Key Account Director (SaaS)

TL;DR

Key Account Director (SaaS): Managing and expanding EMEA Strategic and Top Mid-Market accounts within the construction IoT sector with an accent on B2B sales processes and high-level stakeholder management. Focus on increasing ARR through upselling, cross-selling, and strategic account mapping for large enterprise clients.

Location: Hybrid in Lyon, France

Company

Leading operating data platform connecting people, assets, and processes in the construction industry.

What you will do

• Serve as the primary point of contact for all strategic and commercial discussions with customers.
• Develop and land new accounts within the assigned EMEA territory and account mapping.
• Grow customer accounts with profitable margins via upselling and cross-selling opportunities.
• Build and maintain strong customer-centric relationships, positioning yourself as a valuable business consultant.
• Develop performance reports and lead recurring business reviews at the account level.
• Represent the company at trade shows and other industry events.

Requirements

• 10+ years of experience in sales, with a preference for SaaS sales.
• Proven experience selling into companies with 1000+ employees in Europe.
• Fluency in French and English.
• Ability and willingness to travel up to 60% of the time.
• Strong presentation skills for virtual meetings, webinars, and onsite events.
• Deep understanding of B2B SaaS sales processes and digital buyer engagement techniques.

Nice to have

• Experience with on-road/off-road telematics or the construction industry.
• Proficiency in Portuguese, Spanish, or Italian.

Culture & Benefits

• Flexible and hybrid working setup tailored to individual routines.
• International environment with regular cross-border social events and check-ins.
• Strong support for professional development through coaching, training, and mindfulness.
• Outspoken feedback culture focused on personal and organizational impact.
• Provision of all necessary IT equipment for work.

Hiring process

• Initial phone conversation with the People & Talent team.
• Virtual meet and greet with the Director of Sales EMEA South.
• Team interview featuring case discussions with future colleagues.
• Offer presentation and walk-through.