My client, a leading European SaaS company in the hospitality industry, Private Equity backed, in full acceleration with an ambition to grow, is looking for its Key Account Director (KAD) to lead its strategic global accounts (€1M average ticket, 3–4 accounts per KAD).
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Your responsibilities Strategic leadership & revenue ownership P&L ownership and ARR strategy on a portfolio of top-tier enterprise accounts Definition and execution of multi-year strategic account plans (aligned with the €100M ambition) ARR growth through upsell, cross-sell and multi-country enterprise penetration Complex renewal negotiations and multi-year agreements Building executive-level relationships (C-suite, board level when relevant) Executive relationship management Trusted advisor posture with client C-levels (CHRO, CTO, CPO, CFO, CMO) Facilitating Executive Business Reviews (EBRs) — strategic focus, ROI, innovation roadmap Aligning client transformation initiatives with the AI-driven product roadmap Positioning the client as a long-term strategic partner (not a vendor) Cross-functional influence & execution Orchestrating internal collaboration (Product, Customer Operations, Finance, Sales Leadership) Influencing the product roadmap through structured feedback and commercial insights Executive-level churn risk management Identifying white-space opportunities (countries, brands, BUs) Mentoring Key Account Managers (depending on profile) The profile we're looking for 8 to 12+ years of experience in enterprise account management, strategic sales, or commercial leadership in B2B SaaS Proven experience with strategic accounts — managing multi-million € accounts, average tickets of ~€1M, portfolios of 3–4 strategic global accounts Hospitality / QSR / FSR SaaS expertise strongly preferred — strong connection with the quick-service / casual dining / restaurant chains ecosystem Significant scale-up track record (ideally having gone through a SaaS xpzdshu company that scaled from €X0M to €X00M ARR) Executive posture — ability to influence C-levels (CHRO, CTO, CPO, CFO, CMO) Complex enterprise negotiation — multi-million € contracts, long cycles, multiple decision-makers Experience with CRM & customer success platforms (Dynamics, Planhat or equivalents) Comfortable in international matrix environments (multi-country, multi-function) Management experience: preferred but not mandatory — career path toward Lead KAM / team management Terms & benefits Full-time permanent contract Compensation: €80k fixed + €50k annual variable (OTE ~€130k), package negotiable Target start date: June–July 2026