Descripción de la oferta
Tuum is a next-generation banking platform. We enable fintech and banks to rapidly offer seamless and tailored financial services to their customers. Our core banking platform is revolutionising the financial services industry. The platform is API-based, consisting of flexible and independent modules covering all retail and business banking capabilities for quick and easy integration.
Launched in 2019, Tuum is headquartered in Tallinn and is backed by investors including Citibank, BlackFin Capital Partners, Karma Ventures, Portage Ventures, SpeedInvest, and CommerzVentures.
We are currently looking for a commercially focused Account Manager. You will be responsible for the commercial management of Tuum’s strategic existing customers after go-live. The role ensures continuity of the commercial relationship throughout the customer lifecycle by managing renewals, commercial negotiations, pricing discussions and expansion opportunities, while partnering closely with Technical Customer Success Managers who are responsible for operational customer success.
The role serves as the primary commercial counterpart for strategic accounts and collaborates closely with Sales, Legal, Finance, Marketing, Customer Success and Executive Leadership.
Key responsibilities
Commercial Account Management
Own commercial relationships for assigned strategic customers.
Lead renewal planning and execution.
Manage pricing discussions and commercial negotiations.
Manage contract lifecycle (renewals, amendments) with Legal and Finance.
Support commercial account planning.
Identify and coordinate expansion opportunities; support renewal and commercial discussions.
Executive Relationship Management
Build trusted relationships with executive sponsors.
Participate in executive business reviews.
Understand customer business priorities and strategic objectives.
Maintain executive engagement between major milestones.
Customer Success Collaboration
Partner with Technical Customer Success Managers throughout the customer lifecycle.
Participate in Quarterly Business Reviews for strategic customers.
Support commercial discussions arising from customer health reviews.
Ensure smooth transition from operational discussions into commercial engagements.
Provide commercial guidance and support to Technical Customer Success Managers across the wider customer portfolio, including advice on pricing approaches, contract amendments, expansion opportunities and commercial strategy where required.
Cross-functional Collaboration
Work closely with Sales to ensure seamless post-sales commercial ownership.
Partner with marketing to develop references, case studies, and advocacy programmes.
Partner with Product to understand customer strategy and future growth opportunities.
Coordinate with Legal and Finance on contractual matters.
Continuous Improvement
Analyse customer data and feedback to identify trends and opportunities for improvement.
Drive process improvements to scale customer success operations.
Stay aligned with industry trends, regulatory themes, and the competitive landscape to advise customers proactively.
Our expectations
Experience & Domain Expertise
4+ years in Strategic Account Management, Enterprise Account Management, Customer Success or similar B2B SaaS roles.
Experience managing enterprise or strategic customer portfolios (fintech/banking a strong plus).
Experience working with executive stakeholders.
Proven track record in retention, upsell, and customer satisfaction.
Experience leading commercial negotiations, managing contracts, negotiating renewals, and interpreting contractual terms.
Technical & Product Acumen
The ability to understand technical customer discussions;
Familiarity with SaaS and API-based products;
Confidence working alongside technical specialists;
Willingness to develop a solid understanding of the Tuum platform.
Deep implementation expertise, SQL knowledge or hands-on API troubleshooting are not expected.
Personal Attributes
Excellent executive communication skills.
Strong commercial judgement.
Relationship-driven and consultative approach.
Strategic thinking and business acumen.
Confident negotiator.
Collaborative mindset.
Comfortable working across Customer Success, Sales and Executive Leadership.
Other
Flexible to travel for on-site customer meetings (up to ~25%).
Fluent in English; Spanish and/or Russian is a strong plus; other languages are a plus.
What we offer
Tuum stock options
Hybrid-working (3 days a week in the office if based in a country where we have an office)
4-day workweek during the summer months (June, July, August)
Private health insurance or wellness compensation
Career opportunities to grow both professionally and personally as we scale
Bright and warm-hearted team of professionals delivering great things together
All-hands-on-deck-approach (meaning that everyone delivers value regardless of responsibilities)
We are an equal opportunity employer and value diversity at our company. We actively hire for cultural growth and welcome people of all ages, backgrounds and value people who take a journey unique to them. Equality, diversity and inclusion are our priority and we are committed to ensuring all job applicants are treated equally. All applicants will be treated fairly and will be considered for employment without discrimination because of ethnicity, race, religion or belief, gender, sexual orientation, gender identity or gender reassignment, family or parental status, pregnancy or maternity, marital or civil partner status, national origin, age, veteran, neurodiversity status or disability status.
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