Senior Account Manager, Commercial

How you can help make a better world of work

As a Senior Commercial Account Manager on our EMEA Commercial Sales team, you will own and grow a portfolio of commercial-segment customers, driving renewals, expansion, and measurable value across your book of business. You'll operate as a trusted advisor to People, HR, and functional leaders — translating their business goals into outcomes with Culture Amp's platform — while executing a rigorous, data-led commercial motion.

At this senior level, you bring a consultative edge and a track record of consistently exceeding targets. You know how to multi-thread across stakeholder groups, build compelling business cases, and lead deals with confidence and clarity. You'll sit alongside our Commercial AEs and cross-functional partners in CX, Renewals, People Science, Marketing, and RevOps — and you'll help raise the bar for the team around you.

In this role you will:

• Own your book of business: Manage a defined portfolio of commercial-segment customers (typically up to 1,000 employees), delivering predictable renewals and identifying expansion opportunities that align customer outcomes with ARR growth.
• Run a value-led account cadence: Lead quarterly business reviews, executive alignment sessions, and success planning conversations — multi-threading across stakeholders to deepen sponsorship and drive adoption.
• Build and progress expansion pipeline: Identify and prioritise upsell and cross-sell opportunities through proactive outbounding, account segmentation, and deep customer research; manage that pipeline through to close.
• Use data to drive decisions: Monitor product adoption, health indicators, time-to-value milestones, and renewal risk signals; translate insights into clear get-well and growth plans.
• Partner cross-functionally: Work closely with Renewals, Customer Success, People Science, and Product to deliver a connected customer journey, share voice-of-customer insights, and influence roadmap and programs.
• Maintain operating rigour: Keep CRM hygiene and forecast accuracy high; contribute to weekly inspection cadences and commit calls for your book of business.
• Educate and advise: Stay current on HR and Talent trends; weave insights into recommendations that elevate customer value realization and position Culture Amp as a long-term strategic partner.

You have:

• Ideally 3+ years of quota-carrying experience in B2B SaaS account management or a commercial expansion role, with a consistent track record of meeting or exceeding renewal and growth targets.
• Proven ability to manage a commercial or mid-market book of business, balancing volume with consultative, multi-stakeholder deal management — including five-figure deal sizes and 2–6 month sales cycles.
• Strong command of the SaaS customer lifecycle and core commercial metrics (ARR, NRR, GRR); confidence building value cases and navigating commercial negotiations.
• Exceptional discovery and executive-ready communication skills; ability to run outcome-oriented QBRs and tailor narratives to CHRO, People leaders, and cross-functional stakeholders.
• Data fluency and CRM discipline — you leverage product usage and health signals to prioritise your week and maintain accurate pipeline and forecast hygiene.
• Familiarity with sales methodologies such as MEDDPICC and a solid understanding of deal stage progression, objection handling, and negotiation tactics.
• Proficiency in sales tools such as Salesforce, Gong, LinkedIn Sales Navigator, and Outreach.
• A collaborative, team-first mindset — comfortable working cross-functionally with Renewals, CS, People Science, Product, and Marketing to deliver a unified customer experience.

Nice to have:

• HR tech experience or familiarity with engagement, performance, and development practices commonly owned by People teams.
• Experience working with EMEA customers and an understanding of regional business culture and buying dynamics.

You are:

• Resilient. You maintain high activity and creativity in the face of adversity — a stalled deal or a cold book of business is a problem to solve, not a reason to move on.
• Intellectually curious. You go beyond surface-level discovery, using layered questioning to uncover root causes and connect customer challenges to measurable business impact.
• Assertive and commercially in control. You lead deals with confidence, challenge assumptions constructively, create urgency tied to outcomes, and drive clear next steps — without over-relying on pressure tactics.
• A skilled multi-threader. You read stakeholder dynamics and power structures, adapt your approach across roles and levels, and build alignment across buying groups.

Please note: candidates must be legally authorised to work in the UK for the duration of employment.