Account Manager

In Short

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Grow our most important accounts. Turn a base of 100+ industrial clients into our next stage of growth. Build the account strategy from a blank page.

Tracklab is hiring its first Account Manager to lead expansion across the companies that already run on our platform: the system of record that 100+ industrial companies rely on to manage supplier and product compliance data.

You will report to François, our Sales Lead (ten years in B2B software, formerly Head of Sales at Regate), and work hand in hand with our Ops and Customer Success team, who own the client relationship and know our accounts best. Their knowledge, and the data behind it, is your starting point on every account.

What makes this role interesting?

Account strategy, not order-taking. You build real expansion plans on groups and multi-site organizations, reach new decision makers, and grow our footprint account by account.

Data is your edge. A large part of the role is generating and reading usage and account data to know where the value is, prioritize your portfolio, and walk into every account already knowing it better than anyone.

A blank page to own. This is a new role. We build the expansion playbook with you, you do not inherit a rigid script.

Real momentum behind you. Our platform now includes plans and modules that many clients have never been offered, and a base that keeps deepening its usage. You expand into demand that already exists.

You could be a good fit if you have experience in account management, expansion or upsell in B2B SaaS, the instincts of a strategic closer, and genuine command of data. You would rather build a smart plan on ten accounts than blast a hundred.

The essentials

• Montmartre, Paris. Office-first, with some flexibility for remote work.
• 50k fixed + 30k uncapped variable, 80k OTE.
• Permanent contract (CDI). Start as soon as possible.
• French-speaking team. Professional English required, as around 40% of our clients are not French-speaking.

Why Tracklab exists

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The strength of a nation rests on the strength of its industry. Yet every new French and European regulation creates a wave of compliance work for thousands of industrial companies. Without the right tooling, they absorb the cost: expensive audits, customs blocks, product recalls running into millions of euros, while less-constrained foreign competitors gain ground.

Tracklab resolves this paradox. The more we regulate to protect consumers, the heavier the burden on European companies. Tracklab makes compliance as light as possible, protecting citizens and the competitiveness of our industrial champions at the same time, without compromise.

Concretely, we are building the system of record for regulated supply chains. In critical industries such as food and beverage, animal nutrition, packaging, cosmetics, flavors and fragrances, chemicals and pharma, compliance data still moves through emails, PDFs and spreadsheets. Tracklab provides the infrastructure layer that lets industrial companies collect, structure, validate and securely share trusted supplier and product data, in an auditable and AI-native way.

Each deployment starts inside a single industrial company. As that company brings its suppliers and partners onto the platform, individual deployments connect into a trusted data network across supply chains.

We already work with more than 150 industrial companies and 40,000 suppliers. Our long-term ambition is to build the reference group for industrial compliance across all its dimensions, but the near-term mission of this role is clear: sell our software.

The team

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Tracklab was founded at the end of 2022 by Nicolas Henry (Ponts & Chaussées, Columbia University, formerly Uber San Francisco) and Fadel Bennani (HEC Paris, formerly Bain & Company). François Cadoret joined as Sales Lead, with ten years in B2B software sales and a past role as Head of Sales at Regate. The commercial team also includes several Account Executives with past experiences in multi-stakeholders and mid/up-market deals.

This is a newly created role. Today we have Account Executives who win new logos, but no Account Manager: expansion on the existing base is handled ad hoc by Fadel, our founder, and Hadrien Fauchet, our Ops Manager.

You will report to our Sales Lead, François, and work hand in hand with our Ops and Customer Success team, who own the client relationship and know our accounts best. Their knowledge is your starting point on every account.

Why this role, now

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Tracklab has earned the trust of more than 150 industrial clients. Many started with us on a first perimeter and have since grown: more users, more sites, more of their supply chain on the platform. The next stage of our growth comes from being the partner that grows with them.

That is the entire purpose of this role. As we scale toward 3 million euros in ARR, deepening our footprint inside the accounts we already serve is as important as winning new logos, and today no one owns it full-time.

The main working language is French, but around 40% of our clients are not French-speaking: professional English is a genuine requirement, not a bonus. This job description is written in English on purpose.

The role

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As our first Account Manager, you own expansion revenue across our client base. You run account strategy on our most important clients and turn it into growth. Your work sits on three pillars:

• Perimeter expansion. Many clients are multi-site or belong to groups. You run account-based plays to expand into new sites and sign the wider group. This is where the largest value sits, and where you will spend most of your energy.
• Functional upsell. On product and business criteria, you identify the clients who would gain from a higher plan or an add-on module, and you sell it by its value, not its features.
• Plan alignment as clients grow. Some of our earliest clients now use far more of the platform than their original terms reflect. You bring these accounts onto the right current plan, a natural conversation once the value is on the table.

Underneath all three, one constant: you generate and make sense of data. Usage, contracts, account signals. That is how you know which accounts to open, what to propose, and how to be relevant before you ever pick up the phone.

You will not be handed a rigid mandate. We build the expansion playbook with you, and you help decide where the biggest value sits and how to sequence it across quarters and the year.

What you will achieve

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• Own an expansion quota across the base, and build a portfolio and account plan across the quarter and the year.
• Run account-based expansion on groups and multi-site clients, aligning several stakeholders around the table.
• Identify and close functional upsell, matching the right plan or module to the right client.
• Turn usage and account data into a prioritized plan, and into revenue.
• Realign long-standing clients on the right terms as their usage has grown, protecting the relationship throughout.
• Work as one team with Sales, Ops and Customer Success: build on their knowledge, and never open a client without mastering its history, usage and contract first.
• Feed Product, Marketing and Sales with what you learn from the base.

What we are looking for

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Requirements

• Proven experience in account management, expansion or upsell in B2B SaaS.
• A strategic closer: you build account plans, reach decision makers, defend price and value, and close, with the finesse to grow a relationship rather than strain it.
• Strong command of data: you are comfortable generating and reading usage and account data to target, prioritize and build a case. This is a must-have, not a bonus.
• Precision and preparation: you never open an account without mastering its history and usage, so you stay relevant and credible.
• Project management: you align multiple stakeholders inside a client, navigate a group, and run a structured account plan across time.
• A collaborative temperament with Sales, Ops and Customer Success; you build on their work rather than operating as a lone wolf.
• Professional English, spoken and written, given that a significant share of our clients are not French-speaking.

Strong advantages

• Experience selling to industrial companies or to quality, regulatory, supply chain or procurement functions.
• Familiarity with sales tooling (HubSpot, prospecting and data tools) and qualification frameworks such as MEDDPICC.

Compensation and practicalities

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• Permanent French contract (CDI).
• Fixed 50k annual salary + uncapped 30k annual bonus, 80k annual OTE
• Office-first, with some flexibility for remote work.
• 50% reimbursement of public transport.
• Swile meal vouchers.
• A fully equipped office in Montmartre with a view over the Sacré-Coeur (Paris, 75018).

How to apply

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• A 15-minute screening interview with our Hiring Manager
• A one-hour business interview with our Sales Lead, François, with a live business-case
• Two 30-minute fit interviews with members of the team, including Ops and Customer Success
• A 30-minute fit interview with our founders, Fadel and Nicolas
• A formal offer to join Tracklab