Enterprise & Mid-Market Account Manager, EMEA

1 мес. назад

IrelandEuropeMiddleRemote

Responsible for managing enterprise and mid-market accounts in EMEA, driving retention, expansion, and long-term value.

Обязанности

Our Enterprise and MidMarket Account Managers are trusted partners to growing organizations, responsible for driving retention, expansion, and long-term value across an existing book of business (51–2,499 employees). You'll partner with Technical Solutions Consultants to support customer success, uncover growth opportunities, and ensure customers continue to get increasing value from Cypress over time.
This role blends relationship management with commercial ownership. You'll manage renewals, identify expansion opportunities – new teams, additional products, scaled usage – and help customers evolve their testing strategy as their organizations grow.

Требования

You build relationships first and earn the right to sell second. You open calls with genuine warmth, remember what’s happening in your customers’ worlds, and create rapport before business. Over time, that consistency compounds into real trust.
You stay connected all year, not just at renewal. Your customers hear from you quarterly, not annually. You proactively share usage insights, product updates, and value-driven recommendations—so when renewal conversations happen, they feel like a natural continuation of the relationship, not a re-sale.
You can speak technical without hiding behind jargon. You understand the product deeply enough to explain it simply, tying the Cypress Platform to real customer outcomes rather than buzzwords.
You ask before prescribing. You lead with curiosity in customer conversations, uncovering new use cases by listening first instead of pitching.
You show up as a consultant, not a vendor. You explain why features matter, not just what they do. You’re transparent about limitations and bring in technical partners intentionally—to deepen credibility, not to cover gaps.
You balance professionalism with approachability. You adapt your tone to the customer and the moment, comfortable being casual when the relationship allows and polished when the situation calls for it.

Будет плюсом

ICP Exposure: Experience working with developers, QA teams, or engineering stakeholders
Testing & Dev Tools Familiarity: Exposure to application testing, CI/CD tools, or developer platforms
PLG Experience: Experience selling in or alongside a Product-Led Growth environment

Условия

Base Salary Range: $69,000 – $120,000
On-Target Earnings (OTE): $115,000 – $200,000
(60% base / 40% variable compensation structure)
Although we list out what we generally look for, we are very likely missing other attributes and skills that you have that could make you a great fit, and are not currently listed. Research has shown this especially applies to women and other marginalized groups, who tend to apply if they check 100% of every box, versus men who apply if they hit roughly 60%. The point we’re getting at, it doesn’t hurt to take a chance and apply!
We are an inclusive employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Другое

At Cypress, We aim to make software testing faster and more reliable, improving the efficiency and quality of software development. Used by hundreds of thousands of developers across 90+ countries and 30,000+ organizations, Cypress helps teams write better code and release with confidence. Cypress customers include names like Zendesk, Indeed, Splunk, Square, and Patreon. With a culture rooted in passion, collaboration, and curiosity, our fully remote team is on a mission to positively impact the developer community.
This position is eligible to be hired virtually. Candidates must be in European timezone. 
Build strong, trusted relationships with key stakeholders across assigned mid-market and enterprise accounts
Establish regular touchpoints that keep you connected throughout the year – not just at renewal
Maintain clear account plans focused on adoption, expansion, and account health
Manage renewals end-to-end, partnering with customers to ensure continued value
Start renewal conversations early, leading with value delivered – not contract terms
Bring usage data and adoption insights to every renewal conversation
Identify and pursue expansion opportunities through cross-sell, upsell, and new team adoption
Partner with Technical Solutions Consultants to demonstrate value for add-on products
Help customers evolve their testing strategy as their organizations grow
Develop solid understanding of the Cypress platform to align solutions to customer goals
Deliver clear, engaging product demonstrations that connect capabilities to real outcomes
Translate technical features into business value without relying on jargon
Learn each customer's business, challenges, and priorities to tailor recommendations
Partner with leadership on pricing and contract discussions
Stay curious about industry trends, customer needs, and competitive alternatives
 
SaaS Sales Experience: 4+ years as a quota-carrying SaaS seller, with a track record managing renewals, expansion, and account growth across mid-market and/or enterprise accounts
Relationship-Oriented: Enjoy building rapport, earning trust, and being a consistent point of contact for customers
Consultative Mindset: Naturally curious and customer-focused – interested in understanding problems before offering solutions
Technical Comfort: Willing and able to engage with technical stakeholders and learn how Cypress fits into modern development workflows
Ownership & Growth Mentality: Comfortable managing your own accounts while continuing to develop your sales craft
Organization & Follow-Through: Able to manage multiple accounts, priorities, and timelines with attention to detail
At Cypress, you’re not just managing accounts—you’re building long-term partnerships that matter. You’ll have autonomy to take initiative, meaningful ownership of your accounts, and the opportunity to see your work directly influence our growth.