Senior Account Manager EMEA M/F/Mx Trustpair

Trustpair stops vendor fraud before it happens. We're the automated vendor validation platform protecting 600+ enterprise companies worldwide. Since 2017, finance and procurement teams have used Trustpair to eliminate vendor fraud while reclaiming 90% of the time they once spent on manual checks.

As vendor fraud grows more sophisticated, we stay ahead by combining deep expertise in financial crime with cutting-edge technology. Our core product focuses on secure, reliable vendor account validation to wipe out fraud and boost efficiency.

Internally, teams across Trustpair use AI tools in their day-to-day work to automate repetitive tasks and unlock strategic insights that help us build and operate better. From day one, you’ll be encouraged and trained to integrate these tools into your workflow in a practical, hands-on way.

With offices in New York, Paris, London, and Milan, we're a diverse team united by a bias for action. We ship fast, learn from experiments, and tackle problems that matter: protecting billions in payments for companies worldwide. If you want to see your work make an immediate impact in financial security, Trustpair is built for you.

Learn more about how we use AI in our everyday work. 

About the role

We are looking for a Senior Account Manager EMEA to join our Sales team at Trustpair and play a key role in driving revenue growth across our portfolio of strategic enterprise clients.

Trustpair is a B2B SaaS platform helping companies secure their payment processes, prevent vendor fraud, and strengthen financial operations. Our solutions are trusted by large organizations navigating complex financial and operational challenges.

As a Senior Account Manager EMEA, you will take ownership of a high-value portfolio of strategic accounts, a portfolio of strategic enterprise accounts across Europe, including multinational groups operating across several countries and entities, with opportunities for international expansion. You'll work closely with senior Finance leaders, including CFOs and Finance Directors, to develop long-term partnerships, identify new business opportunities, and maximize the value of Trustpair's solutions.

This is a high-impact, commercially driven role combining strategic relationship management, complex enterprise sales, and revenue expansion. You'll have the autonomy to develop your account strategies while collaborating with our Customer Success, Sales, Partnerships, and Product teams to deliver meaningful results for our clients.

This position is based in Paris, with weekly office presence as part of our hybrid working model (at least 2 days).

Package details: OTE circa €150k, depending on profile & experience.

Portfolio & Scope

You’ll manage a portfolio of 20–30 strategic accounts, reporting to the Head of Account Management. You’ll work closely with Customer Success Managers, taking ownership of account expansion and some renewals. The role includes regular travel across Europe to meet customers and strengthen relationships.

What you'll do

Own and grow strategic enterprise accounts

• Own a strategic enterprise portfolio, driving revenue growth, retention, and long-term value.

• Build and execute tailored account plans to maximize growth and customer lifetime value.

• Map customer organizations, identifying decision-makers, economic buyers, influencers, and business priorities.

• Drive upsell and cross-sell across subsidiaries, business units, regions, and use cases.

• Use methodologies such as MEDDIC/MEDDPICC to qualify and advance complex opportunities.

Build trusted relationships with senior stakeholders

• Build lasting relationships with CFOs, Finance Directors, and other senior decision-makers.

• Act as a trusted commercial partner, translating customer goals into growth opportunities.

• Lead executive reviews, steering committees, and strategic discussions to demonstrate value and uncover opportunities.

• Navigate complex multinational organizations and engage stakeholders to advance commercial discussions.

Drive commercial growth and negotiations

• Own your portfolio’s expansion pipeline, from opportunity identification to close.

• Lead negotiations for enterprise-wide agreements, Master Framework Agreements, and multi-entity contracts.

• Build value-based business cases highlighting Trustpair’s impact on financial security, efficiency, and risk reduction.

• Drive portfolio performance across Net Revenue Retention (NRR), expansion revenue, and sustainable growth.

• Partner with Customer Success to strengthen retention, adoption, and long-term satisfaction.

Monitor performance and collaborate across teams

• Monitor account KPIs: expansion pipeline, revenue growth, product usage, customer health, and churn risk.

• Keep account plans, forecasts, and commercial activity accurate in the CRM.

• Partner with Customer Success, Sales, Partnerships, Marketing, and Product to identify opportunities and deliver a seamless customer experience.

• Share market insights, customer feedback, and emerging needs to guide commercial and product strategy.

What’s in it for you

• At Trustpair, we see AI as a tool to save time, sharpen focus, and boost impact - whether you're already hands-on with AI or eager to learn, you’ll join a team that values and encourages AI-driven ways of working

• A collaborative environment with a flat structure, where everyone’s voice is heard

• Trustpair is in scaling phase with career opportunities in France and internationally

• Flexible remote policy 

• A talented team with senior colleagues you can learn and work with 

• Inclusive environment with cultural diversity and parity 

Why join Trustpair? A list of our perks here!

Must-Haves

• 5+ years of experience in Account Management, with significant exposure to B2B SaaS, technology, or enterprise software environments.

• Proven success growing strategic or enterprise accounts through upselling, cross-selling, and measurable revenue expansion.

• Experience navigating complex enterprise sales cycles, multiple stakeholders, and high-value negotiations.

• Ability to build C-level relationships, particularly in Finance and Procurement.

• Experience with multinationals or complex organizations.

• International account management or contract expansion across business entities.

• Fluent English, written and spoken.

• Any additional European language (French, German, Italian, Spanish, Dutch, etc) is a plus.

Nice-to-Haves

• Exposure to FinTech, financial software/SaaS, risk management, or compliance.

• Background in Customer Success, consulting, or enterprise software deployment.

Recruitment Process

• First call with Morgan, Talent Acquisition Specialist (30 mins)

• Experience interview with Thomas, Head of Sales (30 mins)

• Live case study on site (1h30)

• Coffee fit with two members of our team (30 mins)

• Cofounders interview with Alexandre, Cofounder & MD (45 mins)
  

Equal Opportunity Statement
Trustpair's policy is to provide equal employment opportunity in all of our employment practices without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, individuals with disabilities, sexual orientation or gender identity or expression or any other legally protected category.
Applicants for all positions in Trustpair must be legally authorized to work in the country which they are applying for or be a citizen from Schengen / EU zone. The verification of employment eligibility will be required as a condition of hire.