Head of Customer Value

1 мес. назад

United KingdomEuropeHeadHybrid

Lead and build the Customer Value function focusing on expansion and retention at .

О компании

At , we’re reinventing how enterprise businesses operate, starting with the most painful parts: procurement – where a single purchase can drag on for months, trigger 50+ emails , and pull in Finance, Legal, Security, and IT just to get something approved.
We’ve raised $75M from Khosla Ventures, Insight Partners, and Accel to change that. Our AI-native platform connects every person, step, and system so buying is fast, safe, and efficient – one place to request, automated approvals and renewals, real-time supplier risk, and complete spend visibility.
The opportunity is massive. Every enterprise on the planet has this problem and nobody has solved it . We’ve 10x’d ARR to double-digit millions in 18 months and are trusted by global enterprises like Spotify, MongoDB, Monzo, and Albertsons. We’re now the 4th fastest growing startup in Europe & the Sunday Times' #1 Best Medium Sized Tech Company To Work for.
Our team previously scaled Tessian ( cybersecurity tech, backed by Sequoia, Balderton, Accel , acquired post-Series C), and our team includes ex-founders operators who’ve grown unicorns, shipped world-class products, and executed at the highest levels. You’ll work alongside leaders like Ben , Abs , Sabrina , and Rebe .

Обязанности

We're looking for a commercial powerhouse to build and run our Customer Value function from the ground up. As Head of Customer Value, you'll own the expansion and retention motion across our enterprise base: leading our Customer Value Leads directly, driving upsell deals yourself, and bringing the commercial rigour and playbook that turns a high-potential team into an elite GTM function.
This is a leadership position reporting into our VP Customer Experience, working closely with our CEO and CCO. You'll own revenue growth, churn prevention, talent development, and represent in high-stakes conversations with CFOs, COOs, and procurement leaders at some of the world's largest companies.
's product is sticky: it's a business transformation, not a point tool, so the majority of the number you own comes from expansion. This is a heavy-expansion, patient, high-stakes enterprise motion, not a high-volume or PLG one, and we want someone who's led that kind of team before, or led a Sales team with the same intensity and rigour.
Own the expansion and retention motion: Take full ownership of upsell and expansion across our enterprise base. Run weekly deal reviews with your Customer Value Leads, personally step into high-stakes opportunities, and make sure every account has a clear commercial path forward. This is an IC-plus-leader role: you're not just managing a team, you're closing deals alongside them.
Build the playbook from scratch: We don't yet have the commercial infrastructure to match our ambitions. You'll build it: deal review cadences, multi-threading strategies, QBR frameworks, expansion playbooks, and a culture of commercial ownership across the team. You'll set the standard for what great account management looks like at .
Make every customer see their ROI: Our customers love us, but we're not yet telling the value story as well as we could. You'll work closely with the VP Customer Experience and VP Product to develop ROI-driven QBR frameworks, so every executive sponsor sees a clear, compelling picture of what delivers. Procurement delivers measurable ROI; we should be the ones presenting it back.
Coach and scale the team: Lead our current Customer Value Leads directly, help them develop commercially, and hire as we grow. Help your team navigate complex enterprise relationships, multi-thread into new stakeholders, and develop into excellent account managers in their own right. You'll know what great looks like, and you'll raise the bar.
Feed the product and revenue roadmap: You're the closest person to what our customers actually need and what they'll pay for next. Work hand-in-hand with the Product team on the feedback loop: surfacing expansion opportunities, flagging friction, and helping pre-sell new modules with the right design partners before they launch.

Требования

You're a natural commercial operator: as comfortable rolling up your sleeves on a renewal negotiation as you are building a team cadence from scratch. You had a strong track record as a senior IC before you grew into a leader, and you believe the best leaders player-coach their teams rather than manage from the sidelines.
You're not afraid to be in the weeds, get your hands dirty, and directly drive deals, but you're also passionate about coaching your team to do their best work. You get on aeroplanes at end of quarter, together with your team.
8+ years of experience in a senior commercial or customer leadership role, with 3+ years leading a function, both as an IC and as a leader. You're hands-on rather than a RevOps dashboard manager, you've worked in high-calibre environments, and you're genuinely excited by the journey of taking a function from scrappy to scaled.
You've owned NRR targets before, or have a very strong appetite and capability to. You understand hustle and complexity: managing enterprise accounts in tough environments, navigating long cycles, and working with multiple stakeholders to get things across the line. You know the levers - retention, upsell, multi-threading, executive relationships, champion building, value articulation - and you've applied them in proper enterprise deals (six-figure ARR+, complex buying committees, significant project management). This isn't a PLG or high-volume mid-market motion; it's patient, strategic, high-stakes account management.
A proven track record of building, scaling, and leading high-performing commercial teams, from early stage to growth. You know what exceptional talent looks like, and you've recruited, coached, and retained an A+ team before.
Good commercial intuition, and the ability to build rapport, influence people, and drive change, whether it's with a distinguished exec or a junior operator. You're a natural communicator, and you have the gravitas and executive presence to engage senior leadership, ideally up to CFOs, Legal, or Procurement.
Above all: you're ambitious, commercial, collaborative, and care deeply about building something exceptional. You thrive in ambiguity, move fast, and have an almost obsessive sense of ownership and entrepreneurship, whether that's shown up in academia, work, sport, sales, or founding something of your own.
At , we embrace diversity. To build a product that's loved by everyone, we're best served by a team with all sorts of backgrounds, experiences, and perspectives. We encourage you to apply even if your experience doesn't quite match the full job spec! And regardless of your race, religion, colour, gender, or anything else! If you think you could be a good fit for , please reach out.

Другое

This is a leadership hire into a function that doesn't fully exist yet. You're not inheriting a playbook, you're writing it, and you'll be judged on how fast a scrappy team turns into an elite one.
We're expansion-first, not retention-first. Most of the number you own comes from growing accounts, not just keeping them, because the product gets stickier and more valuable to a customer the longer they run on it.
We want a player-coach, not a RevOps dashboard manager. You'll personally run deals alongside your team, get on planes with them at end of quarter, and be in the room for the highest-stakes conversations.
We're just as open to a Sales leader with the right intensity and rigour as we are to an Account Management leader, provided the motion they ran was expansion-heavy, enterprise, and high-stakes.
We offer competitive geo-localised benefits, and you can check out our UK Benefits Package here and our US Benefits Package here .
We work Tuesdays, Wednesdays & Thursdays in-person at our offices. At this early stage of our company life-cycle it's important to us that we get this together-time, and you can read more about why we believe this is a winning move here
We're commercial, ambitious and we don't pretend otherwise! We're actively seeking folks looking to make the most of a career-defining opportunity, with the hunger to be part of building something really impressive . You can see our values here and our Future Founder's fund here !
We sometimes use AI note-takers to help us transcribe interview notes, so we can be more present in your interview. If you'd like to opt out of us using automatic transcribers, please note this in the free text field in your application, otherwise we'll take your application as confirmation that you're happy for us to use notetakers (whether added to video calls or in the background).
We are proud to be recognised for both our culture and product, and we are just getting started. Join us as we grow!