Account Manager Mid-Market / Enterprise

At Tapio, we accelerate the climate transition of companies by turning it into a competitive advantage.

We combine expertise and technology to deliver a result, not a tool. Our offer is based on a SaaS platform and expert support and advice, all boosted by AI.

Beyond the product, our goal is clear: to take a leading position in the market and play a key role in the climate transition.

In the sales team, we recruit ambitious and atypical profiles, who think differently. We operate in a constantly changing market and are looking for candidates who thrive in the storm, on the ridge. Resilient people, passionate about sales and exploration, able to solve problems and achieve results.

We offer an exciting journey of uncertainty and opportunity. The chance to join an ambitious project and play a key role in it, full of responsibility.

Your role

You own a portfolio of accounts, responsible for their renewal and growth. Your job is to move them forward on the path to decarbonization by turning their actions into competitive advantages.

• Carry a retention and expansion quota on your portfolio: renewals, upsell, cross-sell.

• Co-construction of an action plan with our service teams and your customers.

• Identification of concrete solutions and connection via our internal tools.

• Detect growth opportunities before the client formulates them, and convert them (new scopes, new entities, new modules, expert support).

• Manage the end-to-end renegotiation and renewal cycles, until the signature.

• Become a credible partner for C-level, sustainability, procurement decision-makers: understand their climate strategy.

• Anchor Tapio in the account: multiply the points of contact, map the decision-makers, avoid dependence on a single sponsor.

• Anticipate risk: read weak signals, deal with fragile accounts early, decide what to save and how.

• Transform your customers into acquisition engines: references, customer cases, intros, events. Construction of customer cases and testimonials.

• Breathe AI to gain speed, precision and efficiency, constantly.

• Work cross-functionally with all teams (tech/product, service, sales, finance, etc.) and carry the voice of the customer internally.

• Test, iterate, test, iterate, test... and continuously improve your approaches.

• A deep understanding of the carbon subject: GHG balance, scopes 1-2-3, reduction trajectories, CSRD/SBTi. You can challenge a CSR manager on the substance, not just talk about the product.

• Minimum 4 years of experience in B2B mid-market or large cap sales

• Experience in portfolio management: renewals, growth of the revenue base and building long-term relationships.

• Experience on complex cycles (renewal, multi-entity upsell, purchasing/procurement), mastering a structured methodology (MEDDIC or equivalent).

• Ability to demonstrate concrete results obtained thanks to AI in your work (monitoring, follow-up, prospecting, qualification, organization, mini-app, etc.).

• SaaS experience appreciated.

• Results-oriented, driven by sales and performance.

• Ambitious and team player.

• Curious, resilient and attentive.

Languages: French, English fluent required, Dutch is a plus

If your application catches our attention, you will meet successively with our HR, a member of the sales team, and then with our CEO. We can't wait to read you.

Diversity, inclusion and equal opportunities are important to us. Candidates are therefore selected on the basis of their qualities and skills, without distinction of age, religion, origin, disability, sex or gender.

Do you have a disability, learning disability or illness, would you like to benefit from reasonable accommodations as part of the selection procedure? Mention it in your application. The conditions will be adapted as best as possible so that you can present yourself in the best circumstances.