ph3Account Channel Manager - Madrid (Hybrid) /h3 pbJob title /b bAccount Channel Manager /b /p pbClient scope /b bEnterprise, Mid-Market, SMB /b /p pbLocation /b bMadrid, Spain /b /p pbLanguages /b bSpanish and English – both mandatory /b /p pbContract type /b Full time /p h31. Context and objectives /h3 pTransFollow is a fast-growing SaaS product, owned by Viaservice, that has established itself as the leader in the digitalisation of eCMR and transport waybills across Europe. The company has reached a decisive turning point: product-market fit is firmly established, and our strategic evolution towards full supply‑chain visibility and driver empowerment has been validated by significant contracts with major enterprises. /p pThis role is part of an ambitious commercial strategy aimed at accelerating revenue growth, maximising customer retention and supporting partners in their digital transformation, in full compliance with applicable regulations. /p pTo manage, retain and grow the existing client portfolio (Enterprise, Mid‑Market, SMB), while actively contributing to revenue growth through upsell and account expansion. /p h33. Responsibilities and activities /h3 h33.1 Account management and onboarding /h3 ul liTake ownership of new clients after signature (onboarding) across all segments. /li liEnsure a smooth handover from the New Business team to operational account management. /li liDrive solution adoption and customer satisfaction during the first months. /li liAct as the client’s primary point of contact and trusted advisor. /li /ul h33.2 Revenue development (Upsell and Expansion) /h3 ul liIdentify upsell and cross‑sell opportunities within the existing portfolio. /li liNegotiate and close amendments, contract extensions and upgrades. /li liDrive ARR (Annual Recurring Revenue) growth across the assigned scope. /li liSupport clients in expanding their usage: new flows, new entities,



new products. /li /ul h33.3 Retention and customer satisfaction /h3 ul liMonitor key account indicators (consumption, NPS, tickets, renewals). /li liAnticipate churn risks and implement corrective action plans. /li liOrganise regular account reviews with strategic clients. /li liHandle crisis situations with responsiveness and professionalism. /li liCollaborate with TMS, FMS, ERP and WMS partners to maximise client value. /li liTake part in partners’ commercial and client meetings. /li liTrain partners and contribute to building up their expertise. /li liContribute to defining partner segmentation and lead‑generation initiatives. /li liStrengthen technology integrations with partners (TMS, FMS, ERP, WMS). /li /ul h33.5 Promotion and evangelisation /h3 ul liPromote the eCMR and mobility solutions to professional associations. /li liLead awareness initiatives around the eCMR and the eFTI Regulation to engage prospects. /li liOvercome barriers to the adoption of digitalisation among partners. /li liContribute to generating qualified leads through field promotion activities. /li /ul h34. Required skills /h3 h34.1 Technical skills /h3 ul liCommand of SaaS environments / B2B solutions, ideally in the transport or logistics sector. /li liKnowledge of TMS, FMS, ERP and WMS ecosystems. /li liGood understanding of the challenges of digitalising transport documents. /li liProficiency with a CRM tool (Salesforce, HubSpot or equivalent).



/li /ul h34.2 Commercial and interpersonal skills /h3 ul liExcellent negotiation and customer‑relationship management skills. /li liComfortable engaging with C‑level stakeholders. /li liAbility to manage a multi‑segment client portfolio autonomously. /li liStrong listening skills, results orientation and service mindset. /li liFluency in Spanish and English is mandatory; both languages are required for this role. /li liOwnership mindset and proactivity in managing accounts. /li liStrong adaptability in a fast‑growing environment. /li liEnjoys cross‑functional collaboration (Sales, Product, Partners). /li liRigour, organisation and a sense of priorities. /li /ul h35. Performance indicators (KPIs) /h3 ul liARR (Annual Recurring Revenue) growth across the managed portfolio. /li liRetention rate and churn rate. /li liUpsell and expansion rate on existing accounts. /li liNPS and customer satisfaction. /li liProduct adoption rate (active use of key features). /li /ul h36. Compensation and commission /h3 pCompensation consists of a competitive base salary and a performance‑based variable component: /p h37. Internal interfaces and collaboration /h3 ul libProduct team: /b relaying customer feedback and contributing to roadmaps. /li libPartners (TMS / WMS / ERP): /b coordination on shared accounts and technology integrations. /li libExecutive Management: /b regular reporting and strategic alignment. /li /ul h38. What we offer /h3 ul liJoin a fast‑growing SaaS company leading the digitalisation of freight documents (eCMR, Carta de Porte) and offering cutting‑edge collaborative solutions for the logistic industry. /li liBe part of the new Madrid office and influence our Spanish market launch. /li liStrong team support from local and international colleagues. /li liHybrid working model (Coslada office + remote). /li /ul /p #J-18808-Ljbffr

📌 Account & Channel Manager (Madrid, Spain)
🏢 Transfollow
📍 Madrid