Account Manager – Upsell & Expansion
13 hours ago
Santa Cruz de Tenerife
Do you get more excited about growing a customer than landing a new one? More than 200,000 properties already trust Chekin. Your mission is to help them get even more out of the platform, and to turn that value into account growth and recurring revenue. Chekin automates check-in for hotels and vacation rentals. We take care of guest registration and ID verification, mandatory reporting to the authorities (SES.HOSPEDAJES, Alloggiati Web…), online payments and deposits, remote access, upselling and tourist tax. We were founded in Seville in 2018 and now work with more than 200,000 properties in over 45 countries. Many of our customers start out using only part of Chekin. Your job is to spot where we can add more value and turn those opportunities into plan upgrades, add-on modules and new properties. You'll be the most commercially focused person in our Customer Success team: you'll own a book of business and an expansion target, backed by our Product, Support and Sales teams. • Own a portfolio of SMB and Mid-Market customers and be their commercial point of contact after onboarding., • Identify upsell and cross-sell opportunities from usage data, health scores and customer conversations: upgrades to Premium/Enterprise, ID verification, deposits, guest upselling, the Branded Guest App and additional properties., • Run every opportunity end to end : discovery, module demo, proposal, negotiation and close., • Design and run expansion campaigns with Marketing and CS, such as segment campaigns, product launches and regulatory changes., • Reduce churn and protect renewals in your portfolio by acting on risk signals early., • Keep HubSpot spotless : pipeline, forecast and activity always up to date., • Bring customer insight to Product : what customers ask for and what stops them from growing with us., • By day 30 you know the product, plans and portfolio, and you've spoken to your key accounts., • By day 60 you have a qualified expansion pipeline and have closed your first upsells., • By day 90 you're hitting your monthly expansion MRR target and keeping your portfolio's Net Revenue Retention (NRR) above target., • 2+ years in Account Management, revenue-driven Customer Success or B2B SaaS sales., • A proven track record of closing upsell or cross-sell deals against a target., • Professional English (C1+) and fluent Spanish., • Comfortable negotiating pricing and discussing ROI with owners, general managers and operations leads., • Organised and rigorous with a CRM (HubSpot, Salesforce or similar)., • You know the hospitality, hotel or vacation rental industry and its tools (PMS, channel managers)., • You speak another language: Italian, • You've worked with Customer Success tools or metrics such as NRR, health scores or product usage., • You've worked in a fast-growing scale-up., • A competitive salary plus an uncapped variable tied to expansion revenue., • Hybrid working in Tenerife with flexible hours., • A clear career path to Senior Account Manager or Team Lead., • A category-leading product and a customer base that already trusts us. No cold selling here., • Intro call with Talent (30 min)., • Interview with our Head of Customer Success (45 min)., • Case study : build and present an expansion strategy for a real, anonymised account (60 min)., • Final interview with leadership (30 min). The whole process takes about 2 weeks, and we'll give you feedback at every stage. Sound like you? Apply even if you don't tick every box. We care more about your potential and how you work than about a checklist. Chekin is an equal opportunity employer. We welcome applications from everyone, regardless of gender, age, ethnicity, sexual orientation, disability or any other characteristic #J-18808-Ljbffr
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