About the Role
Responsibilities
- Build up, own and continuously develop the account management practice: define the frameworks, renewal motions, and expansion playbooks that make commercial customer development repeatable and scalable
- Shape how the company assesses account health, prioritizes commercial opportunities, and translates customer maturity into structured growth strategies
- Develop industry-specific account approaches for regulated sectors (financial services, healthcare, government, critical infrastructure)
- Set the standard for how the company engages commercial stakeholders: From operational owners to CISOs, CFOs, and procurement leaders
- Own the full commercial lifecycle across a portfolio of strategic enterprise accounts: From renewal planning to multi-year expansion structuring
- Define and own the renewal and expansion motion: set the commercial rhythm, lead negotiations, and establish the standards that make it repeatable
- Drive structured renewals starting 120–180 days out, with early risk identification as a core discipline, not a reactive measure
- Develop account-level commercial strategies that go beyond renewals: Identifying whitespace, shaping expansion narratives and building the business case with the customer
- Partner with the Senior Security Solution Architect to align technical value delivery with commercial milestones and executive buying decisions
- Build accurate, predictable renewal and expansion forecasts across all accounts
- Own and manage the account pipeline in CRM, maintaining clear visibility on stakeholder maps, contract timelines, and commercial opportunities
- Define and track the leading indicators (usage, engagement, health scores) that convert customer value into timely commercial action
- Channel customer feedback, commercial signals, and market intelligence into Product and Leadership to influence roadmap and positioning priorities
Requirements
- 8+ years of experience in Account Management, Customer Success, or Enterprise Sales in B2B SaaS, cybersecurity, or complex subscription-based services
- Proven track record building and owning a scalable account management practice: Frameworks, renewal motions, and expansion playbooks created from scratch, not inherited
- Demonstrated success driving renewals and expansion in enterprise environments with complex stakeholder maps: procurement, legal, security leadership, and C-level executives
- Ability to engage at all levels: from operational conversations with project owners to commercial and strategic discussions with CISOs, CFOs, and board-level stakeholders
- Strong written and verbal communication skills, capable of creating clear account plans, renewal strategies, value narratives, and executive-level presentations
- Data-driven mindset with the ability to analyze usage, health metrics, and financial data to inform renewal risk assessment and expansion prioritization
- Language requirements: German & English
Nice to Have
- Domain experience in cybersecurity, ideally within SaaS, managed services, or platform-based security offerings
- Experience operating in regulated or security-sensitive customer environments where trust and reliability are critical to long-term relationships
- Experience driving land-and-expand growth motions, including enterprise adoption and long-term contract expansion across complex customer organizations
- Experience working in a scale-up environment where you've helped build commercial functions, not just managed existing ones
- Existing network in the Swiss or European enterprise security, financial services, or healthcare community
Benefits
- Competitive base + variable compensation + ESOP, aligned with seniority and impact
- Hybrid work setup with 2–3 days per week on-site in Zurich or Bern office and remote flexibility on other days
- Occasional travel for customer meetings and internal alignment
Team
Structure: Commercial customer development team. Reports to: Director of Delivery & Customer Success
Additional Information
- First 90 days: Fully onboarded across product, platform, and existing customer portfolio
- First 90 days: Ownership of assigned accounts, including stakeholder maps, contracts, and renewal timelines
- First 90 days: Commercial account development and renewal playbook defined and in place
- First 90 days: Initial renewal and expansion opportunities identified and forecasted in CRM
- First 90 days: First renewal and expansion conversations independently led
- Occasional travel for customer meetings and internal alignment is expected
- Application requires CV and a short note explaining why the role excites you
- Preference for candidates who can demonstrate building something from scratch: a renewal motion, an account management playbook, or a commercial framework
- Preference for candidates who can demonstrate turning a complex enterprise relationship into a multi-year expansion
