Key Account Manager

Title: B2B Key Account Manager (C1+ Deutsch) (m/w/d)

Location: Berlin 

Job Description:

About Grover

Founded in 2015, Grover enables consumers and businesses across Europe to subscribe to tech devices and comprehensive technology solutions - from individual smartphones, laptops, and wearables to full corporate device setups. The company offers access to over 1,000 unique tech items on flexible and financially convenient terms. A pioneer of the circular economy, Grover refurbishes and recirculates devices to help eliminate e-waste.

Grover is Europe's leading provider of tech subscriptions. Instead of buying devices, our customers subscribe to smartphones, laptops, tablets, and wearables for exactly the period they need. Over 1,000 products are available. We test returned devices, refurbish them, and put them back into circulation. This way, technology stays in use longer and less of it ends up as e-waste.

In the B2B sector, we offer companies the same model. Companies equip their teams with technology without tying up capital, without having to accept long depreciation cycles, and without having to worry about resale or disposal.

Therefore, we are looking for a Key Account Manager (B2B) (m/f/d) for our Berlin office, with a minimum of three days per week on-site, Tuesday to Thursday. You will report to our Team Lead B2B and work closely with our Account Executives as well as with Operations, Risk, and Product. You will manage some of our largest and most active B2B clients and ensure their growth. Your most important key performance indicator (KPI) is Net Revenue Retention (NRR): The revenue in your portfolio should remain at least 100%.

What you contribute:

• You grow your accounts. When your clients hire new people, upgrade their equipment, or build new teams and locations, you're already in the conversation. Upselling and cross-selling are part of your daily routine: equipment for new employees, upgrades, and additional device categories.
• You know your customers. You meet with them regularly and conduct business reviews, including with management. This way, you understand their staffing and equipment needs before they buy elsewhere.
• You ensure the contract ends on time. Address expiring subscriptions early so that devices are renewed or exchanged for newer models instead of being returned.
• You have a plan for every account. You know the growth opportunities, the risks, and the key contacts, and you know where the account should develop.
• You stand by your forecast. You create a reliable forecast for expansion and renewals, keep it up to date, and can explain it at any time. In the end, you achieve the number you promised.
• You'll take on new clients. Every quarter, our account executives will hand over newly acquired accounts to you. You'll quickly build and develop relationships with them.
• You'll be speaking with multiple contacts. In each account, you'll build relationships with purchasing, IT, finance, and operations to ensure the account isn't dependent on a single person.
• You remove obstacles. Together with Operations and Risk, you ensure that orders are approved. You address billing or process issues before they hinder the growth of your accounts.
• You bring the customer's perspective to the team. You communicate what you hear in customer conversations in a structured way to improve the product, pricing, and processes.

What you bring:

• 3 to 5 years of experience in B2B account management, key account management or in a customer success role with revenue responsibility (NRR or expansion target).
• Growth you can talk about. You've expanded existing accounts through upselling and cross-selling, and you know your numbers.
• Experience with contract renewals. You have successfully defended revenue against downgrades at the end of a contract or term.
• A consistent routine with your accounts. Regular appointments, business reviews, and a plan for each account are normal for you.
• Forecasting security. You create a forecast for expansion and renewals and maintain that figure.
• Strong stakeholder management. You move confidently between purchasing, IT, finance and operations and present yourself convincingly to decision-makers.
• Enjoyment of many repeat orders. With us, accounts often grow step by step, not just through a few big deals.
• Discipline in CRM , ideally with HubSpot, Salesforce or Pipedrive.
• Ownership. You take responsibility for the revenue in your portfolio.
• German at C1 level and very good English. You speak German with customers, but we work in English within the team.
• A plus, but not a must: experience with subscription, leasing or Device-as-a-Service models, with SMEs and mid-sized companies in the DACH region or with IT procurement

The Grover Way - how we create success:

• Own It. We take responsibility for our results, not just our tasks.
• Challenge, Decide, and Commit. We discuss openly, make clear decisions, and then follow through together.
• Empower and Grow. We share knowledge and help each other to improve.
• Respect, transparency, and clarity. We communicate the situation early and respectfully.

What you'll love about us:

• Hybrid working with 15 remote days per year that you can use from abroad
• Support for your mental health with Nilohealth
• Membership at Urban Sports Club
• Subsidy for the BVG ticket
• 750 euros learning budget per year for your development
• Employee discount at Grover Tech
• A dog-friendly office in Berlin-Schöneberg
• A team from more than 75 nations

Embark on an exciting journey with the Grover Rocketship. We look forward to meeting you!

Grover is an equal opportunity employer. We make our decisions regardless of origin, gender, age, religion, disability, sexual orientation, or identity.