Head of Key Account Management (m/f/d) – EMEA

About This Opportunity

We are representing a confidential business intelligence organization in their search for a Head of Key Account Management to lead their EMEA enterprise accounts function. This is a transformational leadership role reporting to the VP of Sales, with direct accountability for the region's most strategically important client relationships.

This position sits on the commercial leadership team and comes with a clear mandate: rebuild the key account function into an enterprise-grade motion that transforms major clients from data users into institutional partners. You will lead the team responsible for protecting recurring revenue while driving expansion across a portfolio of high-value accounts.

Location: London (hybrid working model with regular EMEA travel)

Responsibilities

You will own the day-to-day leadership and performance of the EMEA key account management team, with accountability across four critical areas:

• Team Leadership & Development: Coach and develop account managers to operate at enterprise standard, building capability in consultative discovery, multi-stakeholder navigation, C-suite engagement, and business case construction
• Revenue Protection: Own renewal and retention motion across the key account portfolio, implementing early-warning systems for at-risk accounts and structured quarterly business reviews that demonstrate ROI
• Enterprise Account Motion: Build and embed account planning standards including org mapping, stakeholder matrices, commercial roadmaps, and expansion sequencing across the team
• Growth & Expansion: Drive net revenue retention targets through structured expansion plays, identifying opportunities for product adoption and consumption-based offerings with new economic buyers
• Operating Model Design: Define the coverage model for strategic accounts and shape the FY27 investment case for headcount, tooling, and team structure
• Cross-Functional Partnership: Collaborate with Customer Success, New Business, and global commercial leadership to ensure clean handoffs and aligned go-to-market execution

What We're Looking For

Essential qualifications:

• Substantial enterprise account management or key account leadership experience managing strategic relationships at VP, Director, and C-suite level with deals at £100k+ ACV
• Proven track record of building or materially improving a key account function—account planning disciplines, coverage models, QBR standards, and expansion playbooks
• Demonstrated success protecting gross revenue retention and growing net revenue retention in subscription-based models
• Commercial instinct for enterprise selling: value discovery, business case construction, multi-stakeholder navigation, and land-and-expand execution
• Experience developing and coaching account managers to elevate the quality of their commercial conversations and enterprise engagement
• Ability to lead organizational change, transitioning teams from transactional to enterprise models while maintaining performance and morale

Highly desirable:

• Background in data platforms, business intelligence, research services, information services, or AI-adjacent technology
• Familiarity with consumption-based or usage-based commercial models
• Experience navigating enterprise procurement, legal, and compliance conversations in regulated industries
• Track record working across multiple European markets in matrixed organizations

How We Work With You

Our talent team at Get A Job.ai partners exclusively with this client on senior commercial leadership searches. When you apply through our platform, here's what happens:

• A recruiter from Get A Job.ai will conduct an initial screening conversation to understand your background and assess fit
• We prepare and submit qualified candidates directly to the client's leadership team
• Shortlisted candidates move through a structured process including conversations with the VP of Sales EMEA, a panel interview with the Chief Commercial Officer, and a strategic account plan presentation
• We provide guidance and feedback at each stage and negotiate offer terms on your behalf

Important: Please apply only through Get A Job.ai. Do not contact the client organization directly, as this is a confidential search managed exclusively through our recruiting team.

Compensation

Our client offers a competitive compensation package for senior enterprise leadership including base salary, performance-linked variable compensation, pension, private healthcare, and core benefits. Specific compensation details will be shared during the initial screening conversation. Exceptional candidates may be considered for above-band packages.

Note: Compensation is paid by the client organization. Get A Job.ai is the exclusive recruiting partner for this search.

Equal Opportunity

Get A Job.ai is committed to inclusive recruiting practices. We welcome applications from candidates with diverse backgrounds, experiences, and perspectives. We recognize that strong candidates may not meet every listed criterion—if this role interests you and your experience is relevant, we encourage you to apply. We are happy to discuss reasonable adjustments at any stage of the process.