Senior Account Manager - Lokalise

About the Team

We are looking for a Senior Account Manager to join our EMEA team, which focuses on strengthening relationships with existing customers and driving sustainable revenue growth through retention, expansion, upselling, and cross-selling.

In this role, you will own the commercial outcomes and full commercial lifecycle of your assigned enterprise accounts. This includes protecting customer retention, supporting successful renewals, identifying expansion opportunities, and ensuring customers continue to realise value from Lokalise over time.

You will manage a portfolio of strategic customers. You will act as a trusted commercial partner, helping customers connect Lokalise’s capabilities to their business objectives, localisation workflows, and international growth plans.

You will report to the Director of Sales EMEA and work closely with Customer Success, Solutions Architecture, Product, Finance, and Legal. You will be measured primarily on account expansion through upselling, cross-selling, and broader customer adoption and gross revenue retention across your portfolio.

What You Will Do

• Own account commercial outcomes: Take responsibility for the full commercial lifecycle of your assigned enterprise accounts, including retention, renewals, expansion, upselling, and cross-selling.
• Protect retention and renewal outcomes: Monitor account health, customer engagement, product value, and commercial risks to identify potential retention challenges early and coordinate effective action with internal teams.
• Drive account expansion: Identify and execute upsell, cross-sell, and expansion opportunities, leading commercial conversations and negotiations with a focus on achieving and surpassing sales quotas.
• Develop account strategies: Create and maintain clear account plans based on customer goals, stakeholder priorities, product adoption, business risks, renewal plans, and opportunities for broader collaboration.
• Lead consultative customer conversations: Advise customers on how to improve their localisation and content workflows, connect their needs to Lokalise’s solutions, and articulate clear business value and return on investment.
• Navigate complex enterprise sales processes: Coordinate multi-stakeholder opportunities, procurement activity, contract negotiations, and legal discussions, ensuring progress toward successful commercial outcomes.
• Partner cross-functionally and maintain accurate reporting: Work closely with Customer Success and Solutions Architecture to support retention and expansion, collaborate with Product, Finance, and Legal to resolve customer needs, and maintain accurate CRM records, account plans, pipeline updates, and forecasts.
• Use AI to elevate your work: Proactively explore and apply AI tools and approaches to improve customer research, account planning, decision-making, productivity, and go-to-market impact.

What You Must Have

• Full account lifecycle ownership: +5 years of experience owning the commercial lifecycle of strategic or enterprise customer accounts, including retention, renewals, expansion, upselling, and cross-selling in a B2B SaaS environment.
• Proven commercial outcomes: A track record of protecting customer revenue, achieving gross revenue retention or comparable retention targets, and generating measurable account expansion.
• Ability to understand complex SaaS products, with experience selling to business, marketing, and sales stakeholders, and translating product capabilities into clear commercial value.
• Strong written and spoken English, with the ability to collaborate effectively across a remote, international organisation.
• Experience engaging and influencing C-level and senior stakeholders, including the ability to lead strategic conversations and align solutions with business priorities.
• Strong commercial skills, including experience identifying growth opportunities, negotiating contracts, and navigating complex procurement or legal discussions.
• Competency using AI tools to accelerate customer research, synthesis, account planning, and decision-making, with a proactive mindset toward adopting new AI-enabled ways of working.

It’s a Plus If You Have

• Experience engaging technical stakeholders (e.g., IT, engineering, product) in addition to business buyers.
• Experience selling localisation, translation management, or other workflow software.
• Experience working with procurement processes such as RFPs, security reviews, or complex enterprise buying committees.
• Familiarity with structured sales methodologies or account planning frameworks.