Enterprise Account Manager - DACH Sales · Berlin, Bremen, München ·
TeamViewer · Hybrid
TeamViewer provides a leading Digital Workplace platform that connects people with technology—enabling, improving and automating digital processes to make work work better. Our software solutions harness the power of AI and shape the future of digitalization.
We believe that our diverse teams and strong company culture are key to the success of our products and technologies, that hundreds of millions of users around the world and around 645,000 customers across all industries rely on. With more than 1,900 employees worldwide, we celebrate the unique perspectives and talents that each individual brings to the table and foster a dynamic work environment where new ideas thrive. Are you ready to join our team and make an impact?
Responsibilities
As an Enterprise Account Manager for DACH, you will own a defined portfolio of TeamViewer's existing enterprise customers in the DACH market, focusing on accounts spending €10K or more in annual recurring revenue.
You will be the primary commercial owner of your accounts, responsible for developing strategic customer relationships, driving renewals and identifying opportunities to expand TeamViewer's footprint. You will own your account strategy and commercial forecast, working closely with customers and internal teams to protect and grow recurring revenue.
This is a farming-focused role. New-logo acquisition sits primarily with our Account Executive team, while your focus will be on developing the customers we already have through retention, renewals, cross-sell and expansion.
What you will do
Own a portfolio of up to 40 enterprise accounts at €10K+ ARR, with accountability for retention, renewals and expansion.
Build and maintain strategic account plans for your key customers, including stakeholder maps, renewal timelines, adoption status, expansion opportunities and potential risks.
Proactively manage renewals across your portfolio, engaging customers well ahead of contract end dates, developing a clear value narrative and negotiating commercial terms, including multi-year agreements.
Identify, qualify and close expansion opportunities across additional seats, products and use cases through a consultative, solutions-focused approach.
Build trusted relationships across multiple levels within your customers, engaging both IT decision-makers and relevant business stakeholders.
Maintain an accurate weekly forecast covering renewals and expansion opportunities, with clear stages, next steps and expected close dates maintained in Salesforce.
Take ownership of qualified opportunities handed over from the Enterprise Account Specialist team as customers grow into the enterprise segment, while ensuring smaller opportunities are routed appropriately.
Partner with Enterprise Solution Engineers on technical validation and solution design, and collaborate with Customer Success and Support to resolve issues that may put customer retention at risk.
Work effectively with partners, distributors and resellers on customer opportunities procured through the channel.
Bring customer and market insights back to Product, Marketing and leadership, and contribute to customer references, case studies and events.
What success looks like
Gross and net revenue retention at or above target across your portfolio.
Achievement of your expansion target, supported by a healthy and accurately forecast pipeline.
Every strategic account has an up-to-date account plan and a clearly understood renewal path, with risks identified early and proactively managed.
Strong relationships with decision-makers and influencers across your key enterprise customers.
Clean handovers and collaboration between Account Executive, Enterprise Account Specialist, Customer Success and technical teams, ensuring opportunities and customer needs do not fall between roles.
Requirements
3+ years of experience in enterprise account management, renewals or customer-facing sales focused on existing customers, ideally within SaaS, software or technology.
A proven track record of retaining and expanding an existing book of business against commercial retention and growth targets.
Experience owning commercial renewals and identifying and closing upsell and cross-sell opportunities within enterprise customers.
Strong commercial and negotiation skills, including experience navigating procurement processes and structuring agreements within mid-sized and large organizations.
A consultative, solutions-focused sales approach with the ability to understand customer challenges and connect technology solutions to business value.
Confidence engaging a range of stakeholders, from operational and technical contacts through to senior decision-makers and executives.
Strong account planning and stakeholder-mapping skills, with the ability to develop relationships across complex customer organizations.
A disciplined approach to forecasting, pipeline management and CRM hygiene, ideally with experience using Salesforce.
Fluency in German and English, both written and spoken, with the ability to conduct customer and internal conversations confidently in both languages.
Excellent communication, presentation and relationship-building skills.
An entrepreneurial mindset with the ability to take ownership, work independently and succeed in a rapidly changing, international environment.
What we offer
Onsite Onboarding in our HQ office for an optimal start
Great compensation and benefits packages including company achievement bonus or sales bonus and regular salary reviews
Premiums for the private pension plan (BAV) up to the maximum amount are topped up by TeamViewer
Public transport friendly offices
Option to lease an e-bike (Germany only)
Special terms for local gyms
Access to Corporate Benefits platform with many discounts
Regular Team events and company-wide celebrations
Open door policy, no dress code rules, frequent all Hands and Leadership Lunches
Hybrid and Flexible work time
Work From Abroad Program allowing up to 40 days of work outside your contracting country
We celebrate diversity as one of core values, join and drive one of the c-a-r-e initiatives together with us!
TeamViewer is an equal opportunities employer and is committed to building an inclusive culture where everyone feels welcome and supported. We C-A-R-E and understand that our diverse, values-driven culture makes us stronger. As we continue to grow as a company, we also focus on enabling our employees to grow both personally and professionally. We are proud to have an open and embracing workplace environment that will empower you to be your best no matter your gender, civil or family status, sexual orientation, religion, age, disability, education level, or race.
If you require any accommodations or adjustments during the application or hiring process, including interview or onboarding support, please reach out to your Talent Acquisition Partner, who will be happy to support you.