Strategic Account Manager (Major Accounts)

• We're taking autonomous search mainstream, making product discovery more intuitive and conversational for customers, and more profitable for businesses.
• We’re making conversational shopping a reality, connecting every shopper with tailored guidance and product expertise — available on demand, at every touchpoint in their journey.
• We're designing the future of autonomous marketing, taking the work out of workflows, and reclaiming the creative, strategic, and customer-first work marketers were always meant to do.

Major Accounts is an exciting and rapidly growing division within our EMEA Account Management revenue business. Reporting to the Vice President, the Enterprise/Strategic Account Director will collaborate with both internal support teams and external partners to offer market-leading technology and strategic guidance to our key customers.

Key Responsibilities:

• Manage a number of key Major Accounts ($6M - $10M ARR), focusing on both retention and growth beyond traditional upsell — including geographic, brand/parent group expansion and cross-sell expansion.
• Develop and execute strategic account plans and go-to-market strategies based on a deep understanding of customer business needs and objectives, aligning Bloomreach products and services to client goals.
• Serve as the primary point of contact for economic buyers and key decision-makers, cultivating and nurturing relationships with C-Suite executives, and facilitating executive engagement where appropriate.
• Collaborate with partners, Customer Success, ISVs, and internal stakeholders to mutually drive customer value and translate that into market expansion and cross-sell opportunities, leveraging the full Bloomreach ecosystem.
• Serve as a strong advocate for clients, ensuring that their feedback and business needs are effectively communicated to internal teams, including Product, Marketing, and Customer Success, to drive continuous improvement and identify advocacy opportunities.
• Proactively monitor account health, revenue, and expansion opportunities, delivering regular reports on opportunity creation, deal progression, churn risk, and mitigation strategies to internal stakeholders.
• Demonstrate strong data analysis skills, with a focus on identifying trends in eCommerce, AB testing, and conversion metrics. Utilise data to provide actionable insights to clients and internal stakeholders, supporting decision-making processes and identifying upsell opportunities.
• Lead and participate in Quarterly Business Reviews to align client goals with Bloomreach solutions, providing data-driven updates on account health, key initiatives, and upcoming opportunities for expansion and cross-sell.
• Identify risks and orchestrate timely mitigation by mobilising appropriate internal resources with urgency.
• Execute upsell and cross-sell deals through a value-based, disciplined sales cycle, leveraging methodologies like MEDDPICC.
• Evaluate and recommend improvements to the sales process and account strategy, tailoring engagement to the customer’s size, type, and evolving needs.
• Take an entrepreneurial approach to problem-solving: embrace new challenges, adjust quickly to shifting priorities, and apply tools like design thinking to spark innovative solutions and overcome barriers.
• Apply strategic thinking to foresee long-term implications of client strategies and internal decisions, offering forward-looking insights and identifying emerging risks and opportunities.
• Maintain a comprehensive understanding of Bloomreach products and evolving capabilities. Educate clients on potential new use cases, features, and integrations that create added value and uncover potential upsell opportunities.
• Measured on Expansion ARR (attainment vs. quota), renewals, and access to key power stakeholders.

Professional Experience & Requirements

• 6+ years of experience in Account Management, Sales, Consulting and managing an enterprise-level book of customers. Martech, Ad Tech, Search, Commerce, AI, and/or Digital Experience backgrounds strongly preferred.
• Proven expertise in strategic account planning, leveraging an internal and external ecosystem — including partners, executives, and cross-functional teams — to meet customer objectives.
• Professional seller with a proven history of consistently exceeding quota.
• Someone who is able to clearly articulate how they have built and expanded existing client relationships into new markets and/or group expansion success stories.
• Experience working with SDR outbound functions as well as supporting teams including; Customer Success, Partnerships, Solutions, Marketing and commercial support teams.
• Proficiency in analytics and statistical knowledge, particularly in analyzing eCommerce data, AB testing, and conversion metrics.
• Deep customer-centric focus: anticipates long-term client needs, addresses underlying concerns beyond immediate asks, and proactively seeks opportunities to drive additional value.
• Strong collaborator who facilitates group alignment, provides constructive feedback, and ensures all stakeholders can contribute meaningfully to outcomes.
• Entrepreneurial mindset: embraces new challenges, adapts quickly to change, builds diverse networks for idea generation, and drives outcomes through innovative thinking.
• Strategic thinker who exercises sound judgment, evaluates options in ambiguous situations, and aligns recommendations to broader organizational context and priorities.
• Demonstrated executive presence and subject matter expertise: able to understand and address complex stakeholder needs while building strong business relationships at the executive level.
• Outstanding written and verbal communication skills, with the ability to clearly articulate SaaS investment value and ROI.
• Proficient with CRM, forecasting, and productivity tools.
• Willingness to travel regularly as required.

Even if you don’t meet all of the competencies, we would still love to hear from you!

More things you'll like about Bloomreach:

Culture:

• A great deal of freedom and trust. At Bloomreach we don’t clock in and out, and we have neither corporate rules nor long approval processes. This freedom goes hand in hand with responsibility. We are interested in results from day one. 
• We have defined our 5 values and the 10 underlying key behaviors that we strongly believe in. We can only succeed if everyone lives these behaviors day to day. We've embedded them in our processes like recruitment, onboarding, feedback, personal development, performance review and internal communication. 
• We believe in flexible working hours to accommodate your working style.
• We work virtual-first with several Bloomreach Hubs available across three continents.
• We organize company events to experience the global spirit of the company and get excited about what's ahead.
• We encourage and support our employees to engage in volunteering activities - every Bloomreacher can take 5 paid days off to volunteer*.
• The Bloomreach Glassdoor page elaborates on our stellar 4.4/5 rating. The Bloomreach Comparably page Culture score is even higher at 4.9/5

Personal Development:

• We have a People Development Program -- participating in personal development workshops on various topics run by experts from inside the company. We are continuously developing & updating competency maps for select functions.
• Our resident communication coach Ivo Večeřa is available to help navigate work-related communications & decision-making challenges.*
• Our managers are strongly encouraged to participate in the Leader Development Program to develop in the areas we consider essential for any leader. The program includes regular comprehensive feedback, consultations with a coach and follow-up check-ins.
• Bloomreachers utilize the $1,500 professional education budget on an annual basis to purchase education products (books, courses, certifications, etc.)*

Well-being:

• The Employee Assistance Program -- with counselors -- is available for non-work-related challenges.*
• Subscription to Calm - sleep and meditation app.*
• We organize ‘DisConnect’ days where Bloomreachers globally enjoy one additional day off each quarter, allowing us to unwind together and focus on activities away from the screen with our loved ones.
• We facilitate sports, yoga, and meditation opportunities for each other.
• Extended parental leave up to 26 calendar weeks for Primary Caregivers.*

Compensation:

• Restricted Stock Units or Stock Options are granted depending on a team member’s role, seniority, and location.*
• Everyone gets to participate in the company's success through the company performance bonus.*
• We offer an employee referral bonus of up to $3,000 paid out immediately after the new hire starts.
• We reward & celebrate work anniversaries -- Bloomversaries!*

(*Subject to employment type. Interns are exempt from marked benefits, usually for the first 6 months.)

Excited? Join us and transform the future of commerce experiences!

If this position doesn't suit you, but you know someone who might be a great fit, share it - we will be very grateful!

Any unsolicited resumes/candidate profiles submitted through our website or to personal email accounts of employees of Bloomreach are considered property of Bloomreach and are not subject to payment of agency fees.

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