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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing the full commercial lifecycle of strategic enterprise accounts, focusing on retention, renewals, upselling, and cross-selling within a B2B SaaS environment. Proficient in leveraging AI tools for customer research and account planning while effectively collaborating with cross-functional teams and engaging C-level stakeholders.
Highest-signal resume keywords
Commercial Lifecycle ManagementB2B SaaS Sales ExperienceAccount Planning and StrategyContract Negotiation SkillsAI Tools Utilization
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Account ManagementSales Quota AchievementCustomer Retention StrategiesUpselling and Cross-SellingSaaS Product UnderstandingStakeholder EngagementContract NegotiationProcurement NavigationRFP ExperienceSales Methodologies
Soft Skills
Strong Communication SkillsProactive MindsetCollaboration Across TeamsInfluencing Senior StakeholdersStrategic Conversation Leadership
Tools & Technologies
CRM SoftwareAI Tools for Customer ResearchAccount Planning FrameworksTranslation Management SoftwareWorkflow Software
Industry Keywords
B2B SaaSEnterprise AccountsLocalizationTranslation ManagementCommercial Value
About the role
Key responsibilities & impact- Own the full commercial lifecycle and outcomes of assigned strategic enterprise accounts, including retention, renewals, expansion, upselling, and cross-selling.
- Monitor account health, customer engagement, product value, and commercial risks to identify retention challenges and coordinate action.
- Identify and execute upsell, cross-sell, and expansion opportunities; lead commercial conversations and negotiations to achieve or surpass sales quotas.
- Develop and maintain account plans based on customer goals, stakeholder priorities, product adoption, business risks, renewal plans, and collaboration opportunities.
- Advise customers on localisation and content workflows, connect needs to Lokalise solutions, and articulate business value and ROI.
- Coordinate multi-stakeholder opportunities, procurement activity, contract negotiations, and legal discussions.
- Collaborate with Customer Success, Solutions Architecture, Product, Finance, and Legal.
- Maintain accurate CRM records, account plans, pipeline updates, and forecasts.
- Apply AI tools to improve customer research, account planning, decision-making, productivity, and go-to-market impact.
- Report to the Director of Sales EMEA.
Requirements
What you’ll need- +5 years of experience owning the commercial lifecycle of strategic or enterprise customer accounts, including retention, renewals, expansion, upselling, and cross-selling in a B2B SaaS environment.
- Track record of protecting customer revenue, achieving gross revenue retention or comparable retention targets, and generating measurable account expansion.
- Ability to understand complex SaaS products.
- Experience selling to business, marketing, and sales stakeholders and translating product capabilities into clear commercial value.
- Strong written and spoken English.
- Ability to collaborate effectively across a remote, international organisation.
- Experience engaging and influencing C-level and senior stakeholders.
- Ability to lead strategic conversations and align solutions with business priorities.
- Strong commercial skills, including identifying growth opportunities, negotiating contracts, and navigating complex procurement or legal discussions.
- Competency using AI tools for customer research, synthesis, account planning, and decision-making.
- Proactive mindset toward adopting new AI-enabled ways of working.
- Experience engaging technical stakeholders is a plus.
- Experience selling localisation, translation management, or other workflow software is a plus.
- Experience with RFPs, security reviews, or complex enterprise buying committees is a plus.
- Familiarity with structured sales methodologies or account planning frameworks is a plus.
Benefits
Comp & perks- Competitive salary and employee stock options.
- Fully remote setup with flexible working hours.
- Co-working budget for those days you want a change from your home office.
- Flexible vacation policy to recharge when you need to.
- Home office setup budget: monitor, desk, ergonomics, whatever helps you do your best work.
- Learning & development budget to grow your skills and career.
- Health insurance to keep you covered.
- Wellness allowance to support your mental and physical well-being.
- Great startup culture: remote but close-knit, with regular retreats and social events to stay connected.