The Role
Manage and expand a portfolio of enterprise SaaS accounts with 10,000+ employees. Develop multi-year account plans, identify upsell and cross-sell opportunities, lead consultative discovery, presentations, negotiations, procurement, renewals, and closes. Build executive relationships, forecast pipeline, analyze usage and market trends, and collaborate with Customer Success, Solutions, Marketing, and Product teams to drive customer value and exceed revenue targets.
Summary Generated by Built In
Wrike is the most powerful work management platform. Built for teams and organizations looking to collaborate, create, and exceed every day, Wrike brings everyone and all work into a single place to remove complexity, increase productivity, and free people up to focus on their most purposeful work.
Wrike is our people, not a place. As a distributed team, we own our growth, stay globally connected, and rely on the product we build to deliver impactful work alongside brilliant minds. You'll have real ownership over meaningful work, a global team that has your back, and the flexibility to do your best work your way. If that sounds like you, we'd love to hear from you.
Our vision: A world where everyone is free to focus on their most purposeful work, together.
You'll work alongside diverse, cross-border teams and supportive colleagues who share knowledge and want to see you succeed. We are seeking an accomplished and consultative Senior Account Manager to join Wrike’s high-performing Expand Sales team! In this elevated role, you’ll serve as a partner to a portfolio of our enterprise customers (10,000+ employees). You’ll leverage your expertise in complex account management, executive stakeholder alignment, and procurement to drive meaningful business impact, expand Wrike’s presence at scale, and help our clients achieve their most critical objectives.
If you’re a collaborative professional who thrives in a fast-paced environment and enjoys connecting technology solutions to real business challenges, we want to hear from you!
Your Impact:- Developing and executing comprehensive, multi-year enterprise account plans that drive expansion across a portfolio of high-value enterprise customers (10k+ employees).
- Managing complex sales cycles end to end; from proactive opportunity identification, executive-level discovery, and value-driven solution design, through negotiation, procurement processes, renewal, and close.
- Proactively engaging and building relationships with senior stakeholders through targeted, data-informed outreach initiatives to uncover and influence new expansion opportunities within assigned accounts.
- Facilitating deep consultative discovery sessions to understand evolving customer pain points, business imperatives, and organizational change drivers across multiple teams and regions.
- Designing and implementing solutions-based, value-driven sales strategies that clearly articulate Wrike's ROI, align our platform to customers' business outcomes, and differentiate us from competitors.
- Delivering impactful, tailored demonstrations and high-stakes presentations to executive and operational audiences, illustrating Wrike’s direct impact on their critical initiatives.
- Creating sophisticated, data-driven strategies for identifying, prioritizing, and capturing expansion opportunities within each account by analyzing usage trends, adoption metrics, business goals, and industry developments.
- Navigating complex enterprise procurement cycles; including RFPs, contract negotiation, and legal review to ensure successful account expansion, mitigating risk and accelerating time to close.
- Continuously monitoring and analyzing competitor offerings, market trends, and customer feedback to position Wrike advantageously and guide account strategy.
- Leveraging sales tools (Salesforce, SalesNavigator, ZoomInfo) and CRM best practices to rigorously map stakeholder landscapes, track pipeline health, and enable accurate forecasting.
- Collaborating cross-functionally with Customer Success, Solutions, Marketing, and Product teams to ensure seamless post-sale transitions, maximize satisfaction, and deliver sustained value for clients.
- Consistently exceeding quarterly and annual revenue targets through disciplined account management, strategic expansion, and superior customer partnerships.
- Fluent in English and French (verbally & written)
- 7+ years of successful B2B SaaS sales/account management experience, managing enterprise accounts and consistently meeting quota
- Minimum 4 years experience as an Account Manager responsible for an install account base
- Demonstrated hunter mentality with a proven track record of proactive pipeline generation, cross-sell, upsell, and driving account expansion initiatives
- Demonstrated ability to manage the full sales cycle from discovery to close
- Experience growing accounts through consultative, solution-based selling and outbound prospecting
- Advanced discovery, customer engagement, and virtual presentation skills
- Proficiency navigating enterprise procurement processes, contract negotiation
- Proficiency managing a book of business with Salesforce or a similar CRM
- Experience conducting engaging remote product demonstrations via video conferencing
- Track record of success in high-growth, metrics-driven sales environments
- Strong communication and influencing skills with executive stakeholders
- Familiarity with sales methodologies such as Challenger, MEDDIC, and/or Solution Selling
- Bachelor's degree or equivalent practical experience
- Experience in work management, project management, or a track record of selling to our ideal customer profiles (ICPs) in Marketing, Professional Services, Manufacturing or Engineering
- As a Senior Account Manager , you'll join a high-performing team focused on driving double-digit growth within our existing customer base. You'll manage a portfolio of enterprise accounts (10,000+ employees) with active Wrike subscriptions. Working collaboratively with cross-functional partners, you'll identify expansion opportunities that solve customer challenges while helping you achieve your booking and pipeline targets
- Collaborative Culture: Work alongside ambitious, supportive colleagues who celebrate wins together
- Comprehensive Training: Structured onboarding and ongoing sales enablement to help you master our product and refine your skills
- Work Flexibility: Options for remote work with the support you need to succeed from your home or the office
- Competitive Compensation: Base salary plus uncapped commission structure that rewards performance
- 6 weeks of paid vacation + 5 RTT Recovery Days + Seniority Leave
- Parental Leave: 16 Weeks Maternity / 4 Weeks Paternity + Reserved Daycare Spot
- Health Insurance - Competitive Coverage - for employees + dependents
- Hybrid Work – Flexible hybrid working model with a monthly home office allowance of €20 (hybrid) or €50 (fully remote).
- Public transportation: Coverage of 75% of subscription fee / Sustainable mobility package 200€/year
- CSE Specific Benefits i.e. vacation vouchers, negotiated fees etc.
Your recruitment buddy will be Aziza Talhi, Senior Recruiter.
#LI-AT1
Who Is Wrike and Our Culture
Our persona
We’re a team of innovators and creators who solve the complex work problems of today and tomorrow.
Hybrid work mode
Wrike is our people, not a place. With 1,000+ employees collaborating across nearly every time zone, we support talent through 10 global hubs — Australia, Costa Rica, Cyprus, Czechia, Estonia, France, India, Ireland, Japan, and the United States — offering flexible ways of working that include remote work, hybrid environments, and co-working spaces across many locations.
While flexibility looks different across teams and regions, employees located near certain hubs — particularly in Prague (CZ), Nicosia (CY), Bangalore (IN), and Rennes (FR) — are generally expected to collaborate in person around 2–3 days per week, balancing the flexibility of distributed work with opportunities for in-person collaboration and connection.
💡 Smart: We love what we do, and we’re great at it because this is our domain. Our combined knowledge in this space is unmatched.
💚 Dedicated: We get up every day focused on helping our customers win. We’re committed to helping our teammates win, too!
🤗 Approachable: We're friendly, easy to get along with, considerate, and helpful.
Our culture and Values 🤩 Customer-Focused
We care about our customers. We understand the customer journey, experience, and value derived from Wrike. Decision-making and action-taking are done with the customer in mind.
🤝 Collaborative
We work as one and win together, each bringing unique strengths that contribute to diversity of thought for better outcomes. Leveraging our own work management platform, we foster an environment of creative collaboration and shared achievement.
🎨 Creative
We strive to succeed through continuous innovation. It’s our pursuit of novel concepts that helped us create a market category. We continue to cultivate a workplace that fosters creative thinking as a means of transcending conventional boundaries and empowers us to break new ground to deliver extraordinary work management solutions.
💪 Committed
We believe in ownership at all levels of the organization, by owning workflows from start to finish. Each member of our team is an integral part of this commitment, establishing work as a platform for personal growth and transformation, as well as collective success and growth.
Check out our LinkedIn Life Page, Company culture page, Instagram, Wrike Engineering Team, Medium, Meetup.com, Youtube for a feel for what life is like at Wrike.
Skills Required
- Fluent in English and French, verbally and in writing
- 7+ years of successful B2B SaaS sales or account management experience managing enterprise accounts and meeting quota
- At least 4 years of experience as an Account Manager responsible for an installed account base
- Proven experience generating pipeline, cross-selling, upselling, and expanding accounts
- Experience managing the full sales cycle from discovery through close
- Experience growing accounts through consultative, solution-based selling and outbound prospecting
- Advanced discovery, customer engagement, and virtual presentation skills
- Experience navigating enterprise procurement processes and contract negotiation
- Proficiency managing a book of business with Salesforce or a similar CRM
- Experience conducting remote product demonstrations via video conferencing
- Track record of success in high-growth, metrics-driven sales environments
- Strong communication and influencing skills with executive stakeholders
- Familiarity with Challenger, MEDDIC, and/or Solution Selling methodologies
- Bachelor's degree or equivalent practical experience
- Experience in work management, project management, or selling to ideal customer profiles in Marketing, Professional Services, Manufacturing, or Engineering
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The Company
What We Do
Wrike, Inc. is a fast-growing privately held corporation that gets thousands of new customers on board year after year and shows stable annual growth. Wrike’s diversified, international customer base includes well-known brands, such as PayPal, Hootsuite, Hubspot, Citrix, and many others.
