Account Manager - EMEA

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Job Title: Account Manager - EOR & Global Payroll Growth

Location: Remote_APAC/EMEA/NAMER

Function: Account Management / Revenue Growth

Reports to: VP_Account Management

Role Purpose

The Account Manager - EOR & Global Payroll Growth is responsible for driving expansion revenue from existing customers by identifying, developing, and closing opportunities for Employer of Record (EOR) and Global Payroll solutions.

This role owns the commercial growth of assigned accounts, working closely with Delivery, Product, Customer Success, and Operations teams to expand footprint, increase wallet share, and strengthen long-term partnerships.

Key Responsibilities

1. Revenue Growth & Expansion

• Own upsell and cross-sell of EOR and Global Payroll solutions within existing customers
• Build and execute account growth plans for each targeted account
• Identify opportunities such as:
  • New country expansion
  • New entity coverage
  • Conversion from local payroll to global payroll
  • Consolidation initiatives
• Drive pipeline generation, forecasting, and closures within the account base
• Meet or exceed expansion targets

2. Strategic Account Management

• Act as the primary commercial owner of the customer relationship
• Build strong relationships with HR, Finance, Talent, and Leadership stakeholders
• Participate in Quarterly Business Reviews (QBRs) and growth planning sessions
• Position the company as a long-term global workforce partner

3. Value Selling & Solutioning

• Understand customer's:
  • Global hiring strategy
  • Compliance challenges
  • Cost and operational priorities
• Map EOR and Global Payroll solutions to customer business objectives
• Work with Solutions, Customer Success, Product, and Operations teams to build winning proposals

4. Forecasting & Governance

• Maintain accurate:
  • Opportunity pipeline
  • Revenue forecasts
• Track account health, adoption, and growth metrics

Success Metrics

• Expansion / Upsell revenue
• Number of new countries / employees added
• Pipeline coverage and conversion
• Account penetration and service adoption
• Executive relationship depth

Ideal Candidate Profile

Experience

• 5 + years of experience in:
  • Account Management or Expansion Sales
• Strong experience in one or more of:
  • EOR / Global Payroll
  • HR Tech / HCM / SaaS
  • Global Mobility / Workforce Solutions
• Proven track record of growing revenue in existing enterprise or mid-market accounts

Skills & Competencies

• Strong consultative selling and value-based selling skills
• Executive-level stakeholder management
• Strong commercial acumen and negotiation skills
• Comfortable navigating complex, multi-country, multi-stakeholder deals
• Excellent communication, presentation, and storytelling skills
• Highly structured in account planning and pipeline management

Mindset

• Growth-oriented and outcome-driven
• Customer-obsessed but commercially sharp
• Comfortable with ambiguity and complex global environments
• High ownership and accountability

Why This Role Is Critical

This role sits at the center of the company's growth strategy-turning satisfied customers into long-term, multi-country, multi-product partners and driving sustainable, high-quality revenue growth in EOR and Global Payroll.