The Role
Own and grow a portfolio of major Spanish enterprise accounts through renewals, upselling, cross-selling, strategic account planning, and complex contract negotiations. Build relationships with Directors and C-level stakeholders, lead enterprise RFPs, resolve customer issues, coordinate internal teams, and provide account forecasts and performance reports. The role requires strong B2B platform or consulting sales experience, Spanish market knowledge, digital marketing expertise, Salesforce experience, and fluency in English and Spanish.
Summary Generated by Built In
About Us
We are a leading digital experience optimization platform that helps businesses improve customer experiences through experimentation, personalization, behavioral analytics, and AI-powered insights.
AB Tasty recently joined forces with VWO to create one of the most comprehensive and innovative digital experimentation and experience optimization platforms in the market. Together, we empower brands to deliver smarter, faster, and more impactful digital experiences across the entire customer journey. Since 2009, we've partnered with 1,000+ global brands - Kering, McDonald's, Ulta Beauty, L'Oréal, Disneyland Paris, and LVMH - and built a global team of 400+ across Europe, North America, and APAC.
Our culture is driven by strong values:
- We bring client satisfaction
- We are impactful
- We go above and beyond
- We live as one team, one dream
We're committed to creating a workplace where everyone feels empowered to share ideas, take risks, and make an impact. We also know that a happy team is a productive team, that's why we're not just about delivering top-notch digital experiences - we're committed to nurturing our team and their professional journeys.
The Team
- Team Name & Location: Sales team, based in Madrid (hybrid work policy, with up to 3 remote days per week).
- Team Composition: You will join the Sales team and work closely with internal teams (Customer Success, Product, Marketing, Support) and external stakeholders, including key customers across Spain—from operational contacts to Directors and C-level executives at Enterprise accounts.
- Role Overview: As Senior Key Account Manager, you will own and grow a portfolio of major Enterprise clients (more than €2M) across Spain, driving contract renewals, upselling, and cross-selling while acting as a strategic partner to Directors and C-level stakeholders.
- Tech Stack & Tools: Salesforce, Gong, Slack, Jira, Confluence, and more.
- Additional Information: Permanent full-time contract. Occasional travel to client meetings and industry events.
Your Mission
- Manage a portfolio of major Enterprise clients (more than €2M) end-to-end—contract renewals, upselling and cross-selling—and own the strategic account plans that ensure their continuous engagement with the AB Tasty platform.
- Build and maintain long-term relationships with key customers and their senior stakeholders (Directors and C-level) by acquiring a thorough understanding of their needs and requirements for the AB Tasty platform and uncovering their future needs in the ever-changing world of website optimization.
- Drive expansion and revenue growth by proposing solutions that meet each client's objectives and changing demands, and by engaging existing customers through all possible forms of contact—from executive meetings to weekly calls.
- Lead complex, multi-year contract negotiations with senior decision makers, ensure the timely delivery of the correct products and services to customers, and play an integral part in generating new sales that turn into long-lasting relationships.
- Liaise between key customers and internal teams as the senior link of communication, resolving any issues and problems faced by customers and managing complaints to maintain trust.
- Act as the trusted senior point of contact and strategic advisor for key accounts, preparing regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
What You'll Bring
- Proven experience in a senior sales function of B2B platforms or consulting (at least 7 years), with a proven network in the Spanish market and good knowledge of digital marketing.
- Confidence in negotiating complex, multi-year contracts with senior stakeholders (Directors and C-level) at Enterprise accounts, and leading complex Enterprise RFPs end-to-end (qualification, stakeholder orchestration, solutioning, pricing, and executive presentations) with high win rates.
- Eagerness to apply your consistent track record of meeting or exceeding annual targets (NRR, expansion growth via upsell/cross-sell), your exceptional presentation and communication skills (oral and written) in English and Spanish, your excellent negotiation techniques with decision-makers (mostly Heads of Marketing and Product Departments), your ability to draft clear and concise reports and presentations, and your experience working with Salesforce.com.
At Wingify, we are committed to building a diverse, equitable, and inclusive workplace. We believe that a variety of perspectives drives better ideas, stronger execution, and more meaningful impact. Read more about our policy here: https://wingify.com/careers/equal-opportunity-policy/
Skills Required
- At least 7 years of experience in a senior sales function for B2B platforms or consulting
- Proven network in the Spanish market
- Good knowledge of digital marketing
- Experience negotiating complex, multi-year contracts with Directors and C-level enterprise stakeholders
- Experience leading complex enterprise RFPs end-to-end, including qualification, stakeholder orchestration, solutioning, pricing, and executive presentations
- Consistent track record of meeting or exceeding annual targets, including NRR and expansion growth through upselling and cross-selling
- Exceptional oral and written presentation and communication skills in English and Spanish
- Excellent negotiation skills with senior decision-makers, particularly Heads of Marketing and Product
- Ability to draft clear and concise reports and presentations
- Experience working with Salesforce.com
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The Company
What We Do
Wingify, doing business as VWO, is an India-based software company that develops technology products for digital experience optimization. Its VWO platform helps fast-growing companies run experimentation and conversion programs, enabling them to build extraordinary digital experiences and improve performance. The company delivers these capabilities through a single platform for websites and digital products, with a remote-first operating model.
