АвстралияCustomer Value Lead
5 дн. назад
АвстралияLeadHybrid
Own customer relationships across their lifecycle for large strategic accounts.
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
- As 's Customer Value Lead, you own the relationship with our customers across their entire lifecycle, working with some of our largest and most strategic accounts. Your job is to make sure customers get real, measurable value from from day one, and to turn that value into renewals, expansion, and upsell.
- 's product is sticky: it's a business transformation, not a point tool, so once a customer is live, expansion tends to follow. Your focus skews heavily toward that expansion motion, not just keeping accounts renewed.
- You'll build deep, long-term relationships with your champions and become a trusted advisor to stakeholders at every level, from procurement managers up to CFOs. You'll be the internal voice of the customer, working closely with both technical and commercial teams to keep customer-centric at its core.
- This is an early hire on the customer team, working directly to build the function from the ground up. There's no fixed playbook yet: you'll help write it.
- Own a revenue number: You'll carry an NRR quota covering both expansion and retention across your enterprise book. That means proactively identifying upsell opportunities, running commercial conversations at exec level, and owning the renewal process end-to-end.
- Build relationships that go all the way to the top: Your relationships will run from procurement managers to CFOs. You'll multi-thread across each account, building genuine trust across multiple stakeholders, and you'll be the person customers call when something goes wrong or when they're thinking about what's next.
- Build the playbook from scratch: There's no fully built playbook yet - you'll help shape it. You'll work alongside an exceptional implementation team, product experts, and leadership that have scaled world-class companies to define the commercial rhythms, norms, and processes to set the standard as the function grows.
- Shape what builds next: You're the closest person to what our customers will and won't pay for. You'll feed that signal directly to Product and Revenue leadership, surfacing what's blocking adoption, what's driving expansion, and where we should be investing.
Требования
- We don't expect you to know exactly how to do all of this when you join. We're looking for someone with the right attitude and skillset to take this on. TL;DR: you're commercially sharp, and you instinctively know how to navigate complex organisations. You might come from a GTM role (sales, customer success, partnerships) or a customer-facing role with heavy GTM crossover. What matters is that you've worked in real enterprise environments, managed senior stakeholders with high expectations, and have a track record of getting things done.
- 4-8 years of experience in a top-tier, fast-paced environment: a startup, scale-up, VC, consulting, banking, or something you built yourself If you've been in a commercial role, you've worked six-figure ARR+ accounts, navigated multi-stakeholder buying committees, and built genuine executive relationships
- You build rapport, influence people, and drive change, whether with a distinguished exec or a junior operator. You have the gravitas to engage senior leadership, ideally up to CFOs, Legal, or Procurement
- You're comfortable in ambiguity. You don't need a fully built playbook: you'll build it as you go and improve it as you learn. You're organised enough to manage a complex book of business without dropping anything, and confident enough to push back on customers when they're wrong
- You're ambitious, competitive, and care about doing excellent work, with a track record of high performance in whatever you've turned your hand to: sales, academia, sport, or something of your own. You take ownership seriously, and you'd rather work hard on something meaningful than coast on something safe
- 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 isn't a traditional post-sale account management role. 's product is a business transformation, not a point tool, so most of your quota comes from expansion, not just renewal.
- We're not looking for a narrow "Account Manager" background. We want people from GTM roles broadly or from customer-facing roles with heavy commercial/GTM crossover.
- There's no fully built playbook. You'll define the commercial rhythms and processes as you go, working directly with Abs, Ben, and Rebe.
- You'll be as close to the product roadmap as anyone outside Product itself: what you hear from customers directly shapes what gets built next.
- 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!