B2B Key Account Manager
No salary listed
Mid, Senior
Berlin, Germany
HybridAt least three days per week (Tuesday–Thursday) at the Berlin HQ; up to 15 remote business days per year to work abroad.
Sales & Account ManagementAccount Management
About the job
Requirements
- Have 3 to 5 years of experience in B2B account management, key or strategic accounts, or commercial customer success with an NRR or expansion target, ideally in subscription, leasing, or Device-as-a-Service models.
- Have a track record of growing existing accounts through upselling and cross-selling, with measurable results.
- Have experience owning renewals and protecting revenue against downgrades at the end of contracts or terms.
- Meet customers regularly, run business reviews, and maintain a plan for each account.
- Be able to build expansion and renewal forecasts and be accountable for forecast results.
- Have strong presentation skills and manage relationships and stakeholders across procurement, IT, finance, and operations.
- Be comfortable with a high-volume recurring model, not only a small number of large deals.
- Have experience with a customer relationship management system such as HubSpot, Salesforce, or Pipedrive.
- Demonstrate ownership and accountability for account revenue.
- Be fluent in German at C1 level or higher and have strong English skills.
Responsibilities
- Own a book of existing B2B accounts and carry net revenue retention and expansion targets across them.
- Grow accounts through upselling and cross-selling as customers add headcount, refresh devices, and open new teams or sites, including new-joiner orders, upgrades, and additional device categories.
- Meet customers regularly and run business reviews to understand their headcount and device roadmaps.
- Own renewals and end-of-term activity by working with expiring subscriptions in advance so devices are renewed, upgraded, or replaced rather than returned.
- Build and maintain a plan for every key account, covering growth opportunities, risks, and stakeholder maps.
- Build and maintain a credible expansion and renewal forecast for the account portfolio, and deliver against it.
- Take on new accounts handed over from Account Executives each quarter and ramp them quickly.
- Build relationships across procurement, IT, finance, and operations within each account.
- Work with Operations and Risk to unblock orders, and flag billing or process friction that could slow account growth.
- Provide structured feedback to influence product, pricing, and process.
Desired Qualifications
- Experience in subscription, leasing, or Device-as-a-Service models is preferred.
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