Account Manager - CDI (F/M/X)

FAIRLY MADE; Paris (TX); On-site; USD 90,000 - 140,000; Full time

Job summary

Fairly Made is seeking a regional Expansion Specialist on the Care team to own a market of existing accounts and uncover upsell opportunities. You will read territory dynamics, spot growth signals, and collaborate with the Customer Success Manager to maximize value.

Lead commercial conversations, drive negotiations to close, and formalize contracts for scope extensions. Maintain a prioritized expansion pipeline and share field insights with Product, CSM, and data teams.

Qualifications

• Experience in Account Management, Sales, or Customer Success in a B2B SaaS environment (2 years).
• Data-driven: read usage dashboards and turn signals into a credible commercial argument.
• Rigorous pipeline management with a forecast that holds up.
• Strong negotiation and communication skills to close deals.
• Clear, structured communicator; coordinates with a Customer Success Manager.
• Curiosity about the market; tracks sector trends for insights.
• Professional French and English; Italian language is a plus.

Responsibilities

• Read the dynamics of your territory and identify expansion opportunities.
• Spot trends and signals that create expansion on the existing client base.
• Prioritize high-growth accounts by combining market insight with adoption signals.
• Build and maintain relationships with key stakeholders across your territory.
• Lead commercial conversations; drive negotiations through to close.
• Manage your expansion pipeline and ensure a reliable forecast.
• Co-build strategies with the Customer Success Manager and cross-functional teams.

Skills

Account Management

Sales

Customer Success

Data fluency

Pipeline management

Negotiation

Communication

Market research

French

English

Italian

Tools

CRM tools

Job description

Fairly Made helps fashion brands trace and measure the environmental impact of their products. Our platform lets them collect supplier data, calculate the real impact of each product reference, and meet their regulatory obligations, from AGEC to environmental cost labeling.

Our clients don't buy a tool from us: they buy their ability to prove what they claim. That's exactly what the Care team does.

The Care team is split into two scopes: CSMs, who own the post-sale client relationship (adoption, delivered value, renewal), and AMs, who drive commercial expansion by regional market. Both scopes work in tandem on identified opportunities.

The role

You own a regional market of Fairly Made's existing accounts. You read the dynamics of your territory, spot where adoption and value already delivered create room to grow, and turn those signals into upsell and cross-sell opportunities — working hand in hand with the Customer Success Manager who owns the account relationship. You're not a commercial support function to the CSM: you bring a market-level view they can't have alone, and together you maximize what each account can become.

Read and activate your regional market

• Develop deep understanding of the dynamics, players, and challenges of your territory
• Spot trends and signals that create expansion opportunities on the existing client base
• Prioritize high-growth-potential accounts by combining market insight with product adoption signals
• Build and maintain relationships with key stakeholders across your territory

Identify and structure expansion opportunities

• Analyze product adoption and usage signals to detect upsell and cross-sell opportunities
• Qualify opportunities and build the associated value proposition
• Define your approach in coordination with the account's Customer Success Manager
• Spot opportunities to extend scope: new modules, new use cases, new stakeholders

Lead commercial conversations

• Present and defend expansion proposals to client stakeholders
• Drive commercial negotiations through to close
• Formalize contractual agreements for scope extensions

Manage your expansion pipeline

• Keep a clear, prioritized, up-to-date pipeline in the CRM
• Ensure the reliability of your expansion forecast
• Track conversion rates and identify levers for improvement

Work in tandem with Customer Success Managers

• Bring the market view where the CSM brings account depth — two complementary lenses, not a dependency
• Co-build approach strategies on high-potential accounts
• Ensure smooth coordination between adoption, renewal, and expansion
• Share field insights with internal teams (Product, CSM, Team Leads)

Must-have

• Experience in Account Management, Sales, or Customer Success in a B2B SaaS environment (2 years)
• You're comfortable with data: reading usage/adoption dashboards and turning signals into a credible commercial argument
• Rigorous pipeline management: you keep a forecast that holds up, and you don't let opportunities go stale
• Confident negotiator: you can drive a conversation to close and build a compelling, differentiated value proposition
• You're a clear, structured communicator who adapts to your audience
• You know how to work in tandem with a Customer Success Manager without a hierarchical relationship - two perspectives, one shared goal
• Curiosity about your market: you track sector trends and turn them into commercial insight
• Professional French and English, plus Italian (TBC) - native Italian is a plus, otherwise professional Italian is required

What will make a difference

• Experience holding conversations with senior or C-level stakeholders
• Knowledge of the fashion/textile sector, supply chain, or environmental regulatory topics (AGEC, environmental labeling, LCA)
• Comfort with CRM tools and structured pipeline management
• A taste for documenting and standardizing: you leave things better organized than you found them

What you don't need

• A technical background. The platform is learnable.
• To already be a sector expert. Curiosity matters more than sector-specific experience on your CV.

1. Application review
2. Screening call with HR
3. Case study (home prep + 30 min debrief) - Manager & 1 team member
4. Team fit + Founders (45 min on-site) - meeting with the Care team and two cross-functional teams (CSM and Data)
5. Reference check - with your consent, at the end of the process