Account Manager

The Opportunity

This is a commercially accountable role with ownership of a defined portfolio of existing Singu customers. Your mandate is to deepen those relationships, identify and convert expansion opportunities, and deliver sustainable revenue growth across the portfolio.

Expansion is not automatic. Every additional site, country, module or use case requires a clear business case, an identified budget holder and a defined decision process. The people who use Singu every day are rarely the same people who approve the next phase, so success depends on navigating complex buying groups and building support across operations, real estate, procurement, IT and finance.

Typical expansions range from £25k to £100k, with significant multi-country potential. Winning them requires strong discovery, quantified value, executive access and the ability to align multiple stakeholders around a compelling commercial case.

Singu supports complex property and facilities operations across more than 250 million square metres, with established customers spanning commercial real estate, logistics, retail, facilities management and the public sector. You will inherit a high-quality customer base with retention above 98%. Protecting that foundation matters, but you will be measured primarily on the growth you create from it.

This is a hybrid role – 2-3 days per week from the office in Cracow or Warsaw.

What To ExpectA defined portfolio of named customers with real expansion headroom, not a long tail to service.

Expansion deals with meaningful value and clear multi-country potential.

Dedicated Pre-Sales, marketing and executive sponsorship.

Direct access to the CRO for deal strategy, coaching and fast commercial decisions. Pricing, terms and sponsorship all take place without a committee.

Uncapped earnings with meaningful accelerators, weighted towards growth rather than renewal.

Credible routes into strategic or global accounts or sales leadership.

What You Will Own

Portfolio and Growth PlanAn expansion quota, and an account plan for each named customer that shows how you intend to hit it.

Mapped whitespace across sites, countries, modules and use cases, with the sequence in which you will pursue it.

Diagnostic conversations grounded in operating cost, compliance and risk — the same rigour as a new logo, applied to a customer who already buys from us.

Expansion Execution

Expansion opportunities qualified to a MEDDICC standard, with a quantified business case and access to the economic buyer. An existing relationship is not a substitute for a buying process.

Every material account multi-threaded, so it survives a change of sponsor on either side.

Commercial negotiation that builds value and protects price rather than defaulting to discount.

Rigorous qualification and early decisions on expansion ideas that lack a credible business case, budget or route to decision.

Forecasting and GovernanceA forecast that holds, and stage integrity, next steps and close dates you stand behind.

Contribution to the playbook i.e. expansion plays, competitive displacement within accounts and repeatable use cases.

What Excellent Performance Looks Like

• Commercial outcomes
• Net revenue retention across the portfolio
• Expansion ARR against quota
• Accounts grown into new sites, countries or use casesTotal multi-year value contracted
• Operating standards
• Forecast accuracy
• Multi-threading and MEDDICC quality on expansion deals
• Price protection and discount disciplineCRM and account plan quality
• What We're Looking ForTypically, five or more years in B2B software or complex technology sales, including a sustained period carrying a growth or expansion quota. Quality of results matters more than years.

Evidence of growing existing customers, not only keeping them: expansion attainment, net revenue retention, and specific accounts you took from one deployment to several.

The ability to take us through a significant expansion end to end: how you found it, who had to be convinced, what nearly derailed it, and why it was won or lost.

A structured seller: MEDDICC or comparable, applied to expansion deals rather than reserved for new logos.

Strong results combined with the forecast and CRM discipline to run a predictable expansion book.

CAFM, IWMS, FM, PropTech or multi-site operations experience is an advantage.

Fluent Polish and English – minimum at C1.

Hungarian and/or Romanian language is an advantage.

Package, Support and Progression

Competitive base salary, uncapped commission, accelerators for over-performance.

Customer Success, Pre-Sales, marketing and enablement to support your success

Structured onboarding, methodology training and deal coaching, with a fairly ramped quota.

Progression into strategic or global accounts, or sales leadership. We back elite individual contributors as readily as future managers.