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 an ever-changing market and look for candidates who thrive in the storm, on the ridge. Resilient people with a passion for selling and exploring, who can solve problems and deliver results.

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

Your role

You own a portfolio of accounts. Your job is to move them forward on their decarbonation path, turning their actions into competitive advantage. You own both their renewal and their growth: your objective is to make your accounts progress and expand.

Concretely, this means:

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

• Co-building an action plan with our service teams and your clients.

• Identifying concrete solutions and making the connection through our internal tools.

• Spotting growth opportunities before the client articulates them, and converting them (new scopes, new entities, new modules, expert advisory).

• Running renegotiation and renewal cycles end to end, all the way to signature.

• Becoming a credible partner for C-level, sustainability and procurement decision-makers: truly understanding their climate strategy.

• Anchoring Tapio inside the account: multiplying touchpoints, mapping decision-makers, avoiding single-sponsor dependency.

• Anticipating risk: reading weak signals, tackling fragile accounts early, deciding what to save and how.

• Turning your clients into acquisition engines: references, case studies, intros, events. Building cases and testimonials.

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

• Working cross-functionally with every team (tech/product, service, sales, finance…) and carrying the voice of the customer internally.

• Testing, iterating, testing, iterating, testing… and continuously improving your approach.

• What we're looking for

  • A real grasp of the carbon topic: GHG inventory, scopes 1-2-3, reduction pathways, CSRD/SBTi. You can challenge a sustainability lead on substance, not just talk product.

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

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

  • Experience with complex cycles (renewal, multi-entity upsell, procurement), with a structured methodology under your belt (MEDDIC or equivalent).

  • Able to show concrete results achieved with AI in your work (tracking, follow-up, prospecting, qualification, organisation, mini-apps…).

  • SaaS experience is a plus.

  • Results-driven, motivated by selling and performance.

  • Ambitious and a team player.

  • Curious, resilient and a good listener.

  Languages: fluent French, Dutch and English required.

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.