Account Manager - UK&I

Job description

ABOUT PLEO Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved, not just finance. At Pleo, we're changing that. We build spend solutions that make managing money seamless, empowering, and surprisingly effective for finance teams and employees alike - with a vision to help all businesses ‘go beyond’. The word ‘Pleo’ actually means ‘more than you’d expect’, and living by that mantra has been the secret to our success over the last 10 years. Now, we’re at a pivotal moment in our journey; every move we make has a direct impact on our 40,000+ customers, our business, and our collective success. We need people who take pride in uncovering customer needs, who turn complex problems into simple solutions, challenge the way things are done (respectfully), and always aim high. With great ambitions driving us forward, we can’t say we’ve got this whole thing figured out. And frankly, that’s half the fun! What we can say is that we’re a driven, progressive, and, importantly, a kind bunch of 850+ people from over 100 nationalities, all committed to delivering the future of business spending, together. ABOUT THE ROLE We're looking for a commercially-minded Account Manager to join our Mid-Market Account Management Team at Pleo. In this role, you'll help grow and expand our existing customer base and be part of the Customer Growth & Expansion team as we scale. If you're excited about strategic account management, obsessed with customer outcomes, know how to unlock expansion across complex organisation, you love nurturing relationships, identifying growth levers, proving ROI, and are passionate about spend management, then this is the opportunity for you! WHO YOU’LL BE WORKING WITH AND REPORTING TO You’ll report to our Senior Sales Manager, Account Management and work closely with teams in Customer Success, Deal Desk, Pricing and Enablement. Our team of 16 is highly collaborative and dedicated to delivering value and growing our existing customer base. You’ll also have the chance to partner with teams across Sales, Support, Product and Marketing to ensure success. WHAT YOU’LL BE DOING As an Account Manager, you will: - Identify and close opportunities within your book of business to grow accounts through upsells, new entities, teams, and product capabilities aligned to evolving customer needs. - Build deep relationships with key stakeholders to understand their strategic initiatives, and uncover whitespace opportunities. - Use MEDDICC (or similar) to rigorously qualify upsell and cross-sell opportunities to ensure forecast accuracy and deal velocity. - Showcase new product features, integrations, and advanced workflows that drive stronger adoption and platform value for upsells. - Create custom proposals and business cases that quantify value, align with commercial goals, and support customer budgeting cycles. - Work across senior finance, procurement, and operations stakeholders to land multi-threaded expansions. - Lead commercial conversations ensuring terms reflect the value Pleo delivers. - Use customer success stories, usage data, and ROI metrics to proactively pitch new functionality and deepen platform adoption. WHAT YOU BRING You’ll thrive in this role if you have: - A solid understanding of value-based selling and consultative approach - Skilled in contract negotiations and building business cases linking features to value - Strong understanding of qualification methodologies (e.g., MEDDICC) - A passion for solving problems with a solution-oriented approach - Data-driven, goal-oriented, and accurate forecasting ability - Strong commercial acumen and ability to navigate senior stakeholders - A background in SaaS Account Management or Customer Growth with a proven track record of expansion revenue and high net revenue retention - Complete fluency in English WHY IS THIS ROLE A GOOD FIT FOR YOU This role is a good fit for you if: - You are naturally curious and driven to map out complex organisations, identifying white space where Pleo can solve a genuine business need. - You get a rush from closing upsells by proving ROI and prefer driving proactive growth over simply waiting for a renewal. - You use frameworks like MEDDICC to keep deals on track and can easily show a CFO how tech features translate into financial value. This role is not a good fit for you if: - You view Account Management solely as responding to support tickets or handling administrative renewals rather than proactively hunting for expansion opportunities and driving revenue. - You require a rigid, unchanging playbook to succeed. We are scaling fast, which means processes evolve and you’ll need to be comfortable building the plane while flying it. - You prefer simple, single-point-of-contact relationships. This role requires multi-threading across Finance, IT, and Procurement in mid-market organizations. HOW YOU’LL DEVELOP IN THIS ROLE In your first 6 to 12 months at Pleo, you’ll: - Lead targeted account whitespace analysis to drive impact in your assigned market segment. - Collaborate with Product and Marketing to improve feedback loops that influence our mid-market product roadmap. - Grow your skills in complex commercial negotiation and value engineering, taking on new challenges as the company continues to scale THE LOCATION Lisbon, Portugal SHOW ME THE BENEFITS! - Your own Pleo card (no more out-of-pocket spending!) - Lunch is on us for your work days - enjoy catered meals or receive a lunch allowance based on your local office - Comprehensive private healthcare - depending on your location, coverage options include Vitality, Alan or Médis - We offer 25 days of holiday + your public holidays - For our Team, we offer both hybrid and fully remote working options - Option to purchase 5 additional days of holiday through a salary sacrifice - We use MyndUp to give our employees access to free mental health and well-being support with great success so far - Paid parental leave - we want to make sure that we're supportive of families and help you feel that you don't have to compromise your family due to work THE INTERVIEW PROCESS We want to ensure you are set-up for success and understand what will be expected of you. If your application is successful, our interview process is as follows: 1. Intro call: A 30-minute chat with our Talent Acquisition Partner to discuss the role and your background. 2. Hiring Manager Interview: A 45 minute chat to deep dive into your experience 3. Challenge & Team Interview: We will send you a take home test and invite you to present during a 60 minute team interview. This is an opportunity to show us how you would handle the day to day of the role 4. Bar Raiser: A final interview with a senior leader Transparency is important to us so we also wanted to share some insights about what we’re looking for in applications to ensure you can set yourself up for success! Last time we hired for this role, we received a vast number of applications but only a few were selected for an intro call. Some of the key reasons why previous candidates didn’t make it past the application screening stage include: - CV writing and content: we receive a lot of CVs, and many of them are AI-generated. We love seeing people leverage AI—it’s a big focus for us internally too—but without human intervention, these CVs can sometimes become generic and fail to show a candidate in the best light. What we're really looking for is the specific details of real impact that only you know from your previous experience. A top tip from us is to use the “Achieved X, as measured by Y, by doing Z” formula (credit: Laszlo Bock, ~2014) to give a really clear picture of what you’ve worked on. A final note: including links to your previous companies' websites is a huge help and allows us to truly understand your background! - Application care: every single application we receive is reviewed by a human (yes, hundreds of them) because we believe that candidates' efforts should be matched by an equal level of human care. This means that we expect a similar level of attention put into your application. Read and answer the application questions carefully, they make a huge difference in our decision-making process. - Profile to role fit: highlight most important aspects of the role, points that might get misunderstood, any specific industry requirements etc. ABOUT YOUR APPLICATION - English first. Since it's our company language, please submit your application in English. You’ll be using it a lot if you join us. - A fair look for everyone. Our talent team reads every single application to ensure the process is fair. To keep things running smoothly, we only accept applications through our system—our support team can’t pass on calls or emails. - Diversity drives us. We can only reach our goals if our team reflects the world around us. That starts with you hitting apply, even if you don't tick every single box. We encourage people from all backgrounds and experiences to join us. - Interview at your best. We want you to feel comfortable throughout the process. If you have any accessibility requirements or need a specific format, email belonging@pleo.io. We’ll design a process that works for you. - Your data is safe. When you apply, we process your personal data as a data processor. For more information on how Pleo processes personal data, read our Privacy Policy here https://www.pleo.io/en/legal. - Applying for multiple roles? Nothing is stopping you, and we assess every role independently. However, we do look for alignment, so make sure you can explain why your interest and experience are right for each specific role. - Reapplying. If you’re applying for the same role again, please wait six months from your last decision before hitting submit.