(Senior) Account Manager

Job description

YOUR IMPACT We're strong at landing new customers. Now we need to get excellent at growing them. Expanding within the customer base is one of Tacto's biggest growth levers, and we're building it out for the long term. Most mature B2B companies generate 50%+ of their revenue from existing customers - we want to capture more of that potential, and we're strengthening the team to get there. As Account Manager, you'll be a driving force behind our expansion motion: identifying and closing upsells, cross-sells, and strategic price increases across our customer base, and helping build and sharpen the playbook as we scale it. You'll work between Sales, Customer Value, and Product, spotting growth opportunities and turning them into revenue. This is your chance to build and grow a crucial commercial function at one of Europe's fastest growing industrial AI companies. YOUR TASKS - Own deals end-to-end: Identify opportunities, build business cases, run negotiations, close deals. Manage contracts and pricing logic. - Master account intelligence: Read customer dynamics, map stakeholders, understand politics. Know when to drive expansion yourself vs. when to bring in AEs or Customer Value. Identify perfect timing for upsells. - Coordinate across functions: Coordinate with Sales (pipeline), Customer Success (value-delivery), Product (what to sell), and Finance (forecasting) to drive expansion deals - Own forecasting and planning: Build accurate expansion forecasts. Coordinate deal timelines. Keep the business informed and on track. - Translate roadmap into revenue: Work with Product and Marketing to turn new modules into concrete expansion conversations with the right customers at the right time. - Help building the function as it scales: Turn what you learn into reusable process, qualification criteria, pricing guardrails, forecasting templates, rules of engagement with Sales and Customer Value. Where the playbook doesn't exist yet, you help writing it YOUR PROFILE We're looking for someone who can build, close, and scale. Here's what typically works: - 2-4 years in high-performance environments: A proven track record of hitting, and significantly overachieving, quarterly or yearly commercial targets, in account management, sales, or a customer success role with a real commercial component. - Proven commercial track record in B2B SaaS companies. - Extremely smart and driven – you connect dots quickly, learn fast, and push hard to win - Excellent stakeholder management – you navigate complex organizations, build relationships with senior buyers (Heads of Procurement, C-Level), and align internal teams - Negotiation toughness – you hold your ground in price discussions without burning bridges - Process-oriented – you own details: contracts, terms, renewal dates, forecasting - Genuine interest in industrial procurement – you want to understand how manufacturing companies work and speak their language - Native German + fluent English WHY THIS ROLE IS AWESOME This is the first dedicated Account Manager seat at Tacto. Some first structures exist, but most of the function is still yours to build: the quota model, the rules of engagement with Sales and Customer Value, the process itself. Get this right, and expansion becomes Tacto's biggest new revenue lever within two to three years, that's the scale of upside on the table. Do it well for the first 12 to 18 months, and you define your next step: a bigger book of accounts, leading the function as it grows into a full team, or a move into Sales or Customer Value leadership. WHAT THIS ROLE IS - AND ISN'T - This is not customer support with a sales quota bolted on. You'll be measured on revenue, not on being liked, and some weeks that means pushing a commercial conversation the customer wasn't asking for. - This is not a mature, handed-to-you playbook. You'll build your own pipeline, your own forecast discipline, and parts of the process itself. - Prove you can turn module adoption into signed expansion revenue, and we'll back you owning a bigger book, leading the function, or moving into Sales or CV leadership next. WHY TACTO - We bet on young talent and mean it. We consistently back smart, hungry, young people with real ownership early. The large majority of our Leadership Team was promoted internally, you deliver impact and the sky is the limit at Tacto. - Backed to win big. We're Sequoia and Index Ventures-funded, with more than €50M raised. We're building Tacto to be the lighthouse for European industrial AI. - A truly AI-native organization, with every resource you could dream of. All the leading AI tools and custom agents at your fingertips, plus dedicated people who keep us at the frontier. - High bar, high speed, genuinely fun. You'll be surrounded by extremely smart and ambitious people who set the bar high and push you to get better every week. Intense, fast, and the opposite of boring. - A front-row seat in the European startup ecosystem. Weekly exposure to leading founders and operators through internal and external events (Lunch & Learns, hackathons, community gatherings). Get a glimpse here: https://luma.com/tacto - You'll build something that lasts and that matters. You'll help build the company that keeps European industry competitive for the long term. OUR BACKGROUND Tacto is building the intelligence layer that connects AI to the physical world of manufacturing, starting with procurement. AI is transforming every industry, but it stops at the factory gate. The knowledge that holds manufacturing together - part costs, suppliers, materials - is scattered across systems and people. Over 50% of a product's cost originates from suppliers, making procurement the single largest cost lever in manufacturing and the missing connection between the digital and the physical world. Yet it still runs on Excel and legacy systems. We're changing that with our Procurement Intelligence Platform, trusted by hundreds of companies running billions of Euros of material. Based in Munich, we are 100+ passionate builders who are in-office, with high expectations, fast growth, and a lot of fun. We are supported by >€50m from Sequoia, Index, and Europe's leading tech entrepreneurs and industry veterans. WHY IT MATTERS Manufacturing forms Europe's economic backbone, driving a fourth of Europe's GDP and providing over 30% of jobs. These hidden champions and global market leaders manufacture the physical world around us, from the machines that build our cities to the medical devices that save lives. But the world is changing. The US dominates the digital world of bits. China is scaling the world of atoms, manufacturing at unprecedented speed and scale. Geopolitics are more uncertain than ever. Europe's strength lies in its deep industrial knowledge through generations of engineering. Manufacturing worldwide runs on European machines and software. But that heritage is only an advantage if we leverage it in the age of AI. Tacto builds the AI that connects Atoms and Bits, empowering our Industrial Base to Stay Stronger and building a lighthouse for European tech. WHAT WE OFFER The people at Tacto are passionate about building the organization, growing themselves, and our product while having fun and being real. We have high expectations, great talent density, and a culture where your ambition, performance, and agency are what count - not where you come from or how big your ego is. You'll grow at the forefront of AI, have real ownership and impact, and be surrounded by the best people in their field who challenge you and make you better every day. That is demanding and rewarding, but that's where we thrive. Besides that you have: - Money: Competitive salary & equity in the company with real upside, so you are invested in our success - Workplace: A vibrant in-office culture (> 4 days/week) in a beautiful office in central Munich - Development: A development budget and regular exposure to exceptional people, e.g., Lunch & Learns, peer mentoring, external speakers - Time off: 26 + 4 vacation days per year (4 fixed “company rest days”) as well as regular off-sites and team events - Health: Wellpass membership, of course, a fruit basket (!), and access to Jobrad, for your health - Family & Social Security: Voluntary pension contribution, voluntary KITA subsidy for your children Tacto is an equal opportunity employer. We are committed to equal employment opportunity regardless of race, religion, sexual orientation, age, marital status, disability, or gender identity. 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