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About the role
Key responsibilities & impact- Build and maintain the success plan, QBR rhythm, and renewal motion for each of your 10–15 named accounts.
- Drive multi-module adoption — not just the entry SKU. Identify which HUB modules fit the customer’s regulatory and operational roadmap, and steer them toward platform breadth.
- Lead expansion conversations to a BANT-qualified opportunity (3 of 4) along with the Account Executive.
- Maintain a quarterly Opp Map per account: Defend lines (renewal, retention risk) and Attack lines (cross-sell, upsell, white space).
- Own the executive relationship map. Engage C-level and VP-level stakeholders on the customer side; bring osapiens leadership in as Exec Sponsor where it accelerates the account.
- Be the customer’s voice into Product on roadmap conflicts and feature prioritisation; partner with Product Management to frame trade-offs the right way.
- Contribute to the topic forum (community of practice) for your expertise lane — feed playbooks across the wider CS team.
- Keep account health, risk, and forecast data current in Planhat and HubSpot — your accounts feed the weekly pipeline review and CS leadership reporting.
Requirements
What you’ll need- 5+ years in Customer Success, Strategic Account Management, or post-sales Consulting in enterprise B2B SaaS.
- Demonstrable experience managing enterprise Tier 1 accounts.
- Practitioner-level depth in one of our four topic-expertise lanes: Supplier Intelligence (Supplier Due Diligence & Collaboration, Supply Chain Transformation), Product Compliance, Traceability (food supply chain, Medical Devices regulation), or Sustainability & Reporting.
- Demonstrated track record running multi-product, multi-stakeholder accounts where renewal and expansion were both your responsibility.
- Credible at CxO level — you have sat across from CFOs, COOs, CSOs, VPs of Compliance and held your own.
- AI-native operator: you use AI tooling daily and would be uncomfortable working without it.
- Highest level of commitment, accountability, and flexibility — you sign up for outcomes, not for hours.
- Commercial instinct: you are comfortable taking an expansion conversation to BANT and handing a real opportunity to Sales — without being a Sales rep yourself.
- Excellent written and spoken English.
- Confident with CRM and CS tooling (HubSpot, Planhat, or equivalent) and structured account-planning frameworks.
- Nice-to-have: German or Spanish at working level — accelerates relationships in our DACH and Iberia customer base.
- Hands-on exposure to CSRD, EUDR, CBAM, EU Taxonomy, PPWR, or REACH on the customer or consulting side.
- Background in strategic consulting, or regulatory consulting (Big 4, sustainability advisory) or post-sales engineering in a compliance / ESG SaaS.
- Experience standing up or scaling a CS function — playbooks, segmentation, success-plan templates.
Benefits
Comp & perks- Competitive base salary plus a CS performance component tied to retention, expansion, and adoption KPIs.
- Hybrid working out of Munich or Madrid — strong in-office presence (3 days per week), and regular time on-site with customers across Europe.
- Career path into CS Team Lead, CS strategy, or strategic account roles in the broader commercial organisation.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Customer SuccessStrategic Account ManagementEnterprise B2B SaaSSupplier IntelligenceProduct ComplianceTraceabilitySustainability & ReportingAccount PlanningMulti-product ManagementAI Tooling
Soft Skills
AccountabilityFlexibilityCommercial InstinctWritten CommunicationVerbal CommunicationStakeholder EngagementC-level InteractionCollaborationProblem SolvingLeadership