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About the Role

As a Key Account Manager (B2B), you will manage and grow some of Grover's largest and most active B2B clients, focusing on Net Revenue Retention (NRR) to ensure portfolio revenue remains at or above 100%. You will be responsible for upselling and cross-selling, managing contract renewals, developing account plans, and providing accurate forecasts. You will also onboard new accounts, build relationships with multiple stakeholders within client organizations, resolve issues, and relay customer feedback to internal teams to improve products and processes.

Responsibilities

Grow existing accounts through upselling and cross-selling.
Conduct regular meetings and business reviews with clients, including executive leadership.
Proactively manage contract renewals to encourage device upgrades or extensions.
Develop strategic plans for each account, identifying growth opportunities and risks.
Create and maintain accurate forecasts for expansion and renewals.
Onboard new accounts, establishing and developing client relationships.
Build relationships with multiple stakeholders (procurement, IT, Finance, Operations) within client accounts.
Collaborate with Operations and Risk teams to resolve issues and ensure smooth order processing.
Communicate customer feedback to Product, Pricing, and Process teams.
Ensure Net Revenue Retention (NRR) of at least 100% for the assigned portfolio.

Requirements

3 to 5 years of experience in B2B Account Management, Key Account Management, or a Customer Success role with revenue responsibility (NRR or expansion targets).
Proven track record of growing existing accounts through upselling and cross-selling.
Experience in defending revenue against downgrades at contract or term end.
Experience with regular client meetings, business reviews, and account planning.
Proficiency in forecasting expansion and renewals.
Strong stakeholder management skills, comfortable presenting to decision-makers.
Experience managing multiple recurring orders, not just large deals.
CRM discipline, preferably with HubSpot, Salesforce, or Pipedrive.
High degree of ownership for portfolio revenue.
C1 level German and very good English proficiency.

Skills

Account Management
Key Account Management
Customer Success
Revenue Retention
Upselling
Cross-selling
Forecasting
Stakeholder Management
CRM
Subscription Models
Leasing Models
Device-as-a-Service Models

Location

Berlin

Work Type

Hybrid
Onsite (minimum three days per week)

Experience Level

Mid-level

Benefits

15 remote days per year, usable from abroad
Mental health support via Nilohealth
Urban Sports Club membership
Public transport ticket subsidy (BVG)
750 Euro learning budget per year
Employee discount on Grover Tech
Dog-friendly office

About the Company

Grover enables consumers and businesses across Europe to subscribe to tech devices and comprehensive technology solutions.
Offers access to over 1,000 unique tech items on flexible and financially convenient terms.
Pioneer of the circular economy, refurbishing and recirculating devices to help eliminate e-waste.
Leading provider of tech subscriptions in Europe.
Offers B2B solutions for companies to equip teams without capital binding or long depreciation cycles.
Operates in a team composed of over 75 nationalities.

Equal Opportunity

Grover is an employer that promotes equal opportunities.
Decisions are made independently of origin, gender, age, religion, disability, sexual orientation, or identity.