Key Account Manager (KAM) - Mid-Market

Position Overview

As a Key Account Manager (KAM) at 360Learning, you will be instrumental in driving business growth within our mid-market segment. You will join a dynamic team of 5 KAMs, managing a portfolio of approximately 100 existing customers with employee counts ranging from 100 to 2,500. The KAM role at 360Learning is predominantly sales-oriented (80%), focused on expanding your customer portfolio and generating revenue growth. You will collaborate closely with Client Success Partners and internal experts (digital pedagogy, platform structuring, IT) who handle project monitoring and execution, to support your upsell and cross-sell initiatives. Building trusted, long-term relationships with customers is key, which may involve occasional travel for client visits, tradeshows, or events. We are committed to talent development and encourage internal mobility after 2-3 years of consistent success, with opportunities to advance to a KAM Enterprise position (managing customers from 2,500 to 10,000+ employees).

Responsibilities

Within 1 Month:

• Become proficient with Trello and our product.
• Acclimate to Convexity, our working environment.
• Meet various internal teams.
• Complete onboarding.

Within 3 Months:

• Assume full ownership of your customer portfolio.
• Map accounts, develop account growth strategies, and prioritize your portfolio (tiering).
• Collaborate with Client Success Partners to gather client insights for upselling.
• Prepare and conduct account reviews with clients to identify development areas.
• Deliver presentations and demonstrations of 360Learning.
• Successfully transition your portfolio and close €30-50K in new ARR (depending on start date).

Within 6 Months:

• Maintain accurate activity reporting with your coach to optimize forecasting.
• Proactively identify and implement improvements to business processes.
• Develop complex business proposals and conduct negotiations.
• Close €65-85K in new ARR (depending on start date).

Within 12 Months:

• Prepare, anticipate, and ensure the renewal of client contracts.
• Define action plans to drive upsells.
• Manage the entire business relationship with clients.
• Exceed targets and be on track to achieve yearly objectives.

Requirements

• 3+ years of experience in an Account Manager or sales-related role with a focus on revenue generation from a client portfolio.
• Previous experience in the SaaS industry.
• Experience in a fast-growing environment (start-up/scale-up) requiring agility and responsiveness.
• Strong active listening skills and a team-player mindset.
• Excellent written and verbal communication skills.
• Native German and fluent English (B2+) proficiency.
• Enthusiasm for our culture: https://bit.ly/Convexity_360L

Interview Process

1. Phone Screen with our Talent Acquisition Manager
2. Discovery Meeting with Antoine, the KAM Mid Coach
3. Case Study with both the KAM Mid-Coach and the VP Mid-Market
4. Clarification Meeting with the KAM team
5. Culture Fit Meeting with our CRO
6. Offer!

What We Offer

• Compensation: A comprehensive package including base salary, a variable component, and equity. 📈
• Benefits: Work From Home perks, medical insurance, gym subscription, and 1 month of parental leave for the second parent.
• Balance: Flexible working hours, with the possibility of total remote work anywhere in Germany. 🏠
• Diversity, Equity, and Inclusion: We foster an inclusive environment with 6 active Employee Resource Groups (ERGs) covering Mental Health, Environmental/Sustainability, Women, Parents, LGBTQIA2S+, and Ethnic Diversity. Each ERG has executive sponsorship to ensure awareness and impact. 🤝
• Corporate Social Responsibility: Learn more about our commitment in our CSR Charter: 360learning.com/blog/corporate-social-responsibility-charter 🌎🌏

Employment Type

Full Time

Location Type

Work From Home possible anywhere in Germany