Head of Account Management
At a glance
Director-level Account Management role at Rydoo. Lisbon · full-time.
Pay not stated Account Management salary
growthroles summary, based on the employer's posting.
What you'll do
- Coach and grow the Account Managers, setting standards and developing their skills in sales, forecasting, products and account planning
- Own expansion goals and create a repeatable way to sell Expense and Accounts Payable across the customer base
- Spot untapped potential and build plans to increase adoption, users, entities and regions within customer accounts
- Shape growth plans for major enterprise customers, build executive ties and handle renewals tied to expansion
- Manage opportunity stages and forecasts, refine processes with RevOps and bring customer input into product decisions
What you bring
- At least four years selling to SaaS enterprises or working in account management
- Two or more years managing a sales team with at least five members
- A demonstrated record of increasing revenue by selling multiple products to existing customers
- Direct experience closing complex deals with enterprise customers
Who this fits
You’ll lead five Account Managers based in Antwerp, Lisbon and Oslo, reporting to the VP Customer Growth. The role is based in Lisbon with a hybrid arrangement and suits a leader experienced in international enterprise growth.
From the employer
We’re Rydoo, an AI-driven B2B SaaS company that simplifies how businesses manage spend, from employee expenses to supplier invoices.
Our two business lines—expense management and accounts payable—help finance teams work more efficiently and stay in control of company spending. Our expense management platform makes submitting, approving, and reimbursing expenses easy, while our accounts payable solution uses AI to automate invoice processing and approval workflows.
Behind our products is an international team of more than 250 colleagues. Join us to solve practical challenges, take ownership of your work, and help develop technology that finance teams rely on every day.
Rydoo in a snapshot
- Ambitious international team (250+ and growing)
- 40+ nationalities speaking over 15 languages
- 12 offices across 3 continents
- Easy-to-use spend management app available on iPhone and Android
- Supporting over 10,000+ clients and 1 million+ users worldwide
- 4.5 employer score on Glassdoor
- Hybrid work policy
The Role
As the Head of Account Management, you will lead Rydoo's team of Account Managers and own revenue growth within our existing customer base across both products: Expense and Accounts Payable. Your team’s mission is to expand our enterprise customers and turn single-product customers into multi-product customers.
You will build a structured, repeatable expansion motion: identifying cross-sell and upsell opportunities, equipping Account Managers to position both products credibly, and running a disciplined pipeline and forecast.
Key Responsibilities
Team Leadership
- Build, lead, coach and develop a talented international team of Account Managers with clear performance standards.
- Recruit, retain, mentor and grow top talent.
- Train and coach the team on:
- Sales methodology and execution
- Forecasting
- Product knowledge across Expense and AP
- Competitive positioning
- Account planning and territory management
Upsell and Cross-sell
- Own the upsell and cross-sell targets for the Account Management team and contribute directly to the company's Expansion ARR targets.
- Design and run a systematic expansion motion between Expense and Accounts Payable: target account selection, role plays, messaging and enablement.
- Identify whitespace across the customer base and build account plans that grow adoption, users, entities and regions.
- Partner with Customer Success, Marketing and Product on campaigns, customer-facing content and packaging of the two products.
Enterprise Accounts
- Lead the growth strategy for our largest enterprise accounts, including multi-entity and multi-country customers.
- Build executive relationships with key customer stakeholders (CFOs, Finance Directors, Procurement) and sponsor complex expansion deals.
- Own renewal negotiations for expansion-driven accounts, in line with pricing and negotiation frameworks set with the VP Customer Growth.
Pipeline, Forecasting and Process
- Lead the team in building and managing a robust expansion pipeline: identifying, qualifying and advancing opportunities.
- Deliver regular, data-driven forecasts to leadership using Salesforce dashboards and reporting.
- Continuously improve the Account Management process, tooling and handovers with RevOps.
Cross-functional collaboration
- Work closely with Customer Success to align on account health, risk and expansion signals.
- Partner with Sales, Partnerships, Marketing, Product, Legal, Finance and RevOps on go-to-market alignment.
- Bring customer feedback into product decisions.
Requirements
- 4+ years in SaaS enterprise sales or account management.
- 2+ years managing a sales team of at least 5 people.
- Proven track record of driving expansion revenue, including cross-selling a multi-product portfolio.
- Hands-on experience closing complex enterprise deals.
- Experience managing international markets; Benelux, DACH or UK is a strong plus.
- Fluent in English; German and/or Dutch is a plus.
- Strong knowledge of structured sales processes (MEDDIC or similar) and Salesforce.
- Analytical, hands-on and collaborative, with the ability to translate data into action.
- Excellent executive communication and negotiation skills.
- Comfortable operating and adapting in a fast-changing, high-growth environment.
Practicalities
- Reports to the VP Customer Growth
- Leads the Account Management team of 5 Account Managers based across our offices in Antwerp, Lisbon and Oslo, selling both Expense and Accounts Payable solutions.
- Part of the Customer Growth team, working closely with Customer Success, Product, Revenue Operations, Finance, Sales and Marketing.
- Location: Lisbon, Portugal (hybrid model)
- Start date: January 2027
Benefits
Next to our amazing team, informal & international company culture and our mission to become the #1 spend management tool in the world, we offer some nice benefits that make working at Rydoo even more fun:
- A competitive package, including salary and benefits
- Meal vouchers of €9 per day
- Rydoo Hybrid work policy: decide for yourself where you are most efficient
- Rydoo On Tour: our international mobility program that gives employees the possibility to temporarily relocate to one of the countries we have a Rydoo office.
- Professional freedom and a flexible work environment
- Upskilling through training and coaching programs
- Regular company and team events
- Wonderful international team with more than 33 different nationalities
- Free Portuguese language classes
- Spectacular onboarding program for all new Rydooer’s
- Free drinks, fruits & snacks to provide you with all the energy to do your job + the occasional after work drink, and great parties (believe us 😉 )
- Permanent contract
Check us out
LinkedIn: https://www.linkedin.com/company/rydoo
Glassdoor: http://bit.ly/2UujjWJ
Instagram: https://www.instagram.com/wearerydoo/
YouTube: https://www.youtube.com/channel/UCTZYj7vm_ZcsGFL18...
Inside Rydoo Blog: https://www.rydoo.com/inside-rydoo/
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