Key Account Manager BeNeLux

We are hiring a Senior Key Account Manager to grow our footprint in the BeNeLux region through a 70% focus on winning net-new logos and 30% on strategically expanding a portfolio of named accounts. This is a quota-carrying, individual-contributor role for a commercially driven hunter who can also operate as a credible strategic partner inside existing customers. You will own the full sales cycle on new business and lead multi-stakeholder growth plans on assigned accounts. The role reports to the Head of Sales BeNeLux.

Who are we?

It all starts with the mission: NVISO is here to protect European society from potentially devastating cyber attacks This means we offer cyber security services to private and governmental organizations to help them better prepare for, prevent, detect and respond to cyber security incidents.

All of this is built on four fundamental values that define who we are: We are Proud, We Break Barriers, We Care and No BS

Tasks

Your mandate is to deliver new and expansion ARR in BeNeLux. The majority of your time (~70%) is spent hunting: identifying, qualifying, and closing net-new logos against a defined Ideal Customer Profile. The remaining ~30% is dedicated to strategic account management, building multi-year growth plans on a small set of named accounts, deepening executive relationships, and expanding share-of-wallet through structured cross-sell and up-sell. You are accountable for pipeline generation, deal execution, and account growth outcomes; not for renewal administration or day-to-day support.

Key Responsibilities

New logo acquisition: Hunting (~70% of time)

• Own the full sales cycle for net-new logos in BeNeLux: prospect, qualify, build business cases, negotiate, and close.
• Generate the majority of your own pipeline through targeted outbound: account research, multi-threaded outreach, events, referrals, and partner-sourced introductions.
• Qualify opportunities using a structured methodology (e.g., MEDDPICC): confirm economic buyer, decision criteria, and compelling event before investing cycles.
• Lead commercial negotiations end-to-end: scoping, pricing, proposals, redlines, and close, coordinating Legal, Finance, and Solution Engineering as needed.
• Maintain an accurate, well-qualified pipeline with disciplined forecasting (commit, best case, pipeline) and >3x coverage on quota.
• Hit and exceed quarterly new-ARR and new-logo targets.

Strategic account management — Farming (~30% of time)

• Own a small portfolio of named strategic accounts with the explicit goal of materially growing them — this is a growth role, not a retention role.
• Build and maintain a multi-year strategic account plan per named account: whitespace map, stakeholder map, value hypotheses, expansion opportunities, and 12-24 month growth roadmap.
• Develop and protect C-level relationships; run Executive Business Reviews (EBRs) that connect delivered value to the customer's strategic priorities and unlock the next expansion conversation.
• Identify, qualify, and close cross-sell and up-sell opportunities into existing accounts, including new service lines, geographies, and use cases.
• Orchestrate internal teams (Solution Engineering, Product) to deliver on the account plan, removing blockers and accelerating expansion.
• Treat renewals as a baseline expectation: ensure they happen on time and at or above list, but the headline KPI is account growth, not renewal hygiene.

Governance, forecasting, and market intelligence

• Maintain accurate CRM hygiene: opportunities, contacts, activity, next steps, and close plans. Your forecast is only as good as your data.
• Provide structured weekly forecast updates and a clear narrative on what is moving, what is at risk, and what you need from the business.
• Monitor BeNeLux market dynamics: competitive moves, regulatory shifts, buying-center changes and feed actionable intelligence back to Product, Marketing, and Sales leadership.
• Build references, case studies, and customer advocacy from your won and expanded accounts to fuel the next wave of hunting.

Requirements

• Eligibility for NATO CLEARANCE (details here);
• Experience: 4-8 years in B2B sales / Key Account Management with a clear hunter track record. BeNeLux market experience required.
• Track record: Demonstrated history of consistently meeting or exceeding new-ARR quota AND materially growing strategic accounts.
• Sales rigor: Fluent in a structured qualification methodology (MEDDPICC, Challenger, or similar); disciplined forecasting; confident negotiating commercial and legal terms with senior buyers.
• Account management: Proven ability to build multi-year strategic account plan