Head of Account Management

Rydoo

Lisboa

Hybrid

EUR 120,000 - 150,000

Full time

3 days ago

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Benefits offered by this job

Salary and benefits

Meal vouchers

Hybrid work policy

Rydoo On Tour — international mobility

Professional freedom and coaching

Upskilling through training

Regular company events

Diverse international team

Free language classes

Strong onboarding program

Social events and parties

Job summary

Rydoo in Lisbon is seeking a Head of Account Management to lead a multinational team and drive revenue growth across Expense and Accounts Payable. You will expand enterprise customers, transform single-product customers into multi-product accounts, and build a disciplined expansion pipeline.

You will lead a high-performing team, align with Customer Success, Marketing, Product and RevOps, and report to the VP of Customer Growth. Start date January 2027, hybrid Lisbon office.

Qualifications

: 4+ years in SaaS enterprise sales or account management.
2+ years managing a sales team of at least 5 people.
Proven track record of driving expansion revenue including cross-selling a multi-product portfolio.
Hands-on experience closing complex enterprise deals.
Experience managing international markets; Benelux, DACH or UK a plus.
Fluent in English; German and/or Dutch is a plus.
Strong knowledge of structured sales processes (MEDDIC or similar) and Salesforce.
Analytical and collaborative with data-driven approach.
Excellent executive communication and negotiation skills.
Comfortable in fast-growth environment.

Responsibilities

Lead the Account Management team of 5 Account Managers across offices in Antwerp, Lisbon and Oslo selling Expense and Accounts Payable solutions.
Own upsell and cross-sell targets for the team and contribute to Expansion ARR targets.
Design and run a systematic expansion motion between Expense and AP: target account selection, role plays, messaging and enablement.
Identify whitespace across the customer base and build account plans to grow adoption, users, entities and regions.
Partner with Customer Success, Marketing and Product on campaigns, content and packaging of two products.

Skills

SaaS sales

Account management

Team leadership

Expansion revenue

Cross-selling

Enterprise deals

International markets

English fluency

MEDDIC / Salesforce

Analytical / data-driven

Negotiation

Communication

Tools

Salesforce

Job description

We’re Rydoo, an AI-driven B2B SaaS company that simplifies how businesses manage spend, from employee expenses to supplier invoices.

Our two business lines—expense management and accounts payable—help finance teams work more efficiently and stay in control of company spending. Our expense management platform makes submitting, approving, and reimbursing expenses easy, while our accounts payable solution uses AI to automate invoice processing and approval workflows.

Behind our products is an international team of more than 250 colleagues. Join us to solve practical challenges, take ownership of your work, and help develop technology that finance teams rely on every day.

Rydoo in a snapshot

Ambitious international team (250+ and growing)
40+ nationalities speaking over 15 languages
12 offices across 3 continents
Easy-to-use spend management app available on iPhone and Android
Supporting over 10,000+ clients and 1 million+ users worldwide
4.5 employer score on Glassdoor
Hybrid work policy

The Role

As the Head of Account Management, you will lead Rydoo's team of Account Managers and own revenue growth within our existing customer base across both products: Expense and Accounts Payable. Your team’s mission is to expand our enterprise customers and turn single-product customers into multi-product customers.

You will build a structured, repeatable expansion motion: identifying cross-sell and upsell opportunities, equipping Account Managers to position both products credibly, and running a disciplined pipeline and forecast.

Key Responsibilities

Team Leadership

Build, lead, coach and develop a talented international team of Account Managers with clear performance standards.
Recruit, retain, mentor and grow top talent.
Train and coach the team on:

Sales methodology and execution
Forecasting
Product knowledge across Expense and AP
Competitive positioning
Account planning and territory management

Upsell and Cross-sell

Own the upsell and cross-sell targets for the Account Management team and contribute directly to the company's Expansion ARR targets.
Design and run a systematic expansion motion between Expense and Accounts Payable: target account selection, role plays, messaging and enablement.
Identify whitespace across the customer base and build account plans that grow adoption, users, entities and regions.
Partner with Customer Success, Marketing and Product on campaigns, customer-facing content and packaging of the two products.

Enterprise Accounts

Lead the growth strategy for our largest enterprise accounts, including multi-entity and multi-country customers.
Build executive relationships with key customer stakeholders (CFOs, Finance Directors, Procurement) and sponsor complex expansion deals.
Own renewal negotiations for expansion-driven accounts, in line with pricing and negotiation frameworks set with the VP Customer Growth.

Pipeline, Forecasting and Process

Lead the team in building and managing a robust expansion pipeline: identifying, qualifying and advancing opportunities.
Deliver regular, data-driven forecasts to leadership using Salesforce dashboards and reporting.
Continuously improve the Account Management process, tooling and handovers with RevOps.

Cross-functional collaboration

Work closely with Customer Success to align on account health, risk and expansion signals.
Partner with Sales, Partnerships, Marketing, Product, Legal, Finance and RevOps on go-to-market alignment.
Bring customer feedback into product decisions.

4+ years in SaaS enterprise sales or account management.
2+ years managing a sales team of at least 5 people.
Proven track record of driving expansion revenue, including cross-selling a multi-product portfolio.
Hands‑on experience closing complex enterprise deals.
Experience managing international markets; Benelux, DACH or UK is a strong plus.
Fluent in English; German and/or Dutch is a plus.
Strong knowledge of structured sales processes (MEDDIC or similar) and Salesforce.
Analytical, hands‑on and collaborative, with the ability to translate data into action.
Excellent executive communication and negotiation skills.
Comfortable operating and adapting in a fast‑changing, high‑growth environment.

Practicalities

Reports to the VP Customer Growth
Leads the Account Management team of 5 Account Managers based across our offices in Antwerp, Lisbon and Oslo, selling both Expense and Accounts Payable solutions.
Part of the Customer Growth team, working closely with Customer Success, Product, Revenue Operations, Finance, Sales and Marketing.
Location: Lisbon, Portugal (hybrid model)
Start date: January 2027

Next to our amazing team, informal & international company culture and our mission to become the #1 spend management tool in the world, we offer some nice benefits that make working at Rydoo even more fun:

A competitive package, including salary and benefits
Meal vouchers of €9 per day
Rydoo Hybrid work policy: decide for yourself where you are most efficient
Rydoo On Tour: our international mobility program that gives employees the possibility to temporarily relocate to one of the countries we have a Rydoo office.
Professional freedom and a flexible work environment
Upskilling through training and coaching programs
Regular company and team events
Wonderful international team with more than 33 different nationalities
Free Portuguese language classes
Spectacular onboarding program for all new Rydooer’s
Free drinks, fruits & snacks to provide you with all the energy to do your job + the occasional after work drink, and great parties (believe us )
Permanent contract