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Grover is a subscription and device-as-a-service platform founded in 2015 that enables consumers and businesses across Europe to subscribe to tech devices—from smartphones and laptops to full corporate device setups. The company operates a circular economy model, refurbishing and recirculating devices to reduce e-waste.
You will join the B2B Sales team as a Key Account Manager, reporting to the Team Lead B2B. This is a full-time hybrid role requiring a minimum of 3 days per week in the Berlin HQ (Tuesday–Thursday).
In this role, you will own a portfolio of existing B2B accounts, including some of Grover's largest and most active customers, with accountability for net revenue retention (NRR) and account expansion. Your primary responsibilities include:
• Grow accounts through upsell and cross-sell as customers add headcount, refresh devices, or open new sites (new joiner orders, upgrades, additional device categories)
• Meet customers regularly and run business reviews to understand their headcount and device roadmap before they purchase elsewhere
• Own the renewal and end-of-term moment: work expiring subscriptions proactively so devices are renewed, upgraded, or replaced rather than returned
• Build and maintain a strategic plan for every key account, covering growth opportunities, risks, and stakeholder maps
• Build a credible expansion and renewal forecast for your book and deliver against it
• Absorb new accounts handed over from Account Executives each quarter and ramp them quickly
• Multi-thread relationships across procurement, IT, finance, and operations within each account
• Work with Operations and Risk to unblock orders and flag billing or process friction
• Provide structured feedback to influence product, pricing, and process
Your headline metric is net revenue retention: keeping revenue in your book at 100% or better. This role offers strong ownership and clear progression for someone who enjoys owning customer relationships, finding growth within accounts, and being accountable for revenue targets.
Grover's culture emphasizes ownership, healthy challenge and commitment, empowerment and growth, and transparency. The company has a diverse global team of 75 nationalities and offers benefits including coaching sessions, health support, annual learning budget (€750), volunteer days, remote work flexibility, and exclusive tech discounts.
**Requirements:**
• 3–5 years in B2B account management, key/strategic accounts, or commercial customer success roles carrying an NRR or expansion target, ideally within Subscription, Leasing, or Device-as-a-Service (DaaS) models
• Proven track record of growing existing accounts through upsell and cross-sell, with quantifiable results
• Experience owning renewals and protecting revenue against downgrades at end of contract or end of term
• Demonstrated account cadence: regular customer meetings, business reviews, and per-account planning
• Forecasting ability: ability to build expansion and renewal forecasts and hold the number
• Strong presentation skills and relationship/stakeholder management across procurement, IT, finance, and operations
• Comfort with high-volume recurring models, not just a handful of large deals
• CRM experience (HubSpot, Salesforce, Pipedrive, or similar)
• Ownership mentality and accountability for revenue in your book
• Fluent German (C1 minimum) and strong English skills
