My client, a leading European SaaS company in the hospitality industry , Private Equity backed, in full acceleration with an ambition to grow, is looking for its Key Account Director (KAD) to lead its strategic global accounts (€1M average ticket, 3–4 accounts per KAD).

Your responsibilities

Strategic leadership & revenue ownership

• P&L ownership and ARR strategy on a portfolio of top-tier enterprise accounts
• Definition and execution of multi-year strategic account plans (aligned with the €100M ambition)
• ARR growth through upsell, cross-sell and multi-country enterprise penetration
• Complex renewal negotiations and multi-year agreements
• Building executive-level relationships (C-suite, board level when relevant)

Executive relationship management

• Trusted advisor posture with client C-levels (CHRO, CTO, CPO, CFO, CMO)
• Facilitating Executive Business Reviews (EBRs) — strategic focus, ROI, innovation roadmap
• Aligning client transformation initiatives with the AI-driven product roadmap
• Positioning the client as a long-term strategic partner (not a vendor)

Cross-functional influence & execution

• Orchestrating internal collaboration (Product, Customer Operations, Finance, Sales Leadership)
• Influencing the product roadmap through structured feedback and commercial insights
• Executive-level churn risk management
• Identifying white-space opportunities (countries, brands, BUs)
• Mentoring Key Account Managers (depending on profile)

The profile we’re looking for

• 8 to 12+ years of experience in enterprise account management, strategic sales, or commercial leadership in B2B SaaS
• Proven experience with strategic accounts — managing multi-million € accounts, average tickets of ~€1M, portfolios of 3–4 strategic global accounts
• Hospitality / QSR / FSR SaaS expertise strongly preferred — strong connection with the quick-service / casual dining / restaurant chains ecosystem
• Significant scale-up track record (ideally having gone through a SaaS company that scaled from €X0M to €X00M ARR)
• Executive posture — ability to influence C-levels (CHRO, CTO, CPO, CFO, CMO)
• Complex enterprise negotiation — multi-million € contracts, long cycles, multiple decision-makers
• Experience with CRM & customer success platforms (Dynamics, Planhat or equivalents)
• Comfortable in international matrix environments (multi-country, multi-function)
• Management experience : preferred but not mandatory — career path toward Lead KAM / team management

Terms & benefits

• Full-time permanent contract
• Compensation: €80k fixed + €50k annual variable (OTE ~€130k) , package negotiable
• Target start date: June–July 2026