps Enterprise clients is not the product alone, it’s the depth of the relationship, the quality of the strategic advice, and your ability to position Najar as an indispensable partner in how the company runs its procurement function.

You’ll navigate C-level relationships, organizational politics, and high-ARR renewals.

You’ll coordinate a binomial with a Procurement Expert who manages supplier negotiations on behalf of your clients.

And beyond your portfolio, you’ll be expected to shape how the CS practice is built through playbooks, standards, and mentoring junior team members.

What you’ll own

Strategic account management

• Own a portfolio of Enterprise accounts with high ARR exposure
• Build and execute tailored account strategies: expansion plans, risk mitigation plans, multi-year roadmaps
• Act as a trusted advisor to C-level stakeholders, not just a relationship manager
• Follow your clients’ procurement calendars proactively, build value in the moments that matter to them.

Retention & renewal

• Manage complex or sensitive renewals end-to-end, including commercial negotiation
• Detect systemic churn risks early and design proactive mitigation strategies

Value architecture

• Own the transition from savings narrative to must-have positioning for each account
• Anchor Najar into your clients’ procurement operations: compliance, spend visibility, process automation, governance
• Quantify and communicate the financial impact of Najar in terms that resonate with executive sponsors
• Coordinate the CSM + Procurement Expert binomial and drive delivery quality on high-stakes accounts

Expansion

• Drive structural portfolio growth, account planning, expansion plays, cross-sell across business units
• Build business cases for new feature adoption and expanded use cases
• Collaborate with Sales on strategic opportunities within your accounts

Internal leadership

• Lead cross-functional alignment on strategic accounts (Product, Procurement, Sales, Marketing)
• Contribute to escalation frameworks, playbooks, and team standards
• Bring structured product feedback that influences the roadmap

Must-haves

• 7+ years in a CSM or strategic account role in SaaS B2B, with proven Enterprise exposure
• Track record of independently managing high-value or complex accounts (multi-stakeholder, high ARR)
• Demonstrated ability to navigate C-suite relationships with credibility and composure
• Commercial rigor: you’ve structured and closed complex renewals and expansion deals
• Ability to build business cases and quantify financial impact in executive-ready terms
• Fully bilingual French / English (written and spoken)
• Builder mindset: comfortable operating with evolving processes and actively contributing to their improvement

Nice to have

• Background in Finance, Procurement, Purchasing, or Consulting
• Experience in a fast-scaling B2B SaaS company (Series A/B/C)
• Familiarity with procurement or spend management topics

Eliminatory

• No Enterprise account experience
• No track record on commercial ownership (renewals, expansion deals)
• Unable to operate in English at an executive level
• Purely execution-oriented — no evidence of strategic thinking or internal contribution