Key Account Manager BeNeLux

Job description

We are hiring a Senior Key Account Manager to grow our footprint in the BeNeLux region through a 70% focus on winning net-new logos and 30% on strategically expanding a portfolio of named accounts. This is a quota-carrying, individual-contributor role for a commercially driven hunter who can also operate as a credible strategic partner inside existing customers. You will own the full sales cycle on new business and lead multi-stakeholder growth plans on assigned accounts. The role reports to the Head of Sales BeNeLux. Who are we? It all starts with the mission: NVISO is here to protect European society from potentially devastating cyber attacks! This means we offer cyber security services to private and governmental organizations to help them better prepare for, prevent, detect and respond to cyber security incidents. All of this is built on four fundamental values that define who we are: We are Proud, We Break Barriers, We Care and No BS! Tasks Your mandate is to deliver new and expansion ARR in BeNeLux. The majority of your time (~70%) is spent hunting: identifying, qualifying, and closing net-new logos against a defined Ideal Customer Profile. The remaining ~30% is dedicated to strategic account management, building multi-year growth plans on a small set of named accounts, deepening executive relationships, and expanding share-of-wallet through structured cross-sell and up-sell. You are accountable for pipeline generation, deal execution, and account growth outcomes; not for renewal administration or day-to-day support. Key Responsibilities New logo acquisition: Hunting (~70% of time) Own the full sales cycle for net-new logos in BeNeLux: prospect, qualify, build business cases, negotiate, and close. Generate the majority of your own pipeline through targeted outbound: account research, multi-threaded outreach, events, referrals, and partner-sourced introductions. Qualify opportunities using a structured methodology (e.g., MEDDPICC): confirm economic buyer, decision criteria, and compelling event before investing cycles. Lead commercial negotiations end-to-end: scoping, pricing, proposals, redlines, and close, coordinating Legal, Finance, and Solution Engineering as needed. Maintain an accurate, well-qualified pipeline with disciplined forecasting (commit, best case, pipeline) and >3x coverage on quota. Hit and exceed quarterly new-ARR and new-logo targets. Strategic account management — Farming (~30% of time) Own a small portfolio of named strategic accounts with the explicit goal of materially growing them — this is a growth role, not a retention role. Build and maintain a multi-year strategic account plan per named account: whitespace map, stakeholder map, value hypotheses, expansion opportunities, and 12–24 month growth roadmap. Develop and protect C-level relationships; run Executive Business Reviews (EBRs) that connect delivered value to the customer's strategic priorities and unlock the next expansion conversation. Identify, qualify, and close cross-sell and up-sell opportunities into existing accounts, including new service lines, geographies, and use cases. Orchestrate internal teams (Solution Engineering, Product) to deliver on the account plan, removing blockers and accelerating expansion. Treat renewals as a baseline expectation: ensure they happen on time and at or above list, but the headline KPI is account growth, not renewal hygiene. Governance, forecasting, and market intelligence Maintain accurate CRM hygiene: opportunities, contacts, activity, next steps, and close plans. Your forecast is only as good as your data. Provide structured weekly forecast updates and a clear narrative on what is moving, what is at risk, and what you need from the business. Monitor BeNeLux market dynamics: competitive moves, regulatory shifts, buying-center changes and feed actionable intelligence back to Product, Marketing, and Sales leadership. Build references, case studies, and customer advocacy from your won and expanded accounts to fuel the next wave of hunting. Requirements Eligibility for NATO CLEARANCE (details here); Experience: 4–8 years in B2B sales / Key Account Management with a clear hunter track record. BeNeLux market experience required. Track record: Demonstrated history of consistently meeting or exceeding new-ARR quota AND materially growing strategic accounts. Sales rigor: Fluent in a structured qualification methodology (MEDDPICC, Challenger, or similar); disciplined forecasting; confident negotiating commercial and legal terms with senior buyers. Account management: Proven ability to build multi-year strategic account plans, secure C-level access, and convert relationships into expansion revenue. Tools: Strong CRM discipline (Salesforce or equivalent); comfortable with sales engagement and intelligence tools. Languages: Fluent English required; Dutch and/or French strongly preferred — you will sell into local-language buying centers. Education: Bachelor's degree in Business, Commercial, or related field; MBA or equivalent commercial credentials are a plus. Success metrics Primary (the headline numbers): New ARR booked (quarterly and annual). Number of net-new logos closed. Expansion ARR from named strategic accounts (up-sell + cross-sell). Secondary (the leading indicators and hygiene): Self-generated pipeline coverage (>3x quota). Forecast accuracy within ±10% at quarter start. On-time renewals at or above list on named accounts. Executive engagement and referenceability across the strategic book. Benefits At NVISO, we care. We are committed to offering you a highly competitive remuneration package including financial and non-financial components: A training budget of 10.000€ and 10 days every two years Company car + Belgian fuel card Working and learning from the best people in the European cyber security industry. We have multiple SANS Instructors working at NVISO, our staff has presented at popular hacking conferences (BlackHat, BruCON, OWASP, etc) and all of our technical staff can acquire deep technical security certifications (GSE, GXPN, GREM, GCFA, OSCP, etc) An entrepreneurial and agile company, where you will be stimulated and supported in driving new initiatives (either through internal innovation or by improving our service offering), without losing sight of having fun! Regular team-building and fun events with legendary off-site events once a year. The location of the next team building is one of the most closely guarded secrets at NVISO… We can however disclose that we’ve visited Lisbon, Dubai and Malta over the past few years Our commitment to coach and counsel you and help you grow; each employee receives a personal coach within the team, whose role is to ensure your well-being and helps you grow in your career! Flexible working hours and home office possibilities Flex Reward Plan 32 holidays IF YOU'RE INTERESTED, PLEASE SEND US YOUR APPLICATION! WE'RE LOOKING FORWARD TO MEETING YOU! Disclaimer on the Use of AI Tools in the Application Process Please be aware that the creation and submission of application documents (e.g. CV, cover letter, case studies, etc.) using AI-powered tools is only permitted to a limited extent . Our expectations: Application documents must authentically reflect your own qualifications, personality, and motivation. The use of AI for supportive purposes (e.g. spell-checking, improving wording) is acceptable. Fully generated application documents created by AI without personal adaptation or review are not permitted. Under no circumstances may NVISO information, data, or documents be uploaded to or processed by external AI tools. We reserve the right to exclude applications from the selection and interview process that are clearly created primarily or exclusively by AI and show no recognizable personal input. The purpose of this policy is to ensure a fair and transparent recruitment process and to obtain an authentic impression of our applicants.