Key Responsibilities

Revenue Ownership (Renewal & Expansion)

• Own a revenue target across your portfolio (renewal + expansion), with clear prioritisation and execution
• Drive long-cycle commercial motions from early stakeholder mapping through budgeting, procurement, and contract signature
• Build and maintain forecast accuracy (monthly/quarterly) and manage expansion pipeline
• Lead renewal negotiations (including multi-year), manage contractual terms and pricing/package discussions

Account Strategy & Executive Relationships

• Build and execute account plans: stakeholder map, risk/opportunity assessment, renewal calendar, expansion roadmap, cross-account opportunities
• Develop and maintain relationships at executive level (C-level / fleet management / technical operations)
• Run QBR focused on outcomes: performance gains, ROI, adoption-to-value, and expansion narrative

Commercial Growth (Upsell / Cross-sell)

• Identify and qualify expansion opportunities: additional fleets/vessels, broader scope, add-ons/modules, services, new geographies
• Craft compelling value propositions and business cases, and orchestrate internal resources to secure signature

Internal Orchestration

• Coordinate onboarding/enablement with CS/Implementation: set the commercial success path and ensure accountability
• Own escalation strategy for critical topics: align internal teams, communicate clearly with the customer, and protect renewal/expansion outcomes.

Qualifications and Experience

• 3-5 years experience in B2B Key Account Management / Account Management / Sales (SaaS preferred), with direct ownership of renewals + expansion, preferably in a tech-focused company
• Proven capability with extended enterprise cycles (multi-stakeholder, procurement/legal, complex decision dynamics)
• Strong negotiation and executive communication skills; comfort building ROI/business cases
• Professional English required; French is a strong plus
• Nice to have: shipping/maritime exposure or operational performance/routing/ optimisation background.

What We Offer

• Competitive package with variable compensation aligned to renewals and expansion
• Access to company equity
• Collaborative work environment with a commitment to sustainability and excellence
• Professional growth and development opportunities
• Pleasant working conditions, close to the Vieux Port of Marseille