Key Accounts Manager - Marseille
Customer Success | Marseille
Role Overview
As a Key Account Manager (KAM), you own revenue growth across a portfolio of strategic customers: renewals, multi-year extensions, and expansion (upsell/cross-sell). You build value-led account strategies, run executive relationships, and coordinate internal teams to ensure what is sold is delivered - while keeping the commercial outcome (NRR, ARR growth) as the primary objective.
This is an enterprise-style environment with extended decision cycles: multiple stakeholders, procurement and legal steps, budgeting windows, and technical validation on the customer side. Your success will depend on disciplined account planning, consistent executive alignment, and rigorous pipeline/forecast management.
Key Responsibilities
Revenue Ownership (Renewal & Expansion)
- Own a revenue target across your portfolio (renewal + expansion), with clear prioritisation and execution
- Drive long-cycle commercial motions from early stakeholder mapping through budgeting, procurement, and contract signature
- Build and maintain forecast accuracy (monthly/quarterly) and manage expansion pipeline
- Lead renewal negotiations (including multi-year), manage contractual terms and pricing/package discussions
Account Strategy & Executive Relationships
- Build and execute account plans: stakeholder map, risk/opportunity assessment, renewal calendar, expansion roadmap, cross-account opportunities
- Develop and maintain relationships at executive level (C-level / fleet management / technical operations)
- Run QBR focused on outcomes: performance gains, ROI, adoption-to-value, and expansion narrative
Commercial Growth (Upsell / Cross-sell)
- Identify and qualify expansion opportunities: additional fleets/vessels, broader scope, add-ons/modules, services, new geographies
- Craft compelling value propositions and business cases, and orchestrate internal resources to secure signature
Internal Orchestration
- Coordinate onboarding/enablement with CS/Implementation: set the commercial success path and ensure accountability
- Own escalation strategy for critical topics: align internal teams, communicate clearly with the customer, and protect renewal/expansion outcomes.
Qualifications and Experience
- 3-5 years experience in B2B Key Account Management / Account Management / Sales (SaaS preferred), with direct ownership of renewals + expansion, preferably in a tech-focused company
- Proven capability with extended enterprise cycles (multi-stakeholder, procurement/legal, complex decision dynamics)
- Strong negotiation and executive communication skills; comfort building ROI/business cases
- Professional English required; French is a strong plus
- Nice to have: shipping/maritime exposure or operational performance/routing/ optimisation background.
What We Offer
- Competitive package with variable compensation aligned to renewals and expansion.
- Access to company equity.
- Collaborative work environment with a commitment to sustainability and excellence.
- Professional growth and development opportunities.
- Pleasant working conditions, close to the Vieux Port of Marseille.