Account Manager - Mid Market (d/f/m)
Personio's intelligent HR platform helps small and medium-sized organizations unlock the power of people by making complicated, time-consuming tasks simple and efficient. Our growing team of 1,800+ Personios across Europe and the US are building user-friendly products that delight our 14,000+ customers and their 1.5 million employees. Ready to make an impact from day one?
The Role: How you'll make an impact at Personio
This position is either based in Munich or Berlin with 50% remote option.
Bring your drive. Make a difference. Join our Revenue & Success team at Personio and be a part of something big – not just for yourself, but for your teammates and your customers. Together, we’re building relationships, solving problems, and impacting the way people experience work every single day.
In our Account Management Team, you are a fundamental part of our growth strategy and responsible for maximizing our recurring revenue. In this role, you actively foster customer loyalty by closely interacting with our existing customers in the German mid market as a trusted advisor.
Role Responsibilities: What you'll do
Portfolio/ Contract Management: You own a portfolio of ~100 mid-market customers (250-500) employees). You establish yourself as a product value advisor for your customers, and are responsible for all commercial topics, e.g. renewing your customer contracts by preparing offers, negotiating prices, and documenting all relevant insights. In close collaboration with your Customer Success Manager, you are the first point of contact to accelerate customers growth via a strategic high-touch approach.
Cross- and upselling: You lead the qualification of Up- and Cross-Sell Opportunities. With thorough Discovery, you lay the foundation to successfully close the deal and add new products to the customers' package. You have the goal of increasing the upsell and discount decrease MRR of your book of business with monthly revenue targets, OTI & quarterly accelerators in case of overachievement.
Customer Retention: In close collaboration with your CSM tandem, you support customer escalations and prevent detraction and churn.
Internal collaboration: You collaborate closely with your CSM counterparts as well as other departments (Customer Service, Product, Legal & Finance etc.) to identify customer challenges and communicate solution options.
External stakeholder management: You interact mainly with HR, IT, project management, external consultants, legal and C-level
Role Requirements: What you need to succeed
You have at least 3 years of experience in a Sales/ Upsell driven role in SaaS or HR/Recruitment environment
With your experience in lead qualification and pain identification, you quickly acquire a holistic understanding of the customer and can offer individual added values
You have an affinity for software and, thanks to your solution-oriented nature, you are a competent contact person for our existing customers.
You have a good command of German (C2 level) and English, both written and spoken.
You are extremely diligent and have great time management skills
Ideally, you have worked in a high pace start-up/ scale-up environment before
Ideally, you have worked with tools like Salesforce, Chargebee or Tableau before
Why Personio
Personio is an equal opportunities employer, committed to building an integrative culture where everyone feels welcomed and supported. We embrace uniqueness and understand that our diverse, values-driven culture makes us stronger. We are proud to have an inclusive workplace environment that will foster your development no matter your gender, civil status, family status, sexual orientation, religion, age, disability, education level, or race.
Aside from our people, culture, and mission, check out some of the other benefits that make Personio a great place to work:
Receive a competitive reward package – reevaluated each year – that includes salary, benefits, and pre-IPO equity
Enjoy 28 days of paid vacation, plus an additional day after 2 and 4 years (because we love what we do, but we also love vacation!)
Make an impact on the environment and society with Impact Days
Receive generous family leave, child support, mental health support, and sabbatical opportunities with PersonioCares
Find your best way to work with our office-led, remote-friendly PersonioFlex! Most teams offer a roughly 50% remote, 50% in-office working framework
Connect with your fellow Personios at regular company and team events like Personio Summer Sessions and local year-end celebrations
Engage in a high-impact working environment with flat hierarchies and short decision-making processes