Key Account Manager
About Syroco
Syroco is a Climate Tech startup helping the maritime industry accelerate its energy transition. We deliver digital solutions that enable ship operators and charterers to reduce emissions and optimise performance by combining advanced physics modeling, data analytics, and machine learning.
Role Overview
As a Key Account Manager (KAM), you own revenue growth across a portfolio of strategic customers: renewals, multi-year extensions, and expansion (upsell/cross-sell). You build value-led account strategies, run executive relationships, and coordinate internal teams to ensure what is sold is delivered - while keeping the commercial outcome (NRR, ARR growth) as the primary objective.
This is an enterprise-style environment with extended decision cycles: multiple stakeholders, procurement and legal steps, budgeting windows, and technical validation on the customer side. Your success will depend on disciplined account planning, consistent executive alignment, and rigorous pipeline/forecast management.
Key Responsibilities
Revenue Ownership (Renewal & Expansion)
- Own a revenue target across your portfolio (renewal + expansion), with clear prioritisation and execution
- Drive long-cycle commercial motions from early stakeholder mapping through budgeting, procurement, and contract signature
- Build and maintain forecast accuracy (monthly/quarterly) and manage expansion pipeline
- Lead renewal negotiations (including multi-year), manage contractual terms and pricing/package discussions
Account Strategy & Executive Relationships
- Build and execute account plans: stakeholder map, risk/opportunity assessment, renewal calendar, expansion roadmap, cross-account opportunities
- Develop and maintain relationships at executive level (C-level / fleet management / technical operations)
- Run QBR focused on outcomes: performance gains, ROI, adoption-to-value, and expansion narrative
Commercial Growth (Upsell / Cross-sell)
- Identify and qualify expansion opportunities: additional fleets/vessels, broader scope, add-ons/modules, services, new geographies
- Craft compelling value propositions and business cases, and orchestrate internal resources to secure signature
Internal Orchestration
- Coordinate onboarding/enablement with CS/Implementation: set the commercial success path and ensure accountability
- Own escalation strategy for critical topics: align internal teams, communicate clearly with the customer, and protect renewal/expansion outcomes.
Qualifications and Experience
- 3-5 years experience in B2B Key Account Management / Account Management / Sales (SaaS preferred), with direct ownership of renewals + expansion, preferably in a tech-focused company
- Proven capability with extended enterprise cycles (multi-stakeholder, procurement/legal, complex decision dynamics)
- Strong negotiation and executive communication skills; comfort building ROI/business cases
- Professional English required; French is a strong plus
- Nice to have: shipping/maritime exposure or operational performance/routing/ optimisation background.
What We Offer
- Competitive package with variable compensation aligned to renewals and expansion
- Access to company equity
- Collaborative work environment with a commitment to sustainability and excellence
- Professional growth and development opportunities
- Pleasant working conditions, close to the Vieux Port of Marseille