Enterprise Account Manager

Company Overview

Trustpilot is a rapidly growing, profitable FTSE-250 company dedicated to becoming the global emblem of trust through the world's largest independent consumer review platform. Headquartered in Copenhagen with offices worldwide, including London, we thrive on innovation, collaboration, diversity, and inclusion, fostering a vibrant culture that empowers personal and professional growth.

Role Summary

As an Enterprise Account Manager at Trustpilot, you will be entrusted with managing our most intricate Enterprise accounts involving multiple stakeholders. The core mission entails elevating Net Revenue Retention (NRR) by identifying new opportunities and executing a rigorous, methodology-driven sales strategy. Your work will not only focus on renewals but will also enhance customer advocacy by demonstrating measurable ROI that surpasses the TrustScore metric.

Key Responsibilities

• Uncover hidden potential by conducting in-depth discovery across global divisions, product areas, and marketing technologies to sustain NRR growth.
• Implement the MEDDICC framework thoroughly on every renewal and expansion deal to safeguard forecast accuracy and deal quality.
• Lead renewal processes for large, multi-year contracts, proactively managing risks and aligning Trustpilot’s solutions with clients’ long-term digital agendas.
• Develop comprehensive organizational mapping to build networks of influence across departments such as C-Suite, Marketing, Digital, Product, and Legal, ensuring indispensable engagement at all levels.
• Identify and mentor internal champions within client organizations to navigate complex internal processes and secure economic buyer endorsement.
• Conduct Executive Business Reviews that align sales outcomes with strategic board priorities rather than just operational metrics.
• Strengthen client retention by embedding Trustpilot deeply within their technological ecosystem and corporate culture, turning the service into a critical business asset.
• Leverage successful ROI outcomes to cultivate formal customer advocacy through case studies and reference opportunities that support broader market strategies.

Candidate Profile

• Experienced in managing high-touch SaaS enterprise accounts with a track record of driving multi-year NRR growth.
• Expert in enterprise sales methodologies, specifically MEDDICC or equivalent frameworks such as Miller Heiman, BANT, or Challenger.
• Strong commercial negotiation skills and comfortable navigating complex legal and procurement environments.
• Solid knowledge of digital advertising, search marketing, and MarTech sectors.
• Highly analytical with the ability to transform extensive data into compelling value propositions tailored for executive decision-makers.

Working Environment and Culture

• Collaborative sales teams that recognize and celebrate individual contributions.
• A dynamic work atmosphere encouraging creativity and innovation, supported by bespoke personal development programs and career pathing.

Benefits and Perks

• Hybrid working model allowing 2-3 days in the office and 2-3 days remote.
• Competitive salary plus uncapped commission opportunities and additional company bonuses.
• 25 days annual leave, increasing to 28 after two years of continuous service.
• Two paid volunteering days annually to support community involvement.
• Access to development resources including Trustpilot Academy and Blinkist.
• Pension scheme and life insurance coverage.
• Health cash plan, 24/7 online GP access, and Employee Assistance Program.
• Subscription to Headspace mindfulness app for mental wellbeing.
• Paid parental leave and financial support programs including season ticket loans and cycle-to-work schemes.
• Modern office amenities featuring recreational facilities and ample refreshments.
• Regular social events, employee resource groups, and company-wide celebrations.
• Access to thousands of discounts on travel, electronics, fashion, and more, plus free professional mortgage advice valued at £495.

Diversity and Inclusion

Trustpilot is committed to fostering an inclusive workplace welcoming candidates of all backgrounds and identities. We encourage applicants to share their experiences and values as part of their application, even if they do not meet every single requirement.

The company abides by equal opportunity standards and ensures that personal data is handled carefully and securely in accordance with our privacy practices.

Accessibility

Applicants requiring accessibility accommodations during the recruitment process are encouraged to contact the Talent Acquisition Team to discuss necessary adjustments.