Account Manager - UK&I

About the role

Pleo is seeking a commercially focused Account Manager for the Mid-Market Account Management Team. This role involves growing the existing customer base within the UK&I region by identifying expansion opportunities and building strong client relationships. You will contribute to the Customer Growth & Expansion team's scaling efforts.

Key facts

What you'll do

• Find and close opportunities within your assigned accounts to increase growth through upsells, new entities, teams, and product features.
• Develop strong relationships with key stakeholders to understand their strategic goals and discover new areas for business.
• Use qualification methods like MEDDICC to accurately forecast and speed up upsell and cross-sell deals.
• Present new product features, integrations, and advanced workflows to boost adoption and platform value for upsells.
• Create tailored proposals and business cases that quantify value, align with commercial objectives, and support customer budgeting.
• Work with senior finance, procurement, and operations stakeholders to secure multi-threaded expansions.
• Lead commercial discussions to ensure terms reflect the value Pleo provides.
• Use customer success stories, usage data, and ROI metrics to proactively suggest new functionality and increase platform adoption.

Requirements

• Strong understanding of value-based selling and a consultative approach.
• Skilled in contract negotiations and creating business cases that link features to value.
• Proficient in qualification methodologies such as MEDDICC.
• A drive for problem-solving with a solution-oriented mindset.
• Data-driven, goal-oriented, and capable of accurate forecasting.
• Strong commercial understanding and ability to manage senior stakeholders.
• Experience in SaaS Account Management or Customer Growth with a proven record of expansion revenue and high net revenue retention.
• Fluent in English.

Practical notes

• Benefits include a Pleo card, catered lunches or allowance, comprehensive private healthcare (Vitality, Alan, or Médis options), 25 days of holiday plus public holidays, hybrid and remote work options, ability to purchase 5 additional holiday days, MyndUp access for mental health support, and paid parental leave.
• The interview process includes an intro call, a hiring manager interview, a take-home challenge with a team presentation, and a final interview with a senior leader.
• Submit applications in English.
• Applications are reviewed by humans; generic or AI-generated CVs without specific impact details are less successful. Use the "Achieved X, as measured by Y, by doing Z" formula for clarity.
• Ensure your application addresses the specific requirements of the role.
• If reapplying for the same role, wait six months from your last decision.