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Onomondo is an IoT connectivity infrastructure company operating at the intersection of SaaS and telecommunications. The company provides global connectivity and management platforms for connected devices, serving customers who build IoT products across logistics, manufacturing, mobility, and other sectors.
You will own the post-signature commercial lifecycle for Onomondo's largest and most complex accounts, serving as the primary strategic contact for decision-makers and budget holders. This is a revenue-owning role with clear accountability for Gross Revenue Retention (GRR), renewal management, and Net New MRR expansion.
Key responsibilities include:
- Manage a portfolio of strategic accounts, owning the commercial relationship while Customer Success handles technical/operational support
- Run renewals and negotiations, including contract management, pricing adjustments, and commitment pacing to protect revenue and GRR
- Identify and mitigate churn risk early by coordinating with Finance, Legal, and RevOps on SLAs, contract updates, and billing issues
- Drive account expansion by mapping stakeholders, uncovering new business units, geographies, and use cases; develop 12-24 month Mutual Success Plans
- Demonstrate quarterly value through Impact Reviews using data, benchmarks, and customer outcomes
- Coordinate cross-functionally with Customer Success, Sales, Product, and RevOps; maintain forecast accuracy and account data integrity
The role requires proven experience managing strategic B2B SaaS or telecom accounts with revenue responsibility. You should be comfortable navigating complex stakeholder ecosystems, building C-level relationships, and running QBRs and success planning at scale. Strong commercial acumen in negotiation, forecasting, and value-based selling is essential. Proficiency with HubSpot, Tableau, or enterprise CRM/reporting tools is required.
Nice-to-have qualifications include background in IoT, telecom, or infrastructure-as-a-service; familiarity with customer lifecycle frameworks like SPICED; experience managing multi-country deployments or hardware/software integrated customers; and exposure to logistics, manufacturing, or mobility sectors.
Omondo offers full health insurance, catered daily lunch, on-site gym with classes, quarterly social events, and a collaborative culture emphasizing clarity, accountability, and momentum.
REQUIREMENTS:
- 3+ years managing strategic accounts in B2B SaaS, telecom, or connectivity
- Demonstrated success owning a book of business with GRR and NRR responsibility
- Ability to navigate complex stakeholder ecosystems and build C-level trust
- Strong commercial acumen: negotiation, forecasting, pricing, value-based selling
- Experience running QBRs, success planning, or account mapping at scale
- Proficiency with HubSpot, Tableau, or enterprise CRM/reporting tools
- Comfortable working cross-functionally with CS, Product, and Operations
