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Head of Account Management - Sales & Expansion (m/f/d)

Permanent employee, Full-time · Munich, Berlin

The Role: How you'll make an impact at Personio
Today, we serve more than 12.000 organizations in different countries, industries and sizes. With our People Operating System, we provide a high-utility HRIS and a broad portfolio of complementary apps to leverage modern HR work to unlock the power of the people.

The Customer Experience teams onboard, support, educate, renew and grow our customers during their journey with us. As Head of Customer Growth - Mid Market DACH, you are fully accountable for cross-sell and renewals of around half of Personio’s business which fuels a significant portion of net new revenue every year. It is a highly collaborative role in which you add to creating a consistent experience for different customer segments along their journey with Personio. Also, you will help shape company strategy by representing the voice of our customers through aggregated insights from your teams and vice versa translate strategic direction in the most effective execution
Role Responsibilities: What you'll do
  • Net Retention MRR Budget Attainment: You are responsible for all Net Retention initiatives across our Mid Market / Large customer segments and set the direction to achieve company wide business goals
  • Leading and Coaching: You develop and lead your leadership team (4 people leaders) in the DACH Mid Market market; you coach team leads (and senior individual contributors) to help them continue to show outstanding performance
  • Hiring and Attrition: You are responsible for all hiring activities of employees/team leads in your customer segment, ensuring you achieve the hiring plan, anticipating attrition and avoidable/regrettable leavers
  • Strategy: You have a 1-2 year strategic view of how we are growing and retaining our largest and most strategic customer base. You understand the bigger picture, think conceptually and guide teams and stakeholders on how to get there.
  • Processes: You work cross-functionally with Program Managers and the Strategy & Operations Team, being responsible for leading the vision of a specific project across all customer segments, hence a big impact on several teams
  • Planning: You own the planning for your segment (budget, quota, workforce, OKRs) to ensure a cost-efficient and scaling organization
  • Ambassador: You represent Personio towards a large part of our customer base (approx. 50% ARR).
Role Requirements: What you need to succeed
  • Leadership Experience: You have a proven track record of +5 years of experience in sales leadership, bring the ability to guide, motivate and grow your leadership team. As a servant leader and thought leader you enable them to be the best version of themselves.
  • Operational Experience: You bring +5 years of experience in a customer-facing quota-carrying role (e.g. sales/account management) in a SaaS environment.
  • Large Business / Enterprise: You have developed a wider breadth of knowledge on how to build  and grow an Enterprise customer segment, focusing on value mapping, stakeholder engagement, etc. 
  • Analytical Mindset and Data-Driven Decisions: You are able to create accurate but optimistic forecasts and reporting, identify & resolve challenges and inefficiencies, and make decisions independently.
  • Communication and Listening: You communicate in a very structured and transparent manner to ensure your teams can implement your ideas and strategies, (fluency in English and German).
  • Stakeholder Management: You have the ability to work with different stakeholders (Specialist, Leadership team, ICs, Senior Management) and get their needs and goals aligned.
  • Team Culture: You create a motivating and competitive environment where employees strive for the best results, work together as a team and are open to grow and change.
  • Change Management and Strategic Mindset: You have a positive attitude towards change and see it as an opportunity to develop the business faster; your entrepreneurial and strategic mindset helps you deal with ambiguity and complexity during high growth phases
  • Languages: Fluency in English and German is a pre-requisite for this role. 
Why Personio
Personio is an equal opportunities employer, committed to building an integrative culture where everyone feels welcomed and supported. We embrace uniqueness and understand that our diverse, values-driven culture makes us stronger. We are proud to have an inclusive workplace environment that will foster your development no matter your gender, civil status, family status, sexual orientation, religion, age, disability, education level, or race.

Aside from our people, culture, and mission, check out some of the other benefits that make Personio a great place to work:
  • Receive a competitive reward package – reevaluated each year – that includes salary, benefits, and pre-IPO equity
  • Enjoy 28 days of paid vacation, plus an additional day after 2 and 4 years (because we love what we do, but we also love vacation!)
  • Make an impact on the environment and society with 2 (fully paid) Impact Days –  one for an individual project of your choice and one for a company-wide initiative
  • Receive generous family leave, child support, mental health support, and sabbatical opportunities with PersonioCares
  • Find your best way to work with our office-led, remote-friendly PersonioFlex! Most teams offer a roughly 50% remote, 50% in-office working framework
  • Invest in your development with an annual personal development budget to use on professional memberships, external certifications, conferences, and more
  • Connect with your fellow Personios at regular company and team events like All Company Culture Week and local year-end celebrations
  • Engage in a high-impact working environment with flat hierarchies and short decision-making processes.
About us
Bring your best. Make your mark. We’re using technology to revolutionize the way HR operates so that we can transform the way millions of people experience work every day. We move fast, challenge the status quo, and support our people as they shape their careers.

With over 10,000 customers and a team of 2,000 in eight offices around the world, now is the perfect time to join! We believe in hiring driven people who want to make an impact. So bring your best, and let’s build the future of HR technology together.

Discover our Personio Principles, that guide our mindset, behaviours, and the ways we work together:

Exceed Customer Expectations: We anticipate, prioritize, and solve for the needs of our customers.
Deliver Exceptional Results: We dream big and move with urgency to make great things happen.
Elevate One Another: We work together as trusted partners to amplify our collective impact.
Care to Challenge: We care personally and challenge directly to unlock our full potential.
Ignite Positive Momentum: We embrace the challenge with a positive mindset and celebrate our wins together.
 
 
Your application
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