Account Manager

• Identify, prioritise, and close new partners across Integration, Solution, Cloud, Marketplace, and Startup motions where EMEA coverage does not yet exist — including smaller regional solution partners and resellers where they open up the market.
• Build and maintain a regional pipeline of prospective partners across all functions.
• Localise and activate globally-sourced partnerships for the EMEA market, including regional enablement, co-selling, co-marketing, and commercial terms where needed.
• Ensure existing partner programs and benefits translate correctly to EMEA customers, partners, and startups.
• Work alongside each sub-function lead to translate global strategy into regional execution.
• Flag where global partnership strategy does not fit EMEA market conditions, and adapt it together with function leads.
• Represent Supabase at EMEA partner and developer events, and build relationships with regional partner organisations.

EMEA Partner Development Manager

• Own the day-to-day relationship for an assigned portfolio of B2B operator accounts.
• Serve as the primary point of contact for your operators; responsive, informed, and proactive.
• Build strong working relationships with operator counterparts across commercial, marketing, and compliance functions.
• Maintain a deep understanding of each operator's business: their lobby, their players, their priorities, and their competitive position.
• Drive net revenue retention across your portfolio, tracking performance, identifying risks early, and acting before issues escalate.
• Identify and execute upsell opportunities: new titles, verticals, premium features, and exclusive content deals.
• Build and maintain account development plans for each operator, tracking milestones and commercial targets.
• Lead regular account reviews, presenting performance data, surfacing opportunities, and aligning on roadmap priorities.
• Coordinate promotional campaigns for your accounts: tournaments, bonus campaigns, featured placements, and seasonal activations.
• Drive timely game launches, ensuring operators have assets, documentation, and go-live support ahead of each release.
• Advise operators on how to position and merchandise Juice content effectively in their lobby.
• Track campaign performance and report results back to operators and internally.
• Support contract renewals and commercial amendments for your accounts, working with the Director and legal team as needed.
• Handle day-to-day commercial queries: fee structures, revenue share, MG tracking, and reporting.
• Ensure contractual commitments are met on both sides; tracking operator obligations and flagging gaps early.
• Be the first point of contact for operators with compliance questions related to our content.
• Flag regulatory changes relevant to your accounts and coordinate responses with product and compliance teams.
• Ensure operators have up-to-date documentation and compliance materials for the markets they operate in.

• Own and grow a portfolio of strategic SaaS partners across EMEA
• Develop and execute partner business plans aligned with Mitto’s growth objectives
• Build strong relationships with partner executives, sales leaders, and key stakeholders
• Drive partner-sourced and partner-influenced pipeline to generate new revenue opportunities
• Identify opportunities for Mitto’s customer engagement solutions within partner ecosystems
• Collaborate with Sales, Pre-Sales, Product, and Marketing teams to accelerate deal progression
• Deliver partner enablement sessions and ensure strong understanding of Mitto’s products and value proposition
• Execute joint go-to-market initiatives, including campaigns, webinars, events, and account mapping activities
• Support partner-led customer presentations, workshops, and executive meetings
• Expand adoption of Mitto’s integrations and grow Mitto’s presence within enterprise B2C accounts across EMEA

Partnerships Manager

• Own and develop a portfolio of major enterprises in your assigned geography, serving as the primary commercial relationship holder, whilst also opening up new accounts.
• Build deep, multi-stakeholder relationships across operations, supply chain, and C-suite functions within each account.
• Drive revenue growth through expansion, developing long-term account plans aligned to customer roadmaps.
• Lead business reviews, value reporting sessions, and executive engagements to demonstrate ROI and deepen partnership.
• Proactively identify, research, and engage new enterprises in fashion, grocery, and e-commerce sectors.
• Leverage your existing network and market knowledge to generate qualified pipeline from large organisations with complex warehouse and fulfilment needs.
• Lead full-cycle sales processes from initial discovery through solution design, proposal, negotiation, and contract closure.
• Collaborate with solution architects and pre-sales engineers to develop tailored proposals and business cases.

Key Account BD Manager

• Directly report to the Senior Director, Account Management
• Manage the growth, training, career development and performance of up to eight Account Managers, within our SMB and Commercial segments (primarily based in the EMEA region)
• Report and own the weekly, monthly and quarterly forecast of your direct reports
• Foster an environment of sales excellence by having fun, learning and enabling your team to achieve their goals
• Lead from the front with honesty, integrity, grit and passion
• Develop reps by identifying strengths and weaknesses and build sustainable teams
• Work cross-departmentally to solve problems, both inside and outside of your lane
• Take ownership of and identify core problems and hard challenges
• Take ownership for mistakes and drive home solutions
• Partner with Customer Success, as well as other key functions to drive adoption, retention and growth within our customer base

Account Management Manager

• Own the relationship between the company and the partners
• Provide Project Managers, Product Managers and Technical teams with customer feedback and requests through relevant channels
• Coordinate projects and activities for partners, within the company
• Coordinate and communicate roadmaps, roll-out of system integrations, product features, promotional tools and back-end and front-end releases to partners
• Educate new and existing partners on systems, tools and features available
• Track and report account status for relevant KPIs
• Proactively follow up on partners projections and results
• Coach and challenge partners, always being a step ahead and looking for improvement areas
• Manage, maintain and inform of news, game release schedules, accesses, promotions and marketing materials to partners via appropriate channels
• Contribute to business discussions in and outside of the Account Management team on day-to-day operations and long term strategy

Senior Account Manager

• You will own the small-account portfolio and support renewals across the full customer base.
• Own the full customer cycle for accounts under 300 seats (Google Workspace, JumpCloud, Google Cloud, AWS): qualification, pricing, quoting, packaging, negotiation, closing, and renewal
• Operate a tiered model - proactive engagement for top-tier accounts by revenue, risk, or upsell potential; automated, self-serve renewals for the long tail
• Drive retention, satisfaction, and account growth; identify and action upsell and cross-sell opportunities using usage and satisfaction data
• Act as the primary point of contact for these customers
• Assist with end-to-end renewals across the entire customer base and all service lines, ensuring contract continuity and revenue stability
• Use data analytics to flag renewal risks and growth opportunities ahead of contract dates
• Partner with the Sales team and account owners on renewals for larger customers, providing pricing, paperwork, and vendor-policy support
• Build productised, packaged offers with clear pricing across the customer base
• Execute special pricing requests, ensuring alignment with vendor policies and margin integrity
• Prepare and manage all commercial paperwork — quotes, order forms, and coordination of contracts, NDAs, and SOWs with the Contract & Compliance Specialist
• Assist the Sales team with scoping, proposal preparation, pricing inputs, and qualification
• Act as a commercial and technical bridge between Sales and delivery to ensure proposals are grounded in what we can actually deliver
• Work directly with Google counterparts on resell - pricing, incentives, deal registration, and approvals - and with AWS and JumpCloud as needed.
• Translate complex vendor licensing and pricing policies into clear, actionable advice for customers and the Sales team.

Customer Account Manager

• Identify, negotiate, and manage marketing partnerships across Africa & LATAM
• Optimize WhatsApp, SMS, and email performance (delivery, open, CTR, cost)
• Align communications with marketing, product, and lifecycle campaigns
• Work closely with Marketing, Prod and Ops for localization of messaging, creatives, and campaigns per market
• Plan and track regional activations and partnerships - including but not limited to strategic billboards, payment partnership campaigns, affiliate marketing etc
• Measure ROI and performance across owned and partner channels
• Onboard new communication channel partners, and manage existing Bulk SMS, email, and communication partners for cost optimization

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