Key Responsibilities La siguiente información tiene como objetivo proporcionar a los posibles candidatos una mejor comprensión de los requisitos para este puesto.

- - Build and maintain the success plan, QBR rhythm, and renewal motion for each of your 10–15 named accounts.

- Drive multi-module adoption— not just the entry SKU. Identify which HUB modules fit the customer’s regulatory and operational roadmap, and steer them toward platform breadth.

- Lead expansion conversations to a BANT-qualified opportunity (3 of 4) along with the Account Executive.

- Maintain a quarterly Opp Map per account: Defend lines (renewal, retention risk) and Attack lines (cross-sell, upsell, white space).

- Own the executive relationship map. Engage C-level and VP-level stakeholders on the customer side; bring osapiens leadership in as Exec Sponsor where it accelerates the account.

- Be the customer’s voice into Product on roadmap conflicts and feature prioritisation; partner with Product Management to frame trade-offs the right way.

- Contribute to the topic forum (community of practice) for your expertise lane — feed playbooks across the wider CS team.

- Keep account health, risk, and forecast data current in Planhat and HubSpot—your accounts feed the weekly pipeline review and CS leadership reporting.

Requirements

- - 5+ years in Customer Success, Strategic Account Management, or post‑sales Consulting in enterprise B2B SaaS.

- Demonstrable experience managing enterprise Tier 1 accounts.

- Practitioner‑level depth in one of our four topic‑expertise lanes: Supplier Intelligence (Supplier Due Diligence & Collaboration, Supply Chain Transformation), Product Compliance, Traceability (food supply chain, Medical Devices regulation), or Sustainability & Reporting.





- Demonstrated track record running multi‑product, multi‑stakeholder accounts where renewal and expansion were both your responsibility.

- Credible at CxO level — you have sat across from CFOs, COOs, CSOs, VPs of Compliance and held your own.

- AI‑native operator: you use AI tooling daily and would be uncomfortable working without it.

- Highest level of commitment, accountability, and flexibility — you sign up for outcomes, not for hours.

- Commercial instinct: you are comfortable taking an expansion conversation to BANT and handing a real opportunity to Sales — without being a Sales rep yourself.

- Excellent written and spoken English.

- Confident with CRM and CS tooling (HubSpot, Planhat, or equivalent) and structured account‑planning frameworks.

- Nice‑to‑have: German or Spanish at working level — accelerates relationships in our DACH and Iberia customer base.

- Hands‑on exposure to CSRD, EUDR, CBAM, EU Taxonomy, PPWR, or REACH on the customer or consulting side.

- Background in strategic consulting, or regulatory consulting (Big 4, sustainability advisory) or post‑sales engineering in a compliance / ESG SaaS. xqbhyrx

- Experience standing up or scaling a CS function — playbooks, segmentation, success‑plan templates.

Hard Skills

- - Customer Success

- Strategic Account Management

- Enterprise B2B SaaS

- Supplier Intelligence

- Product Compliance

- Traceability

- Sustainability & Reporting

- Account Planning

- Multi‑product Management

- AI Tooling

Soft Skills

- - Accountability

- Flexibility

- Commercial Instinct

- Written Communication

- Verbal Communication

- Stakeholder Engagement

- C‑level Interaction

- Collaboration

- Problem Solving

- Leadership

📌 Senior Customer Success Manager (Madrid)
🏢 Jobtailor
📍 Madrid