Senior Account Manager EMEA M/F/Mx

Trustpair stops vendor fraud before it happens. We're the automated vendor validation platform protecting 600+ enterprise companies worldwide. Since 2017, finance and procurement teams have used Trustpair to eliminate vendor fraud while reclaiming 90% of the time they once spent on manual checks. As vendor fraud grows more sophisticated, we stay ahead by combining deep expertise in financial crime with cutting-edge technology. Our core product focuses on secure, reliable vendor account validation to wipe out fraud and boost efficiency. Internally, teams across Trustpair use AI tools in their day-to-day work to automate repetitive tasks and unlock strategic insights that help us build and operate better. From day one, you’ll be encouraged and trained to integrate these tools into your workflow in a practical, hands-on way. With offices in New York, Paris, London, and Milan, we're a diverse team united by a bias for action. We ship fast, learn from experiments, and tackle problems that matter: protecting billions in payments for companies worldwide. If you want to see your work make an immediate impact in financial security, Trustpair is built for you. Learn more about how we use AI in our everyday work . About the role We are looking for a Senior Account Manager EMEA to join our Sales team at Trustpair and play a key role in driving revenue growth across our portfolio of strategic enterprise clients. Trustpair is a B2B SaaS platform helping companies secure their payment processes, prevent vendor fraud, and strengthen financial operations. Our solutions are trusted by large organizations navigating complex financial and operational challenges. As a Senior Account Manager EMEA , you will take ownership of a high-value portfolio of strategic accounts, primarily across the French market, with opportunities for international expansion. You'll work closely with senior Finance leaders, including CFOs and Finance Directors, to develop long-term partnerships, identify new business opportunities, and maximize the value of Trustpair's solutions. This is a high-impact, commercially driven role combining strategic relationship management, complex enterprise sales, and revenue expansion. You'll have the autonomy to develop your account strategies while collaborating with our Customer Success, Sales, Partnerships, and Product teams to deliver meaningful results for our clients. This position is based in Paris, with weekly office presence as part of our hybrid working model (at least 2 days). Package details: OTE circa €150k, depending on profile & experience. What you'll doOwn and grow strategic enterprise accounts • Take full commercial ownership of a portfolio of strategic enterprise customers, driving revenue growth, retention, and long-term account value. • Develop and execute tailored account plans to identify growth opportunities and maximize customer lifetime value. • Build a deep understanding of each client's organization through strategic account mapping, identifying key decision-makers, economic buyers, influencers, and business priorities. • Identify and drive upsell and cross-sell opportunities, including expansion into new subsidiaries, business units, geographical regions, and use cases. • Leverage structured sales methodologies such as MEDDIC/MEDDPICC to qualify and advance complex opportunities. Build trusted relationships with senior stakeholders • Establish and nurture long-term relationships with executive sponsors, including CFOs, Finance Directors, and other senior decision-makers. • Position yourself as a trusted commercial partner, understanding customers' strategic objectives and translating them into opportunities for growth. • Lead executive business reviews, steering committees, and strategic account discussions to demonstrate value and uncover new opportunities. • Navigate complex, multinational organizations and engage multiple stakeholders to move commercial discussions forward. Drive commercial growth and negotiations • Own the expansion pipeline across your portfolio, from opportunity identification through negotiation and closing. • Lead complex commercial negotiations, including enterprise-wide agreements, Master Framework Agreements, and multi-entity contracts. • Build compelling, value-based business cases that demonstrate Trustpair's impact on financial security, operational efficiency, and risk reduction. • Take accountability for your portfolio's commercial performance, with a particular focus on Net Revenue Retention (NRR), expansion revenue, and sustainable growth. • Work closely with Customer Success to support retention, product adoption, and long-term customer satisfaction. Monitor performance and collaborate across teams • Track key account performance indicators, including expansion pipeline, revenue growth, product usage, customer health, and churn risk. • Maintain accurate account plans, forecasts, and commercial activity in our CRM tools. • Collaborate closely with Customer Success, Sales, Partnerships, Marketing, and Product to identify opportunities and deliver a seamless customer experience. • Share market insights, customer feedback, and emerging needs to help shape our commercial and product strategies. What’s in it for you • At Trustpair, we see AI as a tool to save time, sharpen focus, and boost impact - whether you're already hands-on with AI or eager to learn, you’ll join a team that values and encourages AI-driven ways of working • A collaborative environment with a flat structure, where everyone’s voice is heard • Trustpair is in scaling phase with career opportunities in France and internationally • Flexible remote policy • A talented team with senior colleagues you can learn and work with • Inclusive environment with cultural diversity and parity Why join Trustpair? A list of our perks here! Must-Haves • 5+ years of experience in Account Management , with significant exposure to B2B SaaS, technology, or enterprise software environments. • A proven track record of managing and growing strategic or enterprise accounts , with measurable success in upselling, cross-selling, and revenue expansion. • Strong experience navigating complex enterprise sales cycles , engaging multiple stakeholders, and negotiating high-value agreements. • Confidence building relationships with C-level executives and senior business leaders, particularly in Finance, Procurement, or related functions. • A consultative, value-based selling approach, with the ability to understand business challenges and translate them into compelling commercial opportunities. • Familiarity with structured sales methodologies such as MEDDIC/MEDDPICC, Challenger Sale, or SPIN Selling. • Strong commercial acumen, analytical thinking, and a data-driven approach to portfolio management. • Excellent communication, presentation, and negotiation skills, with the ability to influence stakeholders at all levels. • A high degree of autonomy, ownership, and organization, combined with a collaborative mindset. • Fluency in both French and English , written and spoken. • Genuine curiosity about AI technologies and an interest in how they can improve productivity, decision-making, and business impact. Nice-to-Haves • Experience working with large multinational corporations or complex organizational structures. • Exposure to FinTech, financial software, risk management, compliance, or Finance-related SaaS solutions. • Previous experience in Customer Success, consulting, or enterprise software deployment. • Experience managing international accounts or expanding existing agreements across multiple business entities. Recruitment Process • First call with Morgan, Talent Acquisition Specialist (30 mins) • Experience interview with Thomas, Head of Sales (30 mins) • Live case study on site (1h30) • Coffee fi