Key Account Manager

About the role

You are the primary strategic link between Theodo Data & AI and its most important enterprise clients, owning the end-to-end commercial relationship from discovery to expansion. You will design and execute tailored value narratives that highlight the power of data and artificial intelligence to transform business operations and unlock new revenue streams. This role requires you to act as a trusted advisor, deeply understanding client industry context and operational challenges to align technology solutions with their strategic objectives. You will leverage your expertise to translate complex technical capabilities into clear business benefits that resonate with executive stakeholders. You own the commercial P&L for your portfolio, driving sustainable growth while ensuring high levels of customer satisfaction and retention. You will collaborate closely with delivery teams to ensure solution fit and successful implementation, reinforcing Theodo's reputation for operational excellence. You are responsible for identifying new opportunities within existing accounts, orchestrating cross-functional initiatives that demonstrate measurable value. You will continuously analyze market trends and competitive landscape to refine positioning and ensure Theodo remains the partner of choice for digital transformation.

Key facts

What you'll do

Orchestrate strategic account planning for flagship enterprise clients in the Data & AI space, aligning multi-year roadmaps with evolving business priorities.

Lead commercial negotiations and contract discussions, ensuring terms reflect value delivery and support long-term partnership sustainability.

Develop and present high-impact business cases to executive committees, using robust data and client-specific evidence to justify investment in Data & AI initiatives.

Build and maintain C-level relationships, positioning Theodo Data & AI as a strategic advisor capable of influencing digital transformation agendas.

Define and track portfolio health metrics, identifying early signals of churn risk and collaborating with internal teams to implement corrective actions.

Drive the identification of expansion opportunities, coordinating solution design workshops and scoping sessions to uncover new use cases.

Partner with delivery teams to ensure solution validation, quality assurance, and timely delivery against committed commercial objectives.

Represent Theodo Data & AI in key industry events and client forums, strengthening brand visibility and thought leadership in the data and AI ecosystem.

Leverage CRM tools to maintain accurate forecasting, pipeline management, and stakeholder communication aligned with commercial targets.

Champion a culture of continuous improvement, translating field feedback into product and service enhancements that address real-world client needs.

Conduct post-engagement reviews and success assessments, documenting best practices and lessons learned to inform future account strategies.

Collaborate with Marketing to develop targeted content and case studies that reinforce value propositions for similar prospect profiles.

Monitor competitor activity and market dynamics, adjusting commercial tactics to preserve competitive advantage in key segments.

Act as an escalation partner for technical and commercial issues, ensuring swift resolution and preservation of client trust.

Requirements

You possess a Bachelor's degree in Business, Engineering, Data Science, or a closely related field, with a strong academic background.

You bring a minimum of five years of experience in enterprise software sales, consulting, or business development within the Data & AI or technology sector.

You have a proven track record of managing and growing strategic accounts with complex buying committees and multi-stakeholder environments.

You demonstrate expertise in navigating C-level conversations, translating technical concepts into clear business outcomes and value narratives.

You have hands-on experience with data platforms, analytics solutions, or artificial intelligence tools, allowing you to engage credibly on technical dimensions.

You are fluent in French and English, both written and verbal, ensuring precise and professional communication with international clients.

You exhibit strong commercial acumen, including skills in negotiation, contract management, and profitability analysis at scale.

You possess excellent relationship-building abilities, with a customer-centric mindset focused on long-term partnership rather than transactional success.

You are comfortable working in a fast-paced, matrixed organization, balancing multiple priorities and adapting to shifting client and business needs.

You have experience using CRM systems to manage pipelines, forecast accuracy, and stakeholder reporting in a professional context.

You are willing to travel internationally on a regular basis to meet key clients and participate in strategic workshops.

You have a deep understanding of digital transformation trends, particularly in the application of data and AI to business challenges.

You are committed to Theodo's values of transparency, collaboration, and continuous learning in a growing global organization.

You can demonstrate previous success in selling data-driven solutions or AI initiatives to large enterprises across different industries.

You are comfortable aligning agile delivery practices with commercial commitments to ensure client expectations are managed effectively.

Nice to have

Experience in industries heavily regulated such as finance, healthcare, or public sector is highly valued.

Familiarity with data governance, privacy frameworks, and AI ethics considerations adds significant strategic value.

Knowledge of cloud platforms and data ecosystems such as AWS, Azure, or GCP is considered a strong advantage.

Experience with sales methodologies such as MEDDIC or similar frameworks is appreciated.

Background in change management or organizational transformation supporting data initiatives.

Practical notes

This position is based in Paris and requires regular travel to client sites across France and internationally.

Travel may represent up to 30% of working time, including overnight stays for meetings and workshops.

Candidates must hold a valid passport enabling international travel and be eligible for necessary business visas.

Theodo is an equal opportunity employer, committed to diversity and inclusion in all hiring practices.