My client is an international B2B SaaS company providing technology solutions to large multi-site organizations. The company operates across several European markets and is currently scaling its enterprise business, with strong growth ambitions in the coming years.
As part of this expansion, my client is building a dedicated strategic accounts function and is looking for a Key Account Director to manage and grow a portfolio of high-value, multi-country enterprise clients.
Role Overview
The Key Account Director is a senior, revenue-owning role responsible for the strategic management, retention, and expansion of the company’s most critical customers.
You will operate at executive level both internally and externally, driving long-term partnerships, leading complex commercial negotiations, and ensuring sustainable revenue growth across your portfolio.
This role requires a combination of strategic vision, commercial leadership, and strong stakeholder management in an international environment.
Key Responsibilities
Strategic Account Leadership
* Own the commercial performance and long-term growth strategy of a portfolio of strategic enterprise accounts
* Define and execute multi-year account plans aligned with the company’s growth objectives
* Drive expansion through upsell, cross-sell, and increased solution adoption
* Lead complex contract renewals and multi-year commercial agreements
Executive Relationship Management
* Build and maintain strong relationships with C-level stakeholders
* Act as a trusted advisor, positioning my client as a strategic partner
* Lead executive-level business reviews focused on value creation, ROI, and transformation initiatives
* Align client priorities with the company’s product evolution and innovation roadmap
Cross-Functional Collaboration
* Coordinate closely with Sales, Product, Customer Success, and Finance teams
* Represent strategic accounts internally and influence decision-making
* Ensure consistent delivery quality across multiple geographies and solutions
* Contribute to product strategy through structured customer feedback
Risk & Opportunity Management
* Anticipate and mitigate churn risks at an early stage
* Identify growth opportunities across regions, business units, and use cases
* Lead recovery plans for at-risk accounts
* Monitor market trends and competitive dynamics
Leadership & Best Practices
* Support and mentor account management teams when relevant
* Contribute to the development of strategic account management frameworks
* Help structure scalable processes and governance models
Success Metrics
* Net Revenue Retention (NRR)
* Renewal rate and contract value growth
* Expansion revenue and account penetration
* Customer engagement at executive level
* Product adoption and footprint expansion
* Profitability of strategic accounts
Profile
* 8–12+ years of experience in enterprise account management, strategic sales, or commercial leadership within B2B SaaS
* Proven experience managing large, complex, multi-million-euro enterprise accounts
* Strong executive presence with the ability to engage and influence C-level stakeholders
* Demonstrated success in complex negotiations and long sales cycles
* Experience operating in international, multi-country environments
* Strong commercial mindset combined with strategic thinking
* Data-driven approach to decision-making
* Comfortable working in a matrix organisation
Key Requirements
* Strong experience with enterprise SaaS solutions
* Deep understanding of complex customer environments (multi-entity, multi-region)
* Familiarity with CRM and customer success tools
* Fluent in English, French, and Spanish