Account Manager

Company: Plenty One
Role: Account Manager (2x)
Location: Berlin
Language: German English
WFH policy: During ramp in-office TueThu in Berlin (travel covered). After consistent performance flexibility (e.g. 1 day/week in office).
Industry: E-commerce SaaS (marketplace OMS/WMS/fulfilment payments/returns)
Product: Single platform to list on 150 marketplaces (Amazon eBay Otto etc.) manage orders/warehouse/picking/shipping/payments/returns; can be full stack or marketplace-only with SAP/ERP integrations.

Size and functions of local team:
Company 350. GTM org 48 (incl. CRO). AEs: headcount 10 (8 open due to performance bar). SDRs: 10 (1:1 with AEs). Also SEs Account Management and building a Partner team.

Role description:

• Account Manager commercial growth focus.
• Manages and expands existing clients revenue by migrating them to the new (higher-value) version of Plenty One or helping their business grow on the current platform.
• Consultative sales with a strong commercial focus working closely with CS on strategic accounts.
• Portfolio: 374 accounts across 4 AMs; every client has expansion potential on the platform.
• Average cycles: 12 months.
• Revenue target: 750K annual growth revenue earning 5% on achieved growth.
• Typical upsell value is smaller/faster vs AE motion; high volume of short-cycle deals.
• Ideal background: CSMs with commercial drive or AEs wanting to move into an account growth role.

Unique about the company (that you dont read online (USPs to the candidate):

• 1 in every 10 spent online in Germany runs through Plentys platform. they are now trying to get this to 1 in every 5
• You have tons of great companies to work with that are all growing and as AM you are the one helping owners grow their business via the platform.
• Strong coaching and promotion-from-within culture; sales is a hero org (cross-functional pride in selling).
• High earnings potential with generous performance-weighted commission.
• Huge PE investment taking company from 30m to 70M ARR over the next years
• Germany has a TAM of 16.000 ICP accounts and only 3.000 clients much business to be done for growth.

Growth perspective (for the candidate in the role/company):

• Opportunity to progress internally to strategic AM or leadership.
• Clear promotion paths across AE AM and CS.
• High visibility due to PSG investment and GTM scaling.

Must-haves:

• 2years B2B software account management or commercial CSM experience can also be an AE who wants to transition into an account growth role.

• Proven success in upselling or cross-selling within SaaS.

• Stable track record; commercial mindset; consultative and data-driven approach.
  
• Good tenure is fundamental; if there are short tenures please explain in the intro - share good reasoning

Nice to haves:

• Experience in marketplace or B2C e-commerce software.

• Prior success working with founder/owner-led SMB/MM clients on strong ROI value sells.

• Experience migrating clients to higher-tier SaaS products or expansions within an installed base.

Salary range & secondary benefits:

• Base: 7080K car allowance (5001000/month).
• OTE: 130140K uncapped with double commission on accelerators.
• Commission: 5% on growth revenue.
  • Current AM does 150% already this year can end on 200% and will make 200K in earnings

Hiring process:

1. Interview with Payam (Head of Sales existing clients)
2. Interview with CRO
3. Presentation: 30/60/90 plan what you need from us / what we can expect from you (presentation retained as the working plan post-hire)
4. Offer

Required Experience:

Manager