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Omnea is a Series B AI-native procurement platform that helps enterprise businesses streamline purchasing, approvals, and supplier management. The company has raised $75M from top-tier VCs (Khosla Ventures, Insight Partners, Accel) and has 10x'd ARR to double-digit millions in 18 months, serving global enterprises like Spotify, MongoDB, Monzo, and Albertsons.
As Customer Value Lead, you will own the relationship with Omnea's largest and most strategic enterprise accounts across their entire lifecycle. Your primary focus is driving expansion and upsell within existing accounts, not just renewal management. You'll carry an NRR quota covering both expansion and retention, proactively identifying upsell opportunities and running commercial conversations at executive level.
Key responsibilities include:
- Owning a revenue number tied to expansion and retention across your enterprise book
- Building deep, multi-threaded relationships from procurement managers to CFOs
- Serving as the internal voice of the customer, working closely with technical and commercial teams
- Helping build the customer success playbook from scratch—there is no fully built process yet
- Feeding customer insights directly to Product and Revenue leadership to shape the roadmap
- Managing complex accounts and stakeholder relationships with high expectations
This is an early hire on the customer team, working directly with leadership (Abs, Ben, Rebe) to define commercial rhythms and processes as the function scales. The role is not traditional account management; it requires someone who can navigate complex enterprise organizations, influence senior stakeholders, and thrive in ambiguity.
Omnea operates on a hybrid model with in-person office time on Tuesdays, Wednesdays, and Thursdays at the Melbourne office. The company emphasizes culture, offers competitive geo-localized benefits, and has a Future Founders fund for employees.
REQUIREMENTS:
- 4–8 years of experience in a top-tier, fast-paced environment (startup, scale-up, VC, consulting, banking, or self-built venture)
- If in a commercial role: proven track record managing six-figure ARR+ accounts, navigating multi-stakeholder buying committees, and building genuine executive relationships
- Ability to build rapport, influence people, and drive change across all organizational levels, with gravitas to engage senior leadership (CFOs, Legal, Procurement)
- Comfort with ambiguity and ability to build playbooks from scratch while maintaining organization across a complex book of business
- Ambition, competitiveness, and track record of high performance in any domain (sales, academia, sport, entrepreneurship)
- Ownership mindset and willingness to push back on customers when appropriate
