Sales / Account Manager - Mid Market (d/f/m)



Sales & Business Development
Berlin, Germany · Munich, Germany
Posted on Tuesday, July 9, 2024
The Role: How you'll make an impact at Personio

This position is either based in Munich or Berlin with 50% remote option.

It’s time to bring your best and make your mark. Join Customer Experience at Personio, using your subject-matter expertise to build relationships with our customers and help them maximize their value every day. Together, we’re solving real problems for real people.

In our Customer Growth Team, you are a fundamental part of our growth strategy and responsible for maximizing our recurring revenue. You actively foster customer loyalty by closely interacting with our existing customers in the German market as a trusted advisor. If you are ready to build the category leader for HR software for SMEs in Europe with us and develop further, we are excited for you to join us!

Role Responsibilities: What you'll do
  • Account Management: You own a portfolio of ~100 mid-market customers (200-500) employees). You establish yourself as a trusted advisor for your clients, and are responsible for all commercial topics. 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 complete cross- and upsell cycle, from outbound lead generation, discovery and product demos up to contract signature. 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.

  • Renewals: You renew customer contracts by preparing offers, negotiating prices, and documenting all relevant insights.

  • 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 to identify customer challenges, conduct escalation discussions, and communicate solution options to minimize risk prior to churn. Moreover you are in close contact to our other departments (Customer Service, Product, Legal & Finance)

  • 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 Account Management, Partnership, or Sales in SaaS or HR/Recruitment environment
  • You have a good command of German (C2 level) and English, both written and spoken.
  • 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 are interested in HR and organizational topics, and you enjoy dealing with customers.
  • Ideally, you have worked in a high pace start-up/ scale-up environment 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 2 (fully paid) Impact Days – one for an individual project of your choice and one for a company-wide initiative
  • 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
  • Invest in your development with an annual personal development budget to use on professional memberships, external certifications, conferences, and more
  • Connect with your fellow Personios at regular company and team events like All Company Culture Week and local year-end celebrations
  • Engage in a high-impact working environment with flat hierarchies and short decision-making processes

About us
Bring your best. Make your mark. We’re using technology to revolutionize the way HR operates so that we can transform the way millions of people experience work every day. We move fast, challenge the status quo, and support our people as they shape their careers.

With over 10,000 customers and a team of 2,000 in eight offices around the world, now is the perfect time to join! We believe in hiring driven people who want to make an impact. So bring your best, and let’s build the future of HR technology together.

Discover our Personio Principles, that guide our mindset, behaviours, and the ways we work together:

Exceed Customer Expectations: We anticipate, prioritize, and solve for the needs of our customers.
Deliver Exceptional Results: We dream big and move with urgency to make great things happen.
Elevate One Another: We work together as trusted partners to amplify our collective impact.
Care to Challenge: We care personally and challenge directly to unlock our full potential.
Ignite Positive Momentum: We embrace the challenge with a positive mindset and celebrate our wins together.