Key Account Manager – Expansion (M/F)

About you

🧭 Core Responsibilities

1. Build and execute long-term strategic account plans

• Define a clear top-down vision and roadmap for each account (governance, expansion scenarios, central sponsorship).

• Map complex organisations across countries, divisions, and manufacturing networks.

• Develop annual expansion plans based on a tiered site segmentation (T1/T2/T3).

• Influence and shape group-level digitalisation or operational excellence programs.

2. Drive top-down expansion & strategic selling

• Deploy Fabriq across new sites with a value-based, programmatic approach.

• Navigate long and complex sales cycles with multiple executive sponsors and industrial stakeholders.

• Adapt expansion strategies to different levels of maturity, culture, and operational models.

• Lead high-stakes negotiations and sign multi-site, multi-year strategic contracts.

3. Governance & executive stakeholder management

• Lead steering committees, QBRs, financial reviews, and impact assessments.

• Engage directly with C-level and senior industrial executives (COO, VP Manufacturing, VP Operations, Industrial Director, CIO/CTO).

• Articulate and demonstrate Fabriq’s business impact: productivity, performance, standardisation, digital maturity, ROI.

4. Renewals & ARR protection

• Anticipate contract renewals early and build strategic renewal scenarios.

• Mitigate churn risks proactively, in collaboration with CSMs.

• Promote longer-term agreements to secure ARR predictability.

5. Cross-functional leadership & internal impact

• Work hand-in-hand with CSMs to ensure smooth deployments and maximise adoption.

• Bring insights from the field to the Product team, especially for strategic accounts.

• Help structure standards and processes for the entire Expansion organisation (account planning, forecasting, governance, playbooks).

• Lead by example and help elevate the capabilities of AMs and future KAMs.

6. Operational excellence & execution

• Maintain impeccable Salesforce hygiene (pipeline, account plans, renewals, multi-site footprint tracking).

• Analyse footprint data, expansion pace, adoption metrics, and risk signals.

• Provide structured, impactful reporting and recommendations to the Director of Expansion.

🧩 Ideal Profile

Experience

• 7+ years in SaaS enterprise sales or strategic account management.

• Proven experience signing complex, high-value contracts (six figures or multi-year programs).

• Experience working with industrial clients or transformation programs is a strong advantage.

Skills

• Mastery of complex negotiation and multi-stakeholder sales cycles.

• Ability to build structured account strategies and orchestrate long-term transformation programs.

• Strong executive communication skills and business acumen.

• High autonomy, strong ownership, ability to work in fast-changing environments.

• Ability to structure methodologies, create frameworks, and raise the execution bar for the team.

Mindset

• Intrapreneurial: builder, problem-solver, proactive, self-driven.

• Impact-oriented: focused on business value, not features.

• Comfortable in environments with high expectations, speed, and ambiguity.

• Ambition to leave a lasting mark on the development of Fabriq.

🎁 What Fabriq Offers

• A strategic role at the heart of Fabriq’s long-term growth engine.

• The opportunity to drive the development of some of Europe’s most iconic industrial groups.

• A chance to build the standards, methods, and rituals of a new organisation.

• A high-autonomy environment where your impact is immediate and visible.

• A team driven by excellence, ambition, and operational impact.

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1. 30’ Initial Screening — Video call

Interviewer: Benoit, Senior Director Expansion

Objective: First fit, motivation, seniority check.

2. 1h Deep Discovery — On site

Interviewer: Benoit

Objective: Deep dive into real experience, methods, impact, ownership.

3. Business Case + Panel — 1h to 1h30

Participants: Benoit + CSM/PS + RevOps/Marketing

Objective: Evaluate strategic thinking, structure, value selling, communication.

4. Extended Team Conversation — 30’

Interviewer: CSM, PS Manager, Marketing or Sales Leader

Objective: Collaboration style, cultural fit, communication.

5. Co-Founder Meeting — 45’

Objective: Long-term alignment, ambition, values, impact.

6. Reference Checks

Objective: Validate execution, reliability, integrity, collaboration.

7. Offer & Onboarding

Objective: Final package, territory, expectations, 30/60/90 plan.