Lead Account Management (d/f/m)

Personio's intelligent HR platform helps small and medium-sized organizations unlock the power of people by making complicated, time-consuming tasks simple and efficient. Our team of 1,500 Personios is building user-friendly products that delight our 15,000+ customers and their 1.5 million employees. Ready to make an impact from day one? This position is office-based in Munich - 3 days per week. Bring your drive. Make a difference. Join our GTM team at Personio and be a part of something big, not just for yourself, but for your teammates and your customers. Together, we’re building relationships, solving problems, and impacting the way people experience work every single day.

As Team Lead Account Management,you will drive retention and expansion with existing customers in Germany. You’ll lead a team of Account Managers through renewals and upsell/cross-sell motions (with a strong focus on Payroll and Apps), while also acting as an operator: reducing manual work and scaling execution through automation and AI-enabled workflows to support a growing Business book.

Role Responsibilities: What you'll do

• Lead & develop a team of Account Managers to deliver ambitious renewal, retention, and expansion (NRR) targets in the German market
• Own the SB revenue motion end-to-end: renewals, x-sell/upsell (focus on Payroll), and pipeline generation (coverage, conversion, prioritisation).
• Run operating rhythms: weekly pipeline/forecast reviews, renewal governance, and deal strategy sessions to ensure strong execution and “no surprises” forecasting.
• Redesign the AM process end-to-end to remove manual steps, reduce operational load, and increase speed/quality at scale.
• Build and scale automation programs using tools like Salesforce and Gong (or comparable tooling), including workflows, triggers, reporting, and enablement.
• Coach and raise the bar on sales craft via call/deal coaching (discovery, value messaging, MEDDICC, objection handling, negotiation, close plans).
• Set standards and ensure adherence: playbooks, qualification rules, renewal policies/guardrails, documentation quality, and consistent customer experience.
• Leverage chat/AI (e.g., Qualified, fin.ai or similar) to improve engagement and efficiency; iterate conversation flows based on performance insights.
• Drive business acumen and numbers-first management: performance analysis, productivity levers, and targeted experiments that scale what works.
• Lead internal stakeholder management by orchestrating the right cross-functional partners (CX, Sales Ops, Finance, Legal, Product) to remove friction and ensure seamless execution for customers and the AM team.

Role Requirements: What you need to succeed

• Languages: You have excellent written and spoken German and English
• Leadership Experience: You bring 1-2+ years of leadership experience in sales or after-sales (ideally B2B SaaS)
• Sales Experience: You bring 3-5+ years of B2B sales/account management experience, with SaaS experience strongly preferred
• Coaching Mindset: You develop skills systematically and enjoy making others successful
• Operator Mindset: You can define strategy and build scalable workflows, not just execute in individual deals
• Automation Experience: You have hands-on automation experience (e.g., Salesforce workflows/reporting; Gong or similar tools)
• Stakeholder Management: You have strong stakeholder management and cross-functional collaboration skills, including with senior stakeholders
• Analytical Rigor: You are comfortable with KPIs, pipeline health, and forecast accuracy
• Adaptability: You thrive in ambiguity — adaptable, pragmatic, and solutions-oriented
• AI Fluency: You have hands-on experience using AI to improve your workflow, and the sound judgment to know exactly when to rely on it and when to step in yourself

Why Personio Personio is an equal opportunities employer, committed to building an integrative culture where everyone feels welcomed and supported. We embrace uniqueness and understand that our diverse, values-driven culture makes us stronger. We are proud to have an inclusive workplace environment that will foster your development no matter your gender, civil status, family status, sexual orientation, religion, age, disability, education level, or race.

At Personio, we value in-person collaboration while also offering flexibility. This role is office-based, with 3 days per week required in your contracted office location. The remaining days can be worked from home or in the office if you prefer. In addition, you’ll have 20 Flex Days per year to work remotely from other locations.

Aside from our people, culture, and mission, check out some of the other benefits that make Personio a great place to work:

• Receive a competitive reward package – reevaluated each year – that includes salary, benefits, and pre-IPO equity
• Enjoy 28 days of paid vacation, plus an additional day after 2 and 4 years
• Make an impact on the environment and society with 1 (fully paid) Impact Day
• Receive generous family leave, child support, mental health support (including 24 sessions per year with Oli for yourself and 10 sessions for a significant other), and sabbatical opportunities
• We enjoy gathering for meals, cultural initiatives, and events like local Summer Sessions and year-end celebrations. There's also healthy snacks, drinks, and a weekly catered lunch