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About the Role

We are seeking a commercially-minded Account Manager to join our Mid-Market Account Management Team. This role is crucial for growing and expanding our existing customer base and contributing to the Customer Growth & Expansion team's success as we scale. The ideal candidate is passionate about strategic account management, customer outcomes, unlocking expansion in complex organizations, nurturing relationships, identifying growth levers, and proving ROI in the spend management sector.

Responsibilities

Identify and close opportunities within your book of business to grow accounts through upsells, new entities, teams, and product capabilities aligned to evolving customer needs.
Build deep relationships with key stakeholders to understand their strategic initiatives and uncover whitespace opportunities.
Use MEDDICC (or similar) to rigorously qualify upsell and cross-sell opportunities to ensure forecast accuracy and deal velocity.
Showcase new product features, integrations, and advanced workflows that drive stronger adoption and platform value for upsells.
Create custom proposals and business cases that quantify value, align with commercial goals, and support customer budgeting cycles.
Work across senior finance, procurement, and operations stakeholders to land multi-threaded expansions.
Lead commercial conversations ensuring terms reflect the value Pleo delivers.
Use customer success stories, usage data, and ROI metrics to proactively pitch new functionality and deepen platform adoption.

Requirements

A solid understanding of value-based selling and consultative approach.
Skilled in contract negotiations and building business cases linking features to value.
Strong understanding of qualification methodologies (e.g., MEDDICC).
A passion for solving problems with a solution-oriented approach.
Data-driven, goal-oriented, and accurate forecasting ability.
Strong commercial acumen and ability to navigate senior stakeholders.
A background in SaaS Account Management or Customer Growth with a proven track record of expansion revenue and high net revenue retention.
Complete fluency in English.

Skills

Value-based selling
Consultative approach
Contract negotiations
Business case development
MEDDICC
Problem-solving
Solution-oriented approach
Data-driven
Goal-oriented
Forecasting
Commercial acumen
Stakeholder management
SaaS Account Management
Customer Growth
Expansion revenue
Net revenue retention
English fluency

Location

Remote
Hybrid
In-person

Work Type

Remote
Hybrid
In-person
Full-time

Experience Level

Mid-Market

Benefits

Pleo card
Catered meals or lunch allowance
Comprehensive private healthcare
25 days of holiday + public holidays
Hybrid and fully remote working options
Option to purchase 5 additional days of holiday through salary sacrifice
Free mental health and well-being support
Paid parental leave

About the Company

Pleo provides spend solutions that make managing money seamless, empowering, and effective for finance teams and employees.
The company's vision is to help all businesses ‘go beyond’.
Pleo has been successful for the last 10 years, living by the mantra 'more than you’d expect'.
Pleo has over 40,000 customers and a team of 850+ people from over 100 nationalities.
The company is committed to delivering the future of business spending together.

Equal Opportunity

Diversity drives us. We can only reach our goals if our team reflects the world around us.
We encourage people from all backgrounds and experiences to join us.
We offer accessibility accommodations for the interview process.