Sales

Key Account Manager

Look after our most important customers. You'll make sure they get real value from Tantilium Cloud Runner, and grow those relationships over time.

SalesRemote / UKFull-time

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About the role

Our largest customers run critical workloads on Tantilium Cloud Runner. They need someone who understands their business, knows the product well, and can get things done inside Tantilium when they need help.

As a Key Account Manager you'll own a small number of strategic accounts. You'll know who the decision-makers are, what success looks like for each of them, and where the platform could do more. Renewals and expansion are part of the job, but they should follow from customers getting results, not from pushing.

What you'll do

Own the commercial relationship for a portfolio of strategic accounts, including renewals and expansion
Build relationships beyond your day-to-day contact, from platform engineers up to engineering leadership and procurement
Agree success plans with each customer and run regular business reviews that track progress against them
Spot risk early, such as falling usage, a change in sponsor or a support issue that's dragging on, and act on it
Bring customer feedback to product and engineering with enough context for it to be useful
Keep forecasts and account notes in the CRM accurate, so the rest of the company knows where things stand

What you'll bring

Several years in enterprise account management, customer success or sales, working with technical buyers
A track record of retaining and growing large accounts, with numbers you can talk us through
Enough understanding of cloud infrastructure and DevOps to hold a credible conversation with engineers, and to know when to bring in a specialist
Experience negotiating renewals and multi-year agreements
Strong written and spoken communication, including presenting to senior stakeholders
Good habits with a CRM such as Salesforce or HubSpot

Nice to have

Experience selling or managing accounts for a developer tools, infrastructure or security product
Familiarity with Kubernetes and how platform teams buy software
Experience in an early-stage company where you helped build the process as you went

Don't meet every point on the list? Apply anyway. Job descriptions are a best guess at what the role needs, and we'd rather hear from you than miss out.

What success looks like

Within your first two months, you've met the key stakeholders at each of your accounts and agreed success plans with them
Every account has an up-to-date health score that the rest of the company trusts
Your accounts renew on time, with no surprises
Product decisions are being shaped by feedback you brought back from customers

Who you'll work with

You'll work closely with our solutions engineers and enterprise architects on the technical side, with support on escalations, and with product on roadmap conversations.

How we hire

We keep the process short and tell you where you stand at every step.

1
Intro call
30 minutes to talk about your background and what you're looking for.
2
Experience deep dive
A conversation about accounts you've managed: one that grew, one that was at risk, and what you did in each case.
3
Account plan exercise
We'll share a short fictional account brief, and you'll walk us through how you'd approach the first 90 days. Keep it short; we're interested in how you think.
4
Meet the team
Conversations with people from sales, solutions engineering and product.
5
Decision
We aim to come back to you within a few working days of your last interview.

What we offer

Working at Tantilium

Remote-first

Work from wherever you do your best work. We hire across time zones and plan our days so you're not on calls at midnight.

Competitive pay and equity

Salary that's fair for the role and your experience, plus equity so you share in what we build together.

Health cover

Comprehensive health benefits for you, with options for your family.

Time off that you actually take

Generous paid holiday on top of public holidays. We'd rather you rest than burn out.

Learning budget

An annual budget for courses, books and conferences, plus support if you want to sit a certification like the CKA.

Good equipment

A laptop and setup that suits how you work, so your tools never get in the way.

Interested in this role?

Applying takes about five minutes: your details, your CV, and a few lines on why this role appeals to you. A real person reads every application.

Apply for Key Account Manager

Tantilium is an equal opportunity employer. We welcome applications from people of every background, and we don't discriminate on the basis of race, religion, colour, national origin, sex, sexual orientation, gender identity, age, disability, veteran status or any other characteristic protected by law. If you need any adjustments during the hiring process, tell us and we'll make them.