Key Account Manager

Penneo A/S

København, Capital RegionDenmark, Denmark Hybrid remote

Full time

Sales

Sep 19

Who are we?

Penneo is a fast-growing RegTech (Regulatory Technology) SaaS company with headquarter in Copenhagen, Denmark. We effectively assist customers in industries like accounting, legal, and finance, enabling them to organize and automate their business-critical processes in a compliant, secure, and effortless way.

Following a successful IPO in 2020 and the listing on Nasdaq Copenhagen Main Market in April 2022, we are now, more than ever, in a position to execute on our strategy for European expansion. We are not only looking for new employees, we are looking to form new long-term relationships with people who resonate with our culture and values.

We now have the opportunity to look for a Key Account Manager to join our awesome and growing Enterprise Sales Team. We're on a mission to scale our operations and maximize value to existing and future customers.

Who are we looking for?

As our Key Account Manager you will be responsible for your own customer portfolio of existing customers in our Nordic markets, primarily in Denmark.

We are well-established in the Danish market, so an approximate 60/40 split between existing clients and new business is a likely scenario.

We expect you to have 3+ years of experience from a similar role. We would love you to have worked in a scale-up environment, but it matters more to us that you have a holistic approach to stellar customer experience.

We’re looking for someone who is motivated by:

  • Managing existing and develop new relationships with strategic accounts, mainly within the Financial Services sector and AML (Anti Money Laundering) impacted industries;
  • Spearheading best practices in integrated account management, client revenue growth and customer satisfaction (towards the top 500 companies in Denmark);
  • Creating and maintaining opportunity pipeline and running consistent account specific activities;
  • Acting as a sparring partner for strategic customers and supporting them in achieving higher adoption rates with Penneo's solutions;
  • Developing business plans and ensuring that growth objectives set by the company are met (long-term);
  • Representing Penneo at industry and client events;
  • Promoting the adoption of services in key accounts.

The position is full-time and you’ll report directly to Therése Hategan, our Head of Enterprise Sales - Nordics. You'll be part of our Enterprise Sales Team, all based in our HQ in Copenhagen.

We are enthusiastic about educating ourselves in our customers' needs. We see ourselves not just as a commercial team - we are industry experts and sparring partners.

In your daily conversations with everyone from CFOs and Directors to lawyers and compliance managers, you'll strive to stay informed about your customers' respective businesses.

Working at Penneo means developing yourself, not in isolation, but with your team and your customers. It's a journey we all contribute to - and benefit from.

What makes you a great match?

We believe that the following traits and experiences are important for becoming successful in this role, and it is the basis upon which we assess candidates. However, we acknowledge that talent takes many forms and we would still like to hear from you, even if you don't think you match all the points below.

We expect you to:

  • Hold min. 3+ years of experience from B2B SaaS solution sales;
  • Display excellent stakeholder management skills, from systematically identifying stakeholders; evaluating their needs and expectations; to planning and implementing various engagement activities with them;
  • Convincingly translate your experience from portfolio management and client revenue growth into Penneo's setting;
  • Demonstrate capacity for exceeding sales quotas and ensuring positive net churn;
  • Display excellent planning, collaboration and presentation skills, including communicating complexity in simple terms;
  • Danish at near-native level and English proficiency.

Useful, but not essential:

  • A background in financial services or from AML impacted industries;
  • An interest for sales leadership and coaching;
  • Additional language skills.

How will this role progress?

It is important to us to be as transparent as even possible and to give you the opportunity to level expectations for the role. We therefore share our impact description in advance, and we would love your thoughts about it in your cover letter.

During the 1st month you will:

  • Get comfortable with the day-to-day operations of the Enterprise Sales Team;
  • Understand the problems Penneo solves for customers;
  • Participate in relevant customer meetings with people from your team;
  • Participate in Penneo’s onboarding program for all new Penneos.

Within 3 months you will:

  • Initiate and host your own customer meetings supported by team members or the Head of Enterprise Sales;
  • Demonstrate a solid understanding of the business value of Penneo’s solutions;
  • Create and articulate compelling value propositions around Penneo’s services.

Within 6 months you will:

  • Be up and running and achieve 100% of your targets, as well as have established a solid foundation for reaching future targets;
  • Regularly gather insights from the market and feeding back information to the Enterprise Sales Team and Marketing;
  • Be developing into an industry expert within our key segments, allowing you a deeper understanding of our customers and positioning you as a trusted advisor.

Within 12 months you will have:

  • Proven yourself as a crucial member of our growing international commercial team that provides best in class SaaS solutions and senior consultancy to our clients;
  • Developed and executed against a comprehensive account plan;
  • Clearly demonstrated your capability for handling complex customer interactions;
  • Developed long-term strategic relationships with strategic accounts;
  • Ensured customer satisfaction and delivered stellar customer experiences;
  • Planned, developed and executed short- and long-term strategies to ensure Penneo’s success in our main markets

By now we hope you’re sitting with a smile on your face, ready to apply and contribute to the Penneo adventure.

About our recruitment process:

We want you to know what to expect. All of our interviews can be conducted remotely, scheduled via email and Google Meet for audio/video calls, if you prefer.

  1. Call with our Talent Acquisition team(~30m): introduction to the company, mutual initial expectation leveling
  2. Call with our Head of Enterprise Sales, Thérese (~45m): Getting to know each other, assessing for mutual match, introduction to the impact and goals for the position
  3. Collaboration round (~1h): Together with the two members of the Enterprise Sales team you will discuss your approach to a given scenario to assess collaboration fit and ways of working.
  4. The practicalities (~45m): Closing talks with our Head of Enterprise Sales, Therése, agreeing about compensation, starting date, and all other practical details.

Best of success with your application!

Please note that we are screening and interviewing on an ongoing basis. If you are interested in any of our roles, please do not hesitate to submit your application.

Penneo is an equal opportunity employer. All aspects of employment, hiring and promoting are based on merit and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, physical or mental disability, medical condition, pregnancy, gender, sexual orientation, gender identity or expression.

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