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About the Role

House of Finance and Tech Berlin (HoFT) is seeking an experienced individual to manage and grow key member relationships. This role involves building multi-level relationships within member organizations, identifying strategic growth opportunities, and proactively offering solutions. You will be responsible for a portfolio of strategic members end-to-end, utilizing data-driven approaches, structured sales methodologies, and AI-powered tools for efficient account analysis, prioritization, and development. This is not an administrative or event-focused role, but one requiring a sales-driven mindset, strategic vision, AI affinity, and the ability to deliver results independently in a fast-paced international environment.

Responsibilities

Manage a portfolio of 15-25 strategic member organizations end-to-end, including revenue, renewal, and growth targets.
Develop and execute individual account plans for key accounts, including stakeholder maps, whitespace analysis, growth objectives, and timelines.
Systematically identify and realize upselling and cross-selling opportunities, such as tier upgrades, additional services, sponsorship packages, advisory board seats, and speaking slots.
Initiate and coordinate RFPs, project awards, and business opportunities in close collaboration with management and business development.
Conduct structured Quarterly Business Reviews (QBRs) with key members, including performance comparisons, KPI reviews, roadmap adjustments, and action items.
Proactively manage renewal processes along a clear timeline and identify risks for at-risk memberships.
Maintain a clean and updated CRM pipeline (HubSpot) with clear status, next steps, expected value, and close dates for each opportunity.
Qualify members and opportunities using structured methodologies (MEDDIC/MEDDPICC) and leverage scoring models for portfolio prioritization.
Participate actively in sales reviews, commit to quarterly targets, and transparently report pipeline progress.
Independently manage account tiering (Must Win, Key Influencer, Monitor) and prioritize time based on potential and risk.
Actively utilize AI tools for account research, briefing preparation, content creation, data analysis, and automation of recurring tasks.
Employ AI-powered CRM functions and scoring models to identify engagement, churn risk, and upselling potential early.
Drive the integration of AI solutions into existing workflows.
Build multi-level relationships within member organizations (C-level, HR, Innovation, Corporate Finance) to ensure HoFT is not dependent on a single point of contact.
Identify synergies between members and initiate collaborations to enhance network value.
Proactively monitor market and industry developments of accounts and introduce relevant topics, solutions, and contacts.
Represent HoFT at selected conferences, roundtables, and industry forums with substantive content.
Integrate member feedback into internal product development and act as a liaison between the market and the organization.

Requirements

5+ years of experience in Key Account Management, Strategic Account Management, or Enterprise Sales (ideally DACH).
Proven success in upselling, cross-selling, and renewal management with enterprise clients.
Experience with structured sales methodologies (MEDDIC, MEDDPICC, Challenger Sale, or similar).
Proficient in CRM systems (HubSpot preferred) and data-driven pipeline management.
Demonstrated experience with AI tools in a professional context (including AI-powered CRM/analytics tools).
Understanding of the financial services industry, FinTech ecosystems, or related sectors.
Basic technical understanding for credible C-level conversations.
Very good German and English language skills (C1+).

Skills

Strategic Account Management
Enterprise Sales
Upselling
Cross-selling
Renewal Management
MEDDIC
MEDDPICC
Challenger Sale
CRM Systems
HubSpot
Data-driven Pipeline Management
AI Tools
AI-powered CRM
AI-powered Analytics
Financial Services Industry
FinTech Ecosystems
Technical Understanding
German Language
English Language
Ecosystem Development
Relationship Building
Stakeholder Management
Market Analysis
Industry Trends
AI-First Mindset
Curiosity
Analytical Thinking
Reliability
Proactivity
Strategic Thinking
Network Intelligence

Location

Berlin

Work Type

Hybrid
Full-time

Experience Level

5+ years

Benefits

Attractive salary package including a variable component
Personal development budget (conferences, coaching, certifications)
Access to state-of-the-art AI tools
Exclusive access to the HoFT network and events
Flexible working hours
30 days of vacation
Modern tech equipment

About the Company

House of Finance & Tech Berlin is the official FinTech hub of the federal initiative de:hub.
We connect a growing ecosystem of banks, insurance companies, FinTechs, consultancies, and technology providers.
We combine technological proximity with dialogue, cooperation, and social added value.
Under the guiding principle of 'Financial Wellbeing', we conduct practice-relevant research from Berlin, create our own data and standards for the industry, and develop products based on them.
With a strong team and direct access to decision-makers from business, science, and politics, we make Financial Wellbeing measurable and the basis for better financial decisions.

Equal Opportunity

We believe that exceptional results arise when people with diverse perspectives collaborate.
We offer equal opportunities regardless of gender, origin, religion, age, sexual orientation, or disability.
Please omit photos and dates of birth from your application.
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