Head of Key Account Management (m/f/d) - EMEA

Job description

At **Statista**, we’re all about facts and data, for we are the world's leading business data platform. By providing reliable and easy-to-use data as well as various data analytics products and services, we empower people worldwide to make fact-based decisions. Founded in Hamburg in 2007, we have quickly grown into a global company with offices in major cities such as London, New York, Berlin and Tokyo. And we still have a lot of plans. Our constant growth does not only prove our success, but also keeps creating new development and career opportunities for our employees. We value and celebrate our diverse culture. You are welcome here for who you are, no matter where you come from, what you look like, or whether you prefer bar graphs to pie charts. Your story matters – keep writing it as part of our team. Are you ready to join us? **About the role** This is one of the most important leadership hires in the EMEA business. The Head of KAM — EMEA will own Statista’s most strategically important accounts and lead the team that protects and grows the commercial relationships that underpin our 2026 stability and 2027 acceleration. You will report directly to the VP Sales EMEA and sit on the EMEA commercial leadership team. This is not a steady-state account management role. It is a transformation mandate — to rebuild the KAM function into an enterprise-grade strategic account motion that moves our most important clients from users of data to institutional partners embedded in Statista’s AI and intelligence infrastructure. **What success looks like - First 12 months** • GRR stabilised across the KAM book through structured renewal discipline, early intervention on at-risk accounts, and a clear early-warning system. • Every KAM account has a live account plan — org map, stakeholder map, expansion roadmap, and renewal forecast. • Economic buyer engagement across the top tier — conversations at VP, Director, and C-suite level, not just with research and insights teams. • Connect adoption initiated in strategically important accounts — from licence conversation to embedded data infrastructure. • KAM team assessed, coached, and operating to an enterprise standard — structured QBRs, value realisation conversations, and expansion plays running consistently. • Investment case for FY27 KAM expansion — headcount, coverage model, and tooling — presented to the CCO. **Your tasks** **Lead and Transform the KAM Team** • Own the day-to-day leadership, coaching, and performance management of the EMEA KAM team. • Assess each KAM against the enterprise motion requirements and build individual development plans. Not everyone will be on the same journey — that is a leadership decision, not a management failure. • Build a coaching standard grounded in enterprise selling: consultative discovery, multi-stakeholder navigation, C-suite engagement, and business case construction. • Develop the team’s ability to move from user-level relationships to economic buyer access — and to carry a complex, multi-product conversation with credibility. • Install a peer coaching culture where KAMs learn from each other under a clear standard, not only from you. **Protect GRR in 2026** • Own the renewal and churn-prevention motion across the KAM book. • Build an early-warning system for at-risk accounts — usage signals, stakeholder changes, competitor activity, budget cycles — with clear escalation and intervention protocols. • Partner with Customer Success leadership to ensure joined-up coverage across adoption, value realisation, and renewal. • Conduct and coach structured QBRs that demonstrate ROI and surface expansion signals — not renewal conversations dressed up as business reviews. **Drive the Enterprise Account Motion** • Build and embed the account planning standard across the KAM team — org mapping, stakeholder matrix, commercial roadmap, and expansion sequencing. • Lead the movement from user-level selling to economic buyer engagement across the top-tier KAM book. • Own the Connect and Statista+ expansion motion — identifying accounts where data infrastructure conversations are ready to open, and coaching KAMs to run them. • Build the institutional knowledge that makes Statista’s largest accounts structurally difficult to displace. **Drive NRR Growth** • Own NRR targets across the KAM portfolio. Define the expansion plays that unlock commercial headroom in existing accounts. • Identify accounts where Connect’s consumption-based model opens a new commercial conversation with a new buyer — technical, commercial, and C-suite. • Create structured handoffs with the Customer Success and Scale teams to ensure expansion signals are acted on, not lost. • Champion the full OneStatista platform — core, Connect, Statista+, and IQ roadmap — in every strategic account engagement. **Shape the Commercial Operating Model** • Define the KAM coverage model — which accounts receive full KAM attention, at what intensity, and how that changes as the portfolio evolves. • Partner with the VP Sales EMEA on the FY27 KAM investment case — headcount, tooling, and the team structure required to operate an enterprise motion at scale. • Represent EMEA KAM in global commercial leadership forums — bringing regional evidence and recommendations to shape global strategy and playbooks. • Work closely with New Business leadership to ensure the accounts being landed are the right accounts — and that the handoff from new business to KAM is clean. **Your profile** **Essential** • Substantial enterprise account management or key account leadership experience — managing strategic relationships at VP, Director, and C-suite level, with deals at £100k+ ACV. • Evidence of building or materially improving a KAM or enterprise account function — account planning, coverage models, QBR standards, and expansion playbooks. • Proven track record of protecting GRR and growing NRR in a subscription-based model. • Commercial instinct for the enterprise motion — value discovery, business case construction, multi-stakeholder navigation, and land-and-expand execution. • Experience developing and coaching account managers to raise the quality of their commercial conversations — not just their activity levels. • Ability to lead change in a team that is transitioning from a transactional to an enterprise model — without losing the team in the process. **Desirable** • Experience in data, intelligence, research, information services, or AI-adjacent platforms. • Familiarity with consumption-based or usage-based commercial models. • Exposure to enterprise procurement, legal, and compliance conversations in regulated industries. • Experience working across multiple European markets in a matrixed organisation. **Why join Statista?** • The most strategically important leadership role in the EMEA commercial organisation. What you build here defines Statista’s growth trajectory. • Direct line to the VP Sales EMEA and CCO — your commercial judgement will shape decisions at the top of the business. • A product story that is only getting stronger — Connect, Statista+, and StatistaIQ give you a genuinely differentiated platform to build enterprise relationships around. • The mandate to rebuild for enterprise — with CEO and board alignment behind the direction. The strategy is set. The opportunity is to execute it. • Real runway. Build this well in 2026 and you will own the enterprise account engine for one of the most recognised data platforms in the world. **Working Model and Compensation** • Hybrid working from our London office, with regular travel across EMEA and to Hamburg HQ. • Competitive base salary commensurate with senior enterprise leadership — range shared at initial screen. Above-band compensation considered for exceptional candidates. • Performance-linked OTE. Pension, private healthcare, and core benefits. **Recruitment Process** Shortlisted candidates will move through a structured process: • Initial screen with Talent Acquisition. • In-depth conversation with the VP Sales EMEA. • Panel interview with CCO and a commercial peer. • Strategic account plan presentation and live exercise. **Inclusive Application** Statista is committed to building an inclusive workplace and welcomes applications from candidates with different backgrounds, experiences, and perspectives. We recognise that strong candidates may not meet every listed criterion. If the role interests you and your experience is relevant, we encourage you to apply. We are happy to discuss reasonable adjustments at any stage of the recruitment process.