B2B Key Account Manager
No salary listed
Mid, Senior
Berlin, Germany
HybridAt least three days per week on-site, Tuesday through Thursday.
Sales & Account ManagementAccount Management
About the job
Requirements
- Have 3 to 5 years of experience in B2B account management, key account management, or a customer-success role with revenue responsibility (NRR or expansion target).
- Have grown existing accounts through upselling and cross-selling, and be able to discuss the results.
- Have experience defending revenue against downgrades at contract or term end.
- Be accustomed to regular customer meetings, business reviews, and maintaining a plan for each account.
- Be able to forecast expansions and renewals and maintain the forecast.
- Manage stakeholders across procurement, IT, finance, and operations, and present to decision-makers.
- Be comfortable managing many recurring orders and developing accounts incrementally rather than relying on a few large deals.
- Use a CRM; experience with HubSpot, Salesforce, or Pipedrive is preferred.
- Take ownership of revenue in the assigned portfolio.
- Have C1-level German and very good English.
Responsibilities
- Grow customer accounts through upselling and cross-selling, including equipment for new employees, upgrades, and additional device categories.
- Meet customers regularly and conduct business reviews, including with executive management, to understand personnel and device plans and identify purchasing needs.
- Engage proactively with subscriptions nearing expiration so customers renew or exchange devices for newer models rather than return them.
- Maintain an account plan covering growth opportunities, risks, key contacts, and the account’s intended development.
- Prepare and maintain reliable forecasts for expansions and renewals, explain the forecast, and achieve committed targets.
- Take over newly won accounts from account executives each quarter, build customer relationships quickly, and develop the accounts.
- Build relationships with procurement, IT, finance, and operations stakeholders within each account.
- Coordinate with operations and risk to obtain order approvals, and address billing or process issues before they hinder account growth.
- Relay structured customer feedback to the team to improve product, pricing, and processes.
Desired Qualifications
- Experience with subscription, leasing, or device-as-a-service models.
- Experience with small and medium-sized businesses or mid-market companies in the DACH region.
- Experience with IT procurement.
About the company
Grover offers subscription-based access to consumer electronics through a rental model for individuals and businesses, with flexible 1–12 month terms and options to extend, return, or buy at the end. It relies on a lifecycle of renting, refurbishing, and recirculating devices, supported by Grover Care which covers up to 90% of repair costs during the rental period. The approach emphasizes access over ownership and aims to reduce electronic waste by keeping devices in circulation across Europe and the US. Its differentiators include a strong circular-economy focus, comprehensive device lifecycle management, scalable business solutions, and a large network of partners and customers.
Company Size
201-500
Company Stage
Late Stage VC
Total Funding
$2.4B
Headquarters
Berlin, Germany
Founded
2015
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Simplify's Take
What believers are saying
- October 20, 2025 CEO Rob Straathof targets sustainable growth and customer experience.
- September 18, 2025 refinancing extended facilities and added equity for growth.
- Grover’s June 2025 MediaMarktSaturn upgrade expands low-friction acquisition in stores and online.
What critics are saying
- April 25, 2025 StaRUG gave creditors control after Grover’s failed shareholder approval.
- September 18, 2025 refinancing fixed leverage, not operational weakness, after months of distress.
- If refinancing discipline slips in 2026, Grover faces another creditor-led takeover or insolvency.
What makes Grover unique
- Grover’s 2025 circular subscription model monetizes devices through repeated rentals.
- June 18, 2025 MediaMarktSaturn rollout put Grover into physical retail across Germany and Austria.
- Grover Business packages procurement and device management for companies needing flexible hardware.
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Benefits
- Hybrid Work Options
- Mental Health Support
- Physical Health Support
- Annual Learning Budget
- Paid Vacation
- BVG Monthly Discount
- Exclusive Grover Tech Discount
- Company Social Events