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Senior Key Account Manager EE
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Warsaw-Poland
- Own and develop relationships with key enterprise clients across the CEE region
- Identify growth opportunities within existing accounts (upselling, cross-selling)
- Drive revenue targets and ensure consistent account expansion
- Develop and execute strategic account plans aligned with client objectives
- Act as a trusted advisor by translating shopper data into actionable business insights
- Conduct regular business reviews (QBRs/MBRs) and present performance results
- Understand client challenges and tailor Shoptracker solutions accordingly
- Collaborate with clients to improve in-store execution and ROI
- Lead contract negotiations and renewals for key clients
- Manage pricing strategies and ensure profitability of accounts
- Support new business acquisition in collaboration with Business Development teams
- Work closely with Product, Analytics, and Customer Success teams
- Provide client feedback to influence product roadmap and service improvements
- Ensure seamless onboarding and ongoing service delivery
- Monitor market trends, competitors, and shopper analytics innovations
- Use data insights to position Shoptracker as a market leader
- 5–8+ years in Key Account Management / Sales (preferably in SaaS, retail tech, FMCG, or data analytics)
- Proven track record of managing and growing strategic accounts
- Experience working with enterprise clients and complex stakeholder environments
- Strong commercial acumen and negotiation skills
- Ability to translate complex data into clear business value
- Excellent presentation and stakeholder management skills
- Strategic thinking combined with hands-on execution
- Fluent in English (additional CEE languages are a plus)
- Bachelor’s or Master’s degree in Business, Economics, Marketing, or related field
- Experience in shopper insights, retail analytics, or field execution tools
- Familiarity with CRM systems (e.g., Salesforce)
- Experience working in international/CEE markets
- Opportunity to work with leading brands and retailers
- High-impact role with visibility across the organization
- Competitive salary + performance-based bonus
- Flexible working environment
- Professional development and growth opportunities
- Build long-term strategic partnerships with clients
- Consistently exceed revenue and retention targets
- Turn data insights into measurable business outcomes
- Act as a voice of the customer within the organization
About Shoptracker
Shoptracker is a data-driven platform delivering actionable insights into shopper behavior, enabling brands and retailers to optimize in-store execution, sales performance, and customer experience. By combining cutting-edge analytics with real-time data, Shoptracker empowers clients to make smarter, faster business decisions.
Role Overview
We are seeking an experienced and commercially driven Senior Key Account Manager (KAM) to lead and grow strategic client relationships. This role is responsible for managing a portfolio of high-value accounts, driving revenue growth, and ensuring exceptional client satisfaction through data-backed solutions and consultative selling.
Key Responsibilities
Account Management & Growth
Client Partnership & Advisory
Commercial & Sales Leadership
Cross-functional Collaboration
Market Intelligence
Requirements
Experience
Skills
Education
Nice to Have
What We Offer
Success in This Role
You will succeed as a Senior KAM at Shoptracker if you:
The initial basic salary for this position is in the range of 13 000 PLN to 18 000 PLN per month. In addition to base pay, this role participates in a sales incentive plan which can significantly increase your overall earnings. The final offer will reflect your experience, skills, and qualifications relevant to the role. We are committed to fair, equitable, and gender-neutral pay practices.
