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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 focuses on growing and expanding our existing customer base within the Customer Growth & Expansion team. Ideal candidates are excited about strategic account management, customer outcomes, unlocking expansion in complex organizations, nurturing relationships, identifying growth levers, and proving ROI in spend management.
Responsibilities
- Own a dedicated book of business from a commercial perspective, focusing on a land-and-expand revenue model through cross-selling, upselling, and driving account growth.
- Identify and close expansion opportunities within your book of business, securing new entities, teams, and product capabilities aligned with evolving customer needs.
- Collaborate with Customer Success teams to focus on driving revenue and commercial outcomes.
- Build deep relationships with key decision-makers (senior finance, procurement, and operations stakeholders) to understand strategic initiatives and uncover whitespace opportunities.
- Use MEDDICC (or similar framework) to qualify upsell and cross-sell opportunities, ensuring forecast accuracy and high deal velocity.
- Showcase new product features, integrations, and advanced workflows, leveraging customer success stories, usage data, and ROI metrics to pitch new functionality and quantify value.
- Create custom proposals and business cases aligned with commercial goals and customer budgeting cycles, leading commercial conversations to ensure terms reflect the value Pleo delivers.
Requirements
- 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).
- 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.
- 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.
- Naturally curious and driven to map out complex organisations, identifying white space where Pleo can solve a genuine business need.
- Enjoys closing upsells by proving ROI and prefers driving proactive growth over waiting for a renewal.
- Uses frameworks like MEDDICC to keep deals on track and can show a CFO how tech features translate into financial value.
- Comfortable with evolving processes in a fast-scaling environment.
- Ability to multi-thread across Finance, IT, and Procurement in mid-market organizations.
Skills
- Value-based selling
- Consultative approach
- Contract negotiations
- Business case development
- Qualification methodologies (e.g., MEDDICC)
- Solution-oriented approach
- Data-driven analysis
- Goal-oriented
- Accurate forecasting
- Commercial acumen
- Stakeholder navigation
- SaaS Account Management
- Customer Growth
- Expansion revenue
- Net revenue retention
- English fluency
- Complex organization mapping
- ROI analysis
- Proactive growth strategies
- Cross-selling
- Upselling
- Land-and-expand revenue model
Location
- Hybrid
- In-person
Work Type
- Hybrid
- Remote
- Full-time
Experience Level
- Mid-Market
- Senior
Benefits
- Pleo card (no out-of-pocket spending)
- Catered meals or lunch allowance on work days
- Comprehensive private healthcare (Vitality, Alan or Médis depending on location)
- 25 days of holiday + public holidays
- Hybrid and fully remote working options
- Free mental health and well-being support via MyndUp
- Paid parental leave
About the Company
- Pleo provides spend solutions that make managing money seamless, empowering, and effective for finance teams and employees.
- Pleo's vision is to help all businesses ‘go beyond’.
- The company has been successful for the last 10 years, living by the mantra 'Pleo' means ‘more than you’d expect’.
- Pleo has over 40,000 customers and a team of 850+ people from over 100 nationalities.
- Pleo is a driven, progressive, and kind organization committed to delivering the future of business spending.
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.
- If you have any accessibility requirements or need a specific format, email belonging@pleo.io. We’ll design a process that works for you.