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Winnow is an AI-powered food waste reduction platform serving 3,500+ hospitality sites globally, including major brands like IKEA, Hilton, Marriott, and Compass Group. The company has achieved recognition as a Sunday Times Best Place to Work and ranked #4 in FoodTech 500 (2025).
This is a senior individual contributor role owning two critical areas: (1) end-to-end commercial relationships and growth strategy for Winnow's largest global accounts, and (2) establishing and maintaining the company-wide retention standard that drives customer success across all regions.
On the accounts side, you will be the single point of accountability for named top-tier global accounts, building account plans that include expansion roadmaps, whitespace analysis, and renewal risk assessment. You'll work closely with regional Managing Directors on multi-region accounts while holding the consolidated account view and reporting. You'll identify and execute expansion opportunities (new sites, markets, product lines), lead commercial negotiations within pricing guardrails, and build senior relationships up to C-suite level at each account.
On the retention side, you will design and own the group standard for how account health is measured, defined, and escalated. This includes establishing ownership maps across the customer lifecycle, ensuring every account has a clear owner at every stage, maintaining contract and renewal visibility across the entire customer base, and working with Finance on renewal pricing guardrails. You'll also own the criteria and evidence required for account transfers between teams and assess accounts against those criteria at review points.
You will act as the primary escalation point for named accounts, coordinate executive business reviews, own consolidated reporting on account performance (revenue, NRR, expansion, churn risk), feed forecasts into group planning, and coordinate with Product and Growth Marketing on roadmap input and account-based marketing.
This is a hands-on role where you build relationships, account plans, and standards personally, operating as an individual contributor rather than managing a team. You will travel internationally on a regular basis.
REQUIREMENTS:
- Fluent in Spanish and English (written and spoken); able to present and negotiate at senior level in both languages
- Significant, proven experience in global or strategic key account management, ideally in B2B SaaS or tech-enabled businesses selling to multi-site enterprise customers
- Proven track record managing a portfolio of large, complex accounts across multiple countries with measurable results in retention, renewals, and expansion
- Experience building and delivering strategic account plans, including expansion roadmaps, stakeholder mapping, and renewal risk assessment
- Experience designing or running retention processes such as churn signals, account health scoring, renewal pipelines, or contract management
- Results-driven with strong ownership mentality and ability to demonstrate delivery
- Confident, articulate communicator and presenter; able to build strong relationships at all levels from CEO to analyst
- Persuasive and able to gain agreement on plans
- Strong financial and analytical skills; able to build business cases, spot data inaccuracies, and make sound decisions
- Calm and measured with demanding customers; customer-first mindset
- Highly organized; able to manage multiple priorities to tight deadlines
- Comfortable with regular international travel
