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SimilarWeb is hiring a Team Manager (player-coach) to lead the EMEA Enterprise Account Executive team through a strategic shift toward data partnerships, GenAI visibility, and advisory services. This is a hybrid leadership and individual contributor role reporting to the AVP Account Management, EMEA (Enterprise).
Key Responsibilities:
Lead and Coach: Manage a team of 3-4 Account Executives focused on expansion (upsell and cross-sell) across global enterprise customers. Coach in the field by joining customer calls, co-selling on complex opportunities, and running structured deal reviews. Hire, onboard, and develop Account Executives with development plans tied to skill gaps and career progression.
Build Account Growth Strategy: Own the Account Growth Plan standard for the team, including whitespace mapping, org maps, stakeholder strategy, and use-case-led value cases targeting six-figure expansion on priority accounts. Develop and refine the team playbook with metrics that signal expansion readiness. Maintain disciplined forecasting and report expansion pipeline and risks to senior leadership.
Orchestrate Cross-Functional Alignment: Run joint planning with Customer Success to share account plans, usage, health signals, and renewal timing. Bring in Product, Product Marketing, Marketing, Advisory Services, and Technical Solutions to build account-specific plays. Partner with Revenue Operations to improve data quality and automation.
Move Team Up the Value Chain: Shift the team's focus toward larger, multi-stakeholder, multi-quarter deals in Data-as-a-Service, GenAI, retail, and digital-shelf intelligence. Coach reps to lead with customer business problems, quantify value, reach economic buyers, and navigate procurement and legal. Build a pipeline engine with monthly reviews and consistent six-figure opportunity generation.
Be a Credible Voice: Join customer meetings and events across EMEA as a senior advisor with perspective on digital and GenAI trends. Personally manage 3-5 strategic accounts with expansion targets.
Requirements:
- 4-5 years leading and coaching Enterprise Account Management (expansion focus) or Enterprise Sales teams; proven coaching ability is prioritized over tenure
- Track record closing and coaching large, complex expansion deals with global enterprise customers, including negotiation with Legal and Procurement
- Evidence of building account growth strategy (not just executing it): account plans that changed outcomes, cross-functional programs with Customer Success, Marketing, Product, and services that you set up and ran
- Strong pipeline generation and forecasting discipline with recognized qualification methodology (e.g., MEDDPICC)
- Real point of view on GenAI and how it changes customer behavior, search, and brand performance measurement; ability to explain to CMOs or Heads of Digital
- Working knowledge of digital marketing and measurement (SEO, paid, display, social, affiliate, e-commerce)
- Experience building processes and operating through Salesforce
- Excellent communication and executive presentation skills; fluent English
Advantages:
- Experience selling data, analytics, or insights products to Retail, CPG, or consumer sectors
- Experience with SimilarWeb, Google Analytics, Adobe, or comparable measurement tools
- French or German language skills
- Experience representing a company externally (speaking, client panels, thought leadership)
