SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Piano Software is seeking a Senior Key Account Manager based in Tokyo to own the commercial relationship for a portfolio of key accounts. Piano's Digital Experience Cloud unifies customer data, analyzes behavior metrics, and enables personalized customer journeys at scale. The company serves global clients including Air France, BBC, CBS, IBM, LinkedIn, and The Wall Street Journal, and is headquartered in Philadelphia with offices across the Americas, Europe, and Asia Pacific.
In this role, you will be the lead point of contact for each assigned key account, responsible for the commercial lifecycle from relationship development through renewal and expansion. You will detect, negotiate, and close renewals, upsell, and expansion opportunities; represent Piano in client steering committee meetings; and monitor account performance to identify expansion opportunities and early risks. You will work closely with Client Success, Support, Sales Engineers, and Product teams to deliver value and drive revenue growth. The role carries authority to negotiate and close renewal and expansion deals directly with senior client stakeholders.
Key responsibilities include: owning the commercial relationship for a portfolio of key accounts and building deep knowledge of each client's business; detecting and closing renewals, upsells, and expansion opportunities; representing Piano at client meetings and steering committees; monitoring account performance with Client Success to spot opportunities and risks; managing high-impact commercial requests and escalations; maintaining accurate CRM records; and reporting account progress internally, including product development insights.
You will need proven key account management experience in B2B SaaS, digital media, or adtech with a track record of retaining and growing a book of business through renewals, upsells, and cross-sells. Strong commercial negotiation skills and confidence closing deals directly with senior stakeholders are essential. You must have consultative communication and presentation skills in fluent English, with the presence to influence key client stakeholders and present to steering committees. Analytical thinking applied to client data—reading usage and performance trends to find opportunities and risks—combined with disciplined prioritization across a multi-account portfolio is required.
Preferred qualifications include working knowledge of analytics, identity management, marketing science, campaign performance reporting, DMP/data solutions, ad operations, or subscription businesses, ideally gained in adtech, martech, SaaS, or programmatic media. Understanding of digital media monetization and the publishing industry, basic technical literacy (JavaScript, HTML), and a second language relevant to the client portfolio are also valued.
REQUIREMENTS: Five years in key account management or similar client-facing commercial role, ideally in B2B SaaS, adtech, martech, or digital media, with ownership of a revenue-bearing client portfolio and a track record of closing renewals and expansions. Demonstrated results matter more than formal credentials. Authorization to work in Japan without company sponsorship is required.
