Key Account Manager (KAM) - Mid-Market

As a Key Account Manager (KAM), you play a decisive role in the growth of 360Learning's business and will join a team of 5 KAMs focused on mid-market accounts. You will be responsible for managing around 100 accounts, consisting of existing customers with 100 to 2,500 employees.

The role is 80% sales-oriented, with the primary goal of developing your portfolio and generating growth. While you will work independently, you will collaborate closely with Client Success Partners and internal experts in digital pedagogy, platform structuring, and IT to monitor and execute client projects. This collaboration is crucial for successful upsell actions.

360Learning encourages internal career progression, offering the possibility of moving to a KAM Large position after 2-3 years of continuous success, managing accounts with 2,500 to 10,000+ employees.

Milestones and Responsibilities:

• Within 1 month:
• Become a Trello expert and familiarize yourself with the 360Learning product
• Learn to navigate Convexity, the company's working environment
• Meet the various teams at 360Learning
• Finalize your onboarding

• Within 3 months:
• Take full ownership of your portfolio of customers
• Map accounts and define an account growth strategy, prioritizing your portfolio (tiering)
• Collaborate with Client Success Partners to gather relevant client information for upselling
• Prepare account reviews with clients to identify areas for development
• Conduct presentations and demonstrations of 360Learning
• Complete the handover of your portfolio and close 30-50 K€ of new ARR in your first quarter (depending on start date)

• Within 6 months:
• Ensure accurate reporting of activities with your coach to optimize forecasts
• Be proactive in improving business processes
• Write complex business proposals and conduct negotiations
• Close 65-85 K€ of new ARR in your second quarter (depending on start date)

• Within 12 months:
• Prepare, anticipate, and ensure the renewal of clients’ contracts
• Define action plans to generate upsells
• Manage the entire business relationship with clients
• Exceed targets and stay on track to meet the yearly target

The Skills Set:

• 3+ years of experience in an Account Manager or sales-related function (focusing on revenue generation with a portfolio of clients)
• Previous experience working in the SaaS industry
• Experience in a fast-growing environment, such as a start-up or scale-up, requiring agility and responsiveness
• Active listening skills and a team player mindset
• Excellent written and verbal communication skills
• Fluent French and excellent English (B2+) proficiency
• Enthusiasm for the company’s culture