Growth Account Executive / Account Manager

Job description

Are you energized by growing existing business, building relationships, and finding hidden opportunities in a large portfolio? Do you enjoy combining structure and process with commercial instincts, and using AI to work smarter? At AIHR, we’re looking for a Growth Account Executive / Account Manager to take ownership of a global client base and help us expand our footprint with the world’s leading companies. About AIHR Founded in 2016 with the mission to future-proof HR, the Academy to Innovate HR (AIHR) has become the world’s market leader in online training for human resources (HR) professionals. We have a global customer base spread across 140+ countries, amongst which companies like Unilever, Reckitt, Goldman Sachs, Philips, Deloitte, Nike, Heineken, and UBS. It is our goal to continuously upskill and empower 1,000,000 HR Professionals. We are an international team of 100+ people, driven by excellence, innovation, and a hunger to grow in everything we do. As such, we strive to provide the world’s best courses and excellent support to our customers while continuously optimizing every aspect of our work. With over 30 nationalities, our team is diverse, yet we all share a few traits: we're friendly, enthusiastic, and great team players. Being a fast-growing company, working at AIHR means taking on a lot of responsibility and getting countless opportunities to develop yourself in new areas and potential to craft your own role. Role and Responsibilities As a Growth Account Executive / Account Manager , you are tasked with retaining and growing existing clients. That includes conducting meetings, demos, negotiations, and value-building. You will work on a portfolio which includes approximately ±175 clients primarily in the Mid-Market segment (1,000 to 5,000 employees), who spend on average around 8.5k € ARR with us, though actual deal sizes vary, with some larger accounts (25k € +) included. This portfolio includes some well-known brands, as well as more locally known organizations. These clients are based around the world in different industries. What these clients have in common is that they are all developing their HR teams with us. You are tasked with evangelizing our latest product offerings and services, including our AI programs that help HR teams build AI skills. And by doing so, you will drive your pipeline growth. With 175 accounts, you can't give every client the same amount of time. That's why you use AI tools to research accounts, prepare for meetings, and spot expansion signals across your portfolio, so more of your time goes to conversations with clients. In this role you will be working together closely with our Learning Consulting (Customer Success) team. About our Market Reports state that the global e-learning market was worth USD 215 billion in 2021. Moreover, it is estimated to reach an expected value of USD 645 billion by 2030 at a CAGR of 13% during the forecast period (2022–2030). We’ve grown from €0 to €10M in revenue in 6 years, bootstrapped. And 80% of our sales team hit their targets. AIHR is currently trailblazing the path in HR-specific e-learning. You can be a part of that. On a typical day You arrive at our 20th-floor HQ in Rotterdam, just across from Central Station, in the morning. After a brief chat with your colleagues, you grab a cup of coffee, start your computer, check your calendar for any last-minute changes, and prepare the day around the calls you have planned with your customers, and internal meetings with colleagues. For each client call, you ask your custom GPT for a quick account brief based on HubSpot/Gong data, platform usage, and notes from past calls. Then, you review a report that Silvia from the product team has shared with you. A few weeks ago, you got the idea that clients who download resources to assess their AI-maturity and who have larger HR teams might be interested in our new AI Boot Camp offering. You used AI to cross-reference those downloads with HR team size in HubSpot and build a target list. You outlined this hypothesis in a short business case you pitched to Emilie, your manager, who agreed. We’ve been running a campaign on this topic with our marketing team. Now some clients want to talk! You discuss the campaign results with your peers Jessica, Max and Filip. Rik, our in-house chef, serves lunch, and you enjoy it with the wider sales team. Next, you have a few 30-minute client meetings in a row, followed by admin. You open HubSpot (our CRM) and go through your daily tasks. Next, you work on a proposal for a client you spoke with the day before. You use AI to draft a first version tailored to the goals they shared on the call, then sharpen it yourself. You also prepare another client presentation. You use our tool Gong to review parts of the call you had earlier because you applied some tactics you learned in training on SPICED last month. Gong's AI summary points you straight to the moments that matter. You share relevant parts of the call with Emilie as part of your development plan (everyone at AIHR has one, as hunger to grow is one of our core values). Before you know it, it’s the end of the day. Luckily, it’s the last Friday of the month, a social gathering! This is when the whole team comes together to celebrate our successes (we have many!), eat something, drink, and get to know each other outside of work. Who you are We’re looking for someone positive, resilient, and curious, a true relationship builder with excellent communication skills, and someone who is not afraid to fail. The ideal candidate has the following: Minimum 3+ years experience in a closing role; Experience with successfully owning at least 1,5 million € portfolio and/or closing 25 k € deals at mid-market companies; Experience renewing and growing clients; Experience using generative AI tools (e.g., ChatGPT, Gemini) for tasks like account research, meeting prep, proposal writing, and workflow automation is essential; The ability to talk credibly with HR leaders about how AI is changing their function; A relentless drive to win, with the courage to hold clients accountable; Commercially assertive - never a pushover, always pushing for the close; A shark’s instinct for the deal: sensing opportunities and going for them without hesitation; Excellent written and verbal English skills; A talent for hypothesis-based thinking; Track record of continuously overachieved targets; An exceptional sense of responsibility; Experience working for a fast-growing organization; A sixth sense for commercial opportunities; Knowledge of WinningByDesign is a plus; Affinity with E-Learning and/or HR is a plus. We offer A key role in shaping the education of tens of thousands of Human Resource professionals from all over the world through our courses; Benchmarked compensation; The opportunity to shape your day-to-day work; A personal development plan with a structured path toward your next promotion; Flexible working hours & working from home arrangements after your onboarding; A high degree of autonomy in a vibrant, result-driven, inclusive, and international team; A key role in a fast-growing scale-up company; A beautiful office right across Rotterdam Central Station (Millennium Tower) and a brand new office in Amsterdam; 26 paid holidays per year + 1 extra day for every year you work here + you can exchange any 2 public holiday days for 2 other days of your choice; Pension plan; 5 Mental health days per year; Access to OpenUp mental health platform; Personal development budget, training, and we pay for the books you read! All public transport expenses covered (NS Business Card); MacBook + all other equipment you need to do your work; Daily lunch prepared by a chef, weekly drinks, and fun team activities; Free access to the office gym. Get a taste of the AIHR experience and check out our AIHR Benefits Guide ! Apply for the job Are you excited to become our Growth Account Executive / Account Manager ? Then we'd love to hear from you! We are looking to hire for this role as soon as we find an eligible candidate. P.S. Research shows that while men apply to jobs when they meet an average of 60% of the criteria, women tend to only apply when they meet 100% of them. So if you think you have what it takes, but don't necessarily meet every single point above, please still apply. We'd love to consider you and see if you could be a great fit.