Note: This is an individual contributor role at launch, with the expectation to build and lead a broader KAM team as the function and portfolio grow.
In detail you will:
- Own the company-wide key account strategy: define prioritisation, set targets with the CCO, and establish the KAM playbook
- Monitor strategy execution and produce executive-level reporting on portfolio health, revenue development, and growth opportunities
- Develop and own strategic account plans for each key account, aligned with company objectives and long-term partnership value
- Serve as senior point of contact and trusted advisor for assigned key accounts, maintaining C-suite relationships
- Proactively originate and close upsell and cross-sell opportunities across your portfolio
- Actively push and influence other KAMs to identify upsell and cross-sell opportunities within their accounts
- Coach and support other Key Account Managers as a senior sparring partner and escalation point (non-hierarchical)
- Lead AI exploration with enterprise accounts — identify where AI capabilities create new value and translate into commercial proposals
- Engage stakeholders beyond existing client contacts, mapping decision-makers and sponsors across each account
- Develop fund and growth strategies per account, identifying new business needs and emerging budget cycles
- Own pricing strategy and commercial structuring for your accounts
- Work closely with a dedicated project team (Project Manager + Solution Engineer) to ensure seamless delivery and client satisfaction
- Coordinate with the project team to translate client needs into solution design and implementation
- Lead contract renewals, negotiations, and commercial governance across your portfolio
- Act as primary escalation point for client concerns — proactively resolve risks before they impact retention
- Zero churn: retain 100% of your key account portfolio
- Successfully close priority deals currently active in pipeline