Senior Account Manager

The Senior Account Manager drives profitable growth for Cyclomedia in Poland, with primary responsibility for winning new public sector customers and developing assigned existing accounts. The main focus is on cities, municipalities, road authorities and other public organizations.

The role independently creates and converts opportunities into signed contracts, owns an individual sales target and builds relationships with senior decision-makers. It positions street-level imagery, LiDAR, data insights and GIS solutions, including StreetSmart and SmartGEM, around measurable customer needs in infrastructure management, municipal GIS and street digital twins.

Working within the Polish sales strategy and agreed commercial guidelines, the Senior Account Manager combines disciplined prospecting, consultative selling and sound commercial judgement to deliver sustainable revenue growth.

Responsibilities and expected results

Sales Performance and Commercial Ownership

• Own and deliver agreed individual sales targets, with priority on new customer wins. Negotiate pricing, scope and terms within approval limits, protecting profitability and ensuring commitments are deliverable.

• Be accountable for signed business, new customer acquisition, growth in assigned accounts, pipeline quality and forecast accuracy. Review progress against agreed annual and quarterly objectives with the Senior Sales Director Poland.

Market Analysis and Business Development

• Develop and execute a sales plan for assigned accounts and market segments, aligned with the Polish strategy. Prioritise opportunities using customer needs, funding, decision processes, timing and commercial potential.

• Build a pipeline through proactive outreach, established relationships, referrals, partners and relevant events. Develop opportunities before tenders are published and maintain a balanced mix of medium-sized and strategic deals.

Client Needs Assessment and Solution Advisory

• Lead discovery with business, technical and procurement stakeholders. Identify operational problems, decision criteria and expected benefits, and translate them into a clear business case for Cyclomedia solutions.

• Lead customer presentations and coordinate demonstrations with Sales Engineering. Develop proposals using the standard portfolio; validate scope, feasibility and any non-standard requirements with Product and Operations before making commitments.

Sales Execution and Negotiations

• Independently manage the full sales cycle from qualification to contract signature. Establish decision-makers, budget, procurement route, competition and next steps; maintain momentum through long, complex purchasing processes.

• Build credibility with city executives, department heads, GIS and IT leaders and road authority directors. Lead commercial negotiations, address objections and close opportunities with a clear account and deal strategy.

Public Procurement and Tender Leadership

• Own the commercial strategy for assigned bids, working with the Tender Manager and technical, operational, finance and legal teams. Assess requirements, competitiveness, delivery risks and profitability to support bid or no-bid decisions.

• Coordinate commercial input, pricing and clarifications, securing timely internal approvals. Develop customer opportunities in line with public procurement rules and company policies, and convert awarded tenders into signed contracts.

Customer Relationship Management and Expansion

• Maintain account development plans and relationships across multiple stakeholders in assigned customers. Identify additional use cases, departments, data refresh cycles and recurring opportunities that grow account value.

• Remain the commercial owner after signature. Ensure a clear handover to Operations, coordinate with Customer Success on adoption and expansion, and address commercial issues while delivery teams retain responsibility for project execution.

CRM and Sales Forecasting

• Maintain an accurate CRM record of contacts, opportunities, values, stages, probabilities and next actions. Provide realistic forecasts reflecting procurement milestones, decision timing and material risks.

• Regularly qualify and prioritize the pipeline, address gaps and stop pursuing weak opportunities. Take corrective action proactively and escalate decisions or blockers with clear recommendations.

Internal Collaboration and Market Contribution

• Coordinate the internal expertise required to win business and share customer and competitor insights with Sales, Marketing and Product. Support focused campaigns, reference cases and relevant industry events.

• Contribute practical sales expertise to the Polish team, share effective approaches and support colleagues on complex opportunities. Exercise leadership through ownership and influence across functions.