About the role
Kaptio builds the operating platform for multi-day travel companies. Tour operators, rail, river and expedition cruise brands run their businesses on it. Built on Salesforce and our Edge Platform, Kaptio gives ambitious travel companies the tools to run and grow.
This is a customer-growth role focused on existing accounts. You’ll own the commercial relationship across a portfolio of Kaptio customers in North America: understand their business, help them get value from the platform, and turn that understanding into strong renewals and thoughtful expansion. You’ll work with customer leaders and bring the right Kaptio teams together around their priorities. Keep account plans clear, raise risks early and follow through on commitments.
What success looks like:
Customers understand the value they get from Kaptio and renew with confidence. Risks are surfaced early and owned through to resolution. Growth is tied to customer priorities. Account plans, pipeline and forecasts give the team a clear view of what’s happening.What you’ll do
• Build trusted relationships from day-to-day users to senior decision-makers, and understand what matters to each customer.
• Create account plans that connect customer priorities to adoption, retention and growth.
• Lead renewals and commercial conversations, and identify expansion opportunities where Kaptio can create meaningful value.
• Bring the right people across Kaptio together to resolve risks and deliver a joined-up customer experience.
• Lead useful business reviews, maintain a reliable Salesforce pipeline and forecast, and share customer insight with Product and leadership.
What you’ll bring
• 5+ years in enterprise account management or customer-facing B2B SaaS sales.
• Experience working with multi-day tour operators, either within the industry or as a provider to it.
• A track record of retaining and growing complex, multi-stakeholder accounts.
• Confidence leading commercial conversations with senior customer stakeholders.
• Strong CRM habits and a structured approach to account planning and forecasting.
• Ability to work well across distributed teams and North American and European time zones.
Salesforce or travel-technology experience is a plus. Equivalent experience matters more than a particular degree.
Originally posted on Himalayas