Key Responsibilities
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 sig

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