At a Glance
- Tasks: Manage complex Enterprise accounts and drive revenue growth through strategic initiatives.
- Company: Join Trustpilot, a leading FTSE-250 company on a mission to build trust.
- Benefits: Enjoy hybrid work, competitive salary, generous holiday, and wellness perks.
- Other info: Opportunities for personal development and a vibrant, inclusive workplace culture.
- Why this job: Be part of a dynamic team making a real impact in the digital landscape.
- Qualifications: Experience in managing SaaS accounts and expertise in sales methodologies required.
The predicted salary is between 36000 - 60000 £ per year.
At Trustpilot, we are on an incredible journey. We are a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world’s largest independent consumer review platform, and while we have come a long way, there is still so much exciting work to do. Come join us at the heart of trust!
Summary Overview
As a Senior Account Manager, you will manage Trustpilot’s most complex, multi-stakeholder Enterprise accounts. You are a strategic architect responsible for increasing high-velocity Net Revenue Retention (NRR) through the identification of white space and the execution of a disciplined, methodology-driven commercial strategy. You don’t just manage renewals; you drive advocacy by proving measurable ROI that transcends the TrustScore.
What you’ll be doing
- Whitespace Identification: Conduct deep-dive discovery to map untapped opportunities across global divisions, product lines, and marketing stacks to drive sustained NRR growth.
- MEDDICC Discipline: Apply the MEDDICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition) to every renewal and expansion opportunity to ensure forecast accuracy and deal integrity.
- Complex Renewals: Lead multi-year, high-contract-value (ACV) renewals by mitigating risk early and aligning Trustpilot’s roadmap with the customer’s long-term digital strategy.
- Organisational Mapping: Build a "web of influence" by multi-threading across diverse departments (C-Suite, Marketing, Digital, Product, and Legal) to ensure Trustpilot is indispensable at every level of the organisation.
- Champion Development: Identify and coach internal Champions to navigate internal bureaucracy and secure buy-in from the Economic Buyer.
- Strategic Alignment: Facilitate Executive Business Reviews (EBRs) that move beyond tactical metrics to address board-level priorities.
- Increasing Stickiness: Integrate Trustpilot deeply into the customer’s tech stack and culture, transforming the partnership from a tool into a business-critical asset.
- Customer Advocacy: Convert successful ROI stories into formal advocacy, driving case studies and references that inform Trustpilot's broader market strategy.
We are looking for people with:
- Enterprise Experience: Extensive experience managing high-touch SaaS accounts, consistently delivering multi-year NRR growth.
- Sales Methodology: Expert-level proficiency in MEDDICC or similar enterprise sales frameworks (e.g., Miller Heiman, BANT, Challenger).
- Commercial Acumen: Demonstrated negotiation skills and the ability to navigate complex legal and procurement landscapes.
- Industry Knowledge: Solid understanding of the digital advertising, search marketing, and MarTech ecosystem.
- Analytical Rigor: A data-driven mindset capable of translating complex data sets into a compelling value narrative for executive audiences.
What’s in it for you
- A hybrid work set-up (3 days in the office, 2 days remote).
- Competitive base salary with an uncapped commission structure + company bonus.
- 25 days holiday per year, increasing to 28 days after 2 years of continuous employment.
- Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community.
- Rich learning and development opportunities supported through the Trustpilot Academy and Blinkist.
- Pension and life insurance.
- Health cash plan, online GP, 24/7, Employee Assistance Plan.
- Full access to Headspace, a popular mindfulness app to promote positive mental health.
- Paid parental leave.
- Season ticket loan and a cycle-to-work scheme.
- Central office location complete with table tennis, a gaming corner, coffee bars and all the snacks and refreshments you can ask for.
- Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities and team socials.
- Access to over 4,000 deals and discounts on things like travel, electronics, fashion, fitness, cinema discounts and more.
- Independent financial advice and free standard professional mortgage broker advice (worth £495 in waived fees).
Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust.
Enterprise Account Manager employer: Trustpilot, Inc.
At Trustpilot, we pride ourselves on being a dynamic and inclusive employer that fosters personal and professional growth. With a collaborative work culture, rich learning opportunities through the Trustpilot Academy, and a commitment to employee well-being, we ensure our team members thrive in their roles while enjoying a hybrid work setup and numerous benefits. Join us in our mission to become the universal symbol of trust, where your contributions are recognised and valued.
StudySmarter Expert Advice🤫
We think this is how you could land Enterprise Account Manager
✨Tip Number 1
Network like a pro! Reach out to current or former employees at Trustpilot on LinkedIn. A friendly chat can give you insider info and maybe even a referral, which can really boost your chances.
✨Tip Number 2
Prepare for the interview by mastering the MEDDICC framework. Make sure you can discuss how you've applied it in past roles. This shows you're not just familiar with the theory but can actually put it into practice.
✨Tip Number 3
Showcase your analytical skills! Be ready to share examples of how you've turned complex data into actionable insights. Trustpilot loves data-driven decision-making, so this will definitely impress them.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen. Plus, it shows you’re genuinely interested in being part of the Trustpilot team.
We think you need these skills to ace Enterprise Account Manager
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Enterprise Account Manager role. Highlight your experience with high-touch SaaS accounts and your expertise in sales methodologies like MEDDICC. We want to see how your skills align with our mission at Trustpilot!
Showcase Your Achievements:Don’t just list your responsibilities; share specific examples of how you’ve driven NRR growth or successfully managed complex renewals. Use metrics to back up your claims, as we love a data-driven narrative that demonstrates your impact!
Be Authentic:Let your personality shine through in your application. We’re looking for creative thinkers who can contribute to our dynamic culture. Share your unique experiences and how they’ve shaped your approach to account management.
Apply Through Our Website:We encourage you to submit your application directly through our website. It’s the best way for us to receive your details and ensures you’re considered for the role. Plus, it shows you’re keen on joining our team at Trustpilot!
How to prepare for a job interview at Trustpilot, Inc.
✨Know Your MEDDICC
Familiarise yourself with the MEDDICC framework before your interview. Be ready to discuss how you've applied it in past roles, especially in managing complex renewals and driving NRR growth. This will show that you understand the methodology and can leverage it effectively.
✨Research Trustpilot's Ecosystem
Dive deep into Trustpilot’s services and the digital advertising landscape. Understand their unique value proposition and be prepared to discuss how you can integrate Trustpilot into a customer’s tech stack. This knowledge will demonstrate your commitment and strategic thinking.
✨Prepare for Executive Conversations
Since you'll be facilitating Executive Business Reviews, practice articulating how you would address board-level priorities. Think about how to translate complex data into compelling narratives that resonate with C-suite executives, showcasing your analytical skills.
✨Showcase Your Advocacy Skills
Be ready to share examples of how you've turned successful ROI stories into customer advocacy in previous roles. Highlight any case studies or references you've developed, as this aligns perfectly with Trustpilot's goal of driving customer advocacy and trust.
