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Grover is Europe's leading tech subscription platform, founded in 2015. The company enables consumers and businesses to subscribe to over 1,000 tech devices—from smartphones and laptops to wearables and full corporate setups—on flexible terms. As a circular economy pioneer, Grover refurbishes and recirculates devices to reduce e-waste. In the B2B segment, Grover offers companies the same subscription model, allowing them to equip teams with technology without capital expenditure, long depreciation cycles, or disposal concerns.
You will join the B2B team as a Key Account Manager, reporting to the Team Lead B2B and working closely with Account Executives, Operations, Risk, and Product teams. You will manage some of Grover's largest and most active B2B customers, driving portfolio growth with Net Revenue Retention (NRR) as your primary metric—maintaining at least 100% NRR across your accounts.
Key responsibilities include:
- Growing existing accounts through upselling and cross-selling (new employee equipment, upgrades, additional device categories)
- Building and maintaining deep customer relationships through regular meetings and business reviews, including with customer leadership
- Proactively managing contract renewals to prevent downgrades and encourage extensions or device upgrades
- Developing and maintaining a strategic growth plan for each account, identifying opportunities and risks
- Creating and maintaining accurate expansion and renewal forecasts, delivering committed numbers
- Onboarding newly won accounts from Account Executives and rapidly building relationships
- Building multi-stakeholder relationships within each account (procurement, IT, finance, operations) to reduce single-point-of-contact risk
- Removing operational obstacles by coordinating with Operations and Risk to expedite orders and resolve billing or process issues
- Providing structured customer feedback to Product, Pricing, and Operations teams to drive continuous improvement
You will work hybrid from Grover's Berlin headquarters (Schöneberg), with a minimum of three days per week on-site (Tuesday–Thursday). The role includes 15 remote days per year that can be used internationally.
Requirements:
- 3–5 years of experience in B2B Account Management, Key Account Management, or Customer Success roles with revenue responsibility (NRR or expansion targets)
- Demonstrated account growth through upselling and cross-selling with quantifiable results
- Proven experience defending revenue at contract renewal or end-of-term against downgrades
- Established discipline in maintaining regular customer cadences, business reviews, and account plans
- Strong forecasting capability for expansion and renewals with track record of hitting committed numbers
- Excellent stakeholder management across procurement, IT, finance, and operations; ability to present confidently to decision-makers
- Comfort with recurring, incremental account growth (not just large one-time deals)
- CRM discipline, ideally with HubSpot, Salesforce, or Pipedrive
- Ownership mentality and accountability for portfolio revenue
- German language proficiency at C1 level; very strong English (German for customer interactions, English for team collaboration)
- Preferred (not required): experience with subscription, leasing, or Device-as-a-Service models; familiarity with SMBs and mid-market in DACH region; IT procurement background
