Account Manager

About the role

Account Manager Make is the platform to manage all your automations and AI agents in one visual landscape – for teams driving business impact without relying on developers. Part of Celonis, a global leader in process intelligence recognized on the Forbes Cloud 100 for seven consecutive years, we're headquartered in Prague, Czechia, with hubs in Madrid, Munich, Raleigh, and Pristina, and teams across the UK, France, India, and the Netherlands, among other locations. Our EMEA Sales team is a high-impact, entrepreneurial group driving customer acquisition across diverse markets. As we move upmarket, we are deliberately investing to strengthen our presence in the UK&I region - we are looking for a true hunter who can open, win, and expand our most strategic mid-market accounts. The Role This is a hunter role, focused on the UK&I mid-market segment. We are looking for a sales professional with extensive prospecting and closing experience for new logos - someone who thrives on opening doors, building pipeline from scratch, and winning new business in a competitive market. The job is land first. The model is deliberate, not a classical “farmer” approach: - The Account Manager hunts and lands the logo - owning prospecting, qualification, and the close. - The Value Engineer (VE) who is with you from pre-sales, then drives adoption, new use cases, and depth of usage inside the account. In parallel, the Account Manager keeps hunting inside the account - mapping and winning new people and stakeholders across the organization. - When the customer is ready to grow, the Account Manager commercializes that growth, converting newly developed relationships and use cases into expansion revenue. Beyond individual deals, this person is expected to act as a market leader. UK&I is the one of the largest market for Make, and we want you to steer the strategy for the UK&I mid-market and align the wider go-to-market team (other Account Managers, Value Engineers, Partner Account Manager, and BDR) around a shared plan to win the segment. Responsibilities Land New Logos - Own end-to-end new business across the UK&I mid-market: prospect, qualify, and close net-new accounts. - Build and maintain a healthy self-sourced pipeline through proactive outbound and disciplined territory planning. - Run a rigorous commercial cycle with strong qualification, clear next steps, and accurate forecasting. Expand Within Accounts - After landing, multi-thread across the organization - identify and win new stakeholders, teams, and decision-makers. - Partner with Value Engineers, who drive adoption and surface new use cases, and commercialize growth when the customer is ready. - Position Make as a strategic platform for AI Transformation across operations, revenue, and IT teams - not just a tool. Lead the Market - Act as the strategic lead for the UK&I mid-market, steering the segment strategy and priorities. - Align and orchestrate the extended team - other AMs, Value Engineers, Partner Account Managers, and BDRs - around a shared plan to win. - Share market intelligence and feed insights back to Product and GTM teams. Deliver Results - Consistently perform against new business and growth targets. - Bring energy, ownership, and a builder’s mindset to a fast-moving, high-intensity environment. Requirements Experience & Methodology - 5+ years of B2B SaaS sales experience, with a track record of either developing a new market or focusing heavily on winning new logos. - Proven prospecting and closing ability - you build a pipeline and win net-new business, not just manage an existing book. - Strong command of MEDDIC (or a similar sales methodology) and disciplined qualification, forecasting, and deal execution. - Comfortable navigating complex accounts and multiple stakeholders. Market & Language - Fluent in English. - Strong understanding of UK&I business culture and buying processes. Mindset - Knows and thrives in a high-intensity, startup-type atmosphere. - Ownership-driven and autonomous (Madrid hub, remote market). - Curious and solution-oriented, with genuine interest in automation and AI. - Strong communicator with a customer-first mindset. Technical Fluency - Heavy user of AI tools, able to understand and position technical workflows and automation use cases. What We Offer - 📝 RSUs grant in a rapidly growing company raising its value every day - 💸 Annual bonus - 🌎 Multinational team with 42 nationalities creating the future of automation - 🎓 Learning & Development plan (online language, professional courses, conference tickets and other trainings) & 2 Company Learning Days per year - 🌳 1 Company Impact Day per year - 🍎 Notebook/Macbook - 🏝 25 days of vacation - 🫶 10 care days to care for your loved ones - 👨‍👩‍👧‍👦 Extra parental vacation (3-6 months) - 👶 RSUs grant for a newborn child - ☂️ Life insurance - 🏋️ Gympass - 💳 Meal and transportation tickets, medical insurance - 🥳 Team buildings, parties, and company events multiple times a year - 🏡 Flexible working hours + home office If you see a match, let us know and apply now! #LI-DP2 What we stand for: 🤝 We roll together - We practice radical candor, challenge ideas openly, and use feedback to get better together. 🚀 Customer impact first - We get things done with craftsmanship, focus on outcomes, raise the bar, and create real customer impact. ⚽ Game on! - We take extreme ownership, move fast, and embrace change as opportunity. For more, feel free to check out our Life at Make Instagram, Meet-up page, or YouTube to get a sense of the vibe. At Make, we know that exceptional work comes from people who bring different perspectives and experiences. We build a place where everyone feels welcome, heard, and empowered to create, contribute, grow and make an impact. We encourage people of all backgrounds, identities, abilities, and experiences to...

Key responsibilities

• check_circleCollaborate with the team on day-to-day project tasks
• check_circleLearn tools and processes used by the organization
• check_circleDocument work and participate in team meetings
• check_circleSupport quality checks and continuous improvement

Requirements

• check_circleThe Account Manager hunts and lands the logo - owning prospecting, qualification, and the close.
• check_circleThe Value Engineer (VE) who is with you from pre-sales, then drives adoption, new use cases, and depth of usage inside the account. In parallel, the Account Manager keeps hunting inside the account - mapping and winning new people and stakeholders across the organization.
• check_circleWhen the customer is ready to grow, the Account Manager commercializes that growth, converting newly developed relationships and use cases into expansion revenue.
• check_circleOwn end-to-end new business across the UK&I mid-market: prospect, qualify, and close net-new accounts.
• check_circleBuild and maintain a healthy self-sourced pipeline through proactive outbound and disciplined territory planning.
• check_circleRun a rigorous commercial cycle with strong qualification, clear next steps, and accurate forecasting.
• check_circleAfter landing, multi-thread across the organization - identify and win new stakeholders, teams, and decision-makers.
• check_circlePartner with Value Engineers, who drive adoption and surface new use cases, and commercialize growth when the customer is ready.
• check_circlePosition Make as a strategic platform for AI Transformation across operations, revenue, and IT teams - not just a tool.
• check_circleAct as the strategic lead for the UK&I mid-market, steering the segment strategy and priorities.
• check_circleAlign and orchestrate the extended team - other AMs, Value Engineers, Partner Account Managers, and BDRs - around a shared plan to win.
• check_circleShare market intelligence and feed insights back to Product and GTM teams.

Skills & keywords

Benefits & perks

• check_circleMentorship
• check_circleCertificate of completion
• check_circleFlexible work arrangement where applicable