Enterprise Account Manager at Trustpilot

At Trustpilot, we're on an incredible journey. We're a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world's largest independent consumer review platform, and while we've come a long way, there's still so much exciting work to do. Come join us at the heart of trust! Summary Overview: As a Senior Account Manager, you'll manage Trustpilot’s most complex, multi-stakeholder Enterprise accounts. You are a strategic architect responsible for increasing high-velocity Net Revenue Retention (NRR) through the identification of white space and the execution of a disciplined, methodology-driven commercial strategy. You don't just manage renewals; you drive advocacy by proving measurable ROI that transcends the TrustScore. What you’ll be doing: • Whitespace Identification: Conduct deep-dive discovery to map untapped opportunities across global divisions, product lines, and marketing stacks to drive sustained NRR growth. • MEDDICC Discipline: Apply the MEDDICC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition) to every renewal and expansion opportunity to ensure forecast accuracy and deal integrity. • Complex Renewals: Lead multi-year, high-contract-value (ACV) renewals by mitigating risk early and aligning Trustpilot’s roadmap with the customer’s long-term digital strategy. • Organisational Mapping: Build a "web of influence" by multi-threading across diverse departments (C-Suite, Marketing, Digital, Product, and Legal) to ensure Trustpilot is indispensable at every level of the organisation. • Champion Development: Identify and coach internal Champions to navigate internal bureaucracy and secure buy-in from the Economic Buyer. • Strategic Alignment: Facilitate Executive Business Reviews (EBRs) that move beyond tactical metrics to address board-level priorities. • Increasing Stickiness: Integrate Trustpilot deeply into the customer’s tech stack and culture, transforming the partnership from a tool into a business-critical asset. • Customer Advocacy: Convert successful ROI stories into formal advocacy, driving case studies and references that inform Trustpilot's broader market strategy We are looking for people with: • Enterprise Experience: Extensive experience managing high-touch SaaS accounts, consistently delivering multi-year NRR growth. • Sales Methodology: Expert-level proficiency in MEDDICC or similar enterprise sales frameworks (e.g., Miller Heiman, BANT, Challenger). • Commercial Acumen: Demonstrated negotiation skills and the ability to navigate complex legal and procurement landscapes. • Industry Knowledge: Solid understanding of the digital advertising, search marketing, and MarTech ecosystem. • Analytical Rigor: A data-driven mindset capable of translating complex data sets into a compelling value narrative for executive audiences. We are: • Our sales teams are highly collaborative. We’re a great place to work if you enjoy seeing your contributions recognised • Our culture is dynamic, and our employees grow as we do. You’ll have plenty of personal development opportunities thanks to our in-house L&D team and individual career mapping • Creative thinkers. We want our employees to be creative and always champion new ways of working What’s in it for you: • A hybrid work set-up (3 days in the office, 2 days remote) • Competitive base salary with an uncapped commission structure + company bonus • 25 days holiday per year, increasing to 28 days after 2 years of continuous employment • Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community • Rich learning and development opportunities supported through the Trustpilot Academy and Blinkist • Pension and life insurance • Health cash plan, online GP, 24/7, Employee Assistance Plan • Full access to Headspace, a popular mindfulness app to promote positive mental health • Paid parental leave • Season ticket loan and a cycle-to-work scheme • Central office location complete with table tennis, a gaming corner, coffee bars and all the snacks and refreshments you can ask for • Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities and team socials • Access to over 4,000 deals and discounts on things like travel, electronics, fashion, fitness, cinema discounts and more Independent financial advice and free standard professional mortgage broker advice (worth £495 in waived fees) Still not sure? We want everyone to feel like they can see themselves at Trustpilot. We're keen to hear about your experiences as well as how you can help to create a fantastic culture for our amazing Trusties. So, don't worry if you're looking at this job description and feel like you don't meet all the requirements, we'd still really like to hear from you! #LI-Hybrid #LI-KW1 About us Trustpilot began in 2007 with a simple yet powerful idea that is more relevant today than ever — to be the universal symbol of trust, bringing consumers and businesses together through reviews. Trustpilot is open, independent, and impartial — we help consumers make the right choices and businesses to build trust, grow and improve. Today, we have more than 300 million reviews and 64 million monthly active users on average across the globe, with 140 billion annual Trustbox impressions, and the numbers keep growing. We have more than 1,000 employees and we’re headquartered in Copenhagen, with operations in Amsterdam, Denver, Edinburgh, Hamburg, London, Melbourne, Milan and New York. We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh –– it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be the universal symbol of trust in an ever-changing world. With vibrant office locations worldwide and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas. Our purpose to help people and businesses help each other is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense. A successful Trustpilot future is driven by you –– we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go. Join us at the heart of trust. Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust. Trustpilot is a global company and our data practices are designed to ensure that your personally identifiable information is appropriately protected. Please note that your personal information will be transferred, accessed, and stored globally as necessary for the uses and disclosures stated in our Privacy Policy. If you have a disability and would like to discuss any adjustments you might need either in submitting your application, or to the recruitment process more generally, please let us know by contacting our Talent Acquisition Team ([Upgrade to PRO to see contact]) quoting the role you wish to apply for. Any offer of employment for this position will be subject to our standard background checks.