Growth Account Executive / Account Manager

AIHR; Rotterdam; On-site; EUR 60,000 - 90,000; Full time

Job summary

AIHR, Rotterdam HQ, is seeking a Growth Account Executive / Account Manager to own a global client base and expand our footprint with leading companies. You will retain and grow a portfolio of about 175 clients, manage meetings and demos, and build value through strategic conversations.

You will use AI tools to research accounts, draft proposals, and collaborate with the Learning Consulting team to drive pipeline growth and ARR.

Qualifications

• Strong account management and negotiation skills.
• Experience handling a multi‑client portfolio and complex deals.
• Familiarity with HubSpot and Gong is a plus.
• Excellent communication and relationship-building abilities.

Responsibilities

• Retain and grow an ~175-client portfolio across multiple industries.
• Lead meetings, demos, and negotiations to expand ARR with clients.
• Identify expansion signals using AI tools and HubSpot data.
• Collaborate with Learning Consulting to onboard and upsell clients.
• Draft tailored proposals and presentations for key accounts.

Skills

Account management

Sales negotiations

Customer relations

Pipeline development

AI tools usage

Tools

HubSpot

Gong

Job description

Are you energized by growing existing business, building relationships, and finding hidden opportunities in a large portfolio? Do you enjoy combining structure and process with commercial instincts, and using AI to work smarter? At AIHR, we're looking for a Growth Account Executive / Account Manager to take ownership of a global client base and help us expand our footprint with the world's leading companies.

About AIHR

Founded in 2016 with the mission to future-proof HR, the Academy to Innovate HR (AIHR) has become the world's market leader in online training for human resources (HR) professionals. We have a global customer base spread across 140+ countries, amongst which companies like Unilever, Reckitt, Goldman Sachs, Philips, Deloitte, Nike, Heineken, and UBS. It is our goal to continuously upskill and empower 1,000,000 HR Professionals. We are an international team of 100+ people, driven by excellence, innovation, and a hunger to grow in everything we do. As such, we strive to provide the world's best courses and excellent support to our customers while continuously optimizing every aspect of our work. With over 30 nationalities, our team is diverse, yet we all share a few traits: we're friendly, enthusiastic, and great team players.

Role and Responsibilities

As a Growth Account Executive / Account Manager , you are tasked with retaining and growing existing clients. That includes conducting meetings, demos, negotiations, and value-building. You will work on a portfolio which includes approximately ±175 clients primarily in the Mid-Market segment (1,000 to 5,000 employees), who spend on average around 8.5k € ARR with us, though actual deal sizes vary, with some larger accounts (25k € +) included. This portfolio includes some well-known brands, as well as more locally known organizations. These clients are based around the world in different industries. What these clients have in common is that they are all developing their HR teams with us. You are tasked with evangelizing our latest product offerings and services, including our AI programs that help HR teams build AI skills. And by doing so, you will drive your pipeline growth. With 175 accounts, you can't give every client the same amount of time. That's why you use AI tools to research accounts, prepare for meetings, and spot expansion signals across your portfolio, so more of your time goes to conversations with clients. In this role you will be working together closely with our Learning Consulting (Customer Success) team.

About our Market

Reports state that the global e-learning market was worth USD 215 billion in 2021. Moreover, it is estimated to reach an expected value of USD 645 billion by 2030 at a CAGR of 13% during the forecast period (2022-2030). We've grown from €0 to €10M in revenue in 6 years, bootstrapped. And 80% of our sales team hit their targets. AIHR is currently trailblazing the path in HR-specific e-learning. You can be a part of that.

On a typical day

You arrive at our 20th-floor HQ in Rotterdam, just across from Central Station, in the morning. After a brief chat with your colleagues, you grab a cup of coffee, start your computer, check your calendar for any last-minute changes, and prepare the day around the calls you have planned with your customers, and internal meetings with colleagues. For each client call, you ask your custom GPT for a quick account brief based on HubSpot/Gong data, platform usage, and notes from past calls. Then, you review a report that Silvia from the product team has shared with you. A few weeks ago, you got the idea that clients who download resources to assess their AI-maturity and who have larger HR teams might be interested in our new AI Boot Camp offering. You used AI to cross-reference those downloads with HR team size in HubSpot and build a target list. You outlined this hypothesis in a short business case you pitched to Emilie, your manager, who agreed. We've been running a campaign on this topic with our marketing team. Now some clients want to talk! You discuss the campaign results with your peers Jessica, Max and Filip. Rik, our in-house chef, serves lunch, and you enjoy it with the wider sales team. Next, you have a few 30-minute client meetings in a row, followed by admin. You open HubSpot (our CRM) and go through your daily tasks. Next, you work on a proposal for a client you spoke with the day before. You use AI to draft a first version tailored to the goals they shared on the call, then sharpen it yourself. You also prepare another client presentation. You use our tool Gong to review parts of the call you had earlier because you applied some tactics you learned in training on SPICED last month. Gong's AI summary points you straight to