(Senior) Account Manager - Mid Market DACH (d/f/m)

Personio's intelligent HR platform helps small and medium-sized organizations unlock the power of people by making complicated, time-consuming tasks simple and efficient. Our team of 1,500 Personios is building user-friendly products that delight our 15,000+ customers and their 1.5 million employees. Ready to make an impact from day one? The Role: How you'll make an impact at Personio This role requires 3 days per week in the office and is based in Munich or Berlin. If you're excited by the prospect of joining a company with vast untapped market potential, a career at Personio could perfectly align with your ambitions. You’ll use your deep understanding of customer needs to drive the growth of a transformative product in an HR technology industry set to soar, offering a lifeline to millions of organizations still stuck in Excel chaos. As an Account Manager in our strategic sales organization, you’ll own revenue growth and retention across an assigned book of Personio customers. You’ll maximize lifetime value by orchestrating high-value renewals and running systematic, sales-led cross-sell/upsell motions that expand adoption across Core HR, Payroll, Recruiting, and more,positioning Personio as the customer’s strategic people-operations platform. Your mission is to help customers automate busywork, turn people data into clear actions, hire faster, onboard smoother, and free HR to focus on people, while you deliver measurable NRR and customer impact. Role Responsibilities: What you'll do Own a high-impact book of business: Build trusted relationships with key stakeholders across your portfolio. Own the full upsell cycle while sustaining strong retention. Drive revenue growth: Expand strategically through account growth and renewals—prioritize the highest-impact opportunities to exceed targets. Lead renewals like a pro: Run end-to-end renewal cycles: craft offers, negotiate terms, manage approvals, and document deal insights to protect and extend value for the customer and Personio. Drive expansion: Identify and prioritize upsell/cross-sell plays, run crisp discovery, deliver compelling demos, and negotiate to close. Simplify complex expansions and present clear ROI to champions and HR leaders. Win as one team: Orchestrate the right internal experts at the right time. Maintain tight alignment with CSMs to understand customer health, collaborate on strategy, and coordinate clear, consistent communication so every interaction is seamless. Be the voice of the customer, inside and out: Capture feedback and market signals, spot patterns, and channel them to Product/Engineering to influence the roadmap with real business impact. Forecast with discipline: Maintain spotless pipeline hygiene and precise monthly expansion and churn forecasts in SFDC. Build close plans, de-risk early, and communicate status with zero surprises. See risk early, act earlier: Detect downgrade and churn signals (adoption gaps, loss of executive sponsorship, competitive pressure) and execute structured save plays. Handle escalations with calm, solution-oriented leadership. Role Requirements: What you need to succeed Previous Experience: 3+ years of experience in sales or account management roles, with a proven track record of growing accounts and exceeding retention targets Communication & negotiation: You’re a strong communicator who enjoys negotiating in Personio’s best interest. Customer love : You build and sustain relationships across diverse customer profiles and care deeply about delivering outstanding experiences. Customer-facing experience: Background in client-facing roles (AM/CSM/Sales). Account Executive exposure is beneficial, not mandatory. Cross-functional coordination : A true team player, you thrive at the intersection of Solution Sales, Payroll, Product, Legal, and Finance. Winning mentality: Drives ambitious outcomes with a growth mindset, curious, coachable, and always leveling up. Adaptability: You excel in fast-paced, evolving environments,solving problems proactively and treating change as a catalyst for progress. AI enthusiasm: Curious about applying AI/automation to sales and customer workflows Language proficiency : Business-proficient in German and fluent in English (written and spoken). Education: Bachelor’s degree or equivalent practical experience. Why Personio Personio is an equal opportunities employer, committed to building an integrative culture where everyone feels welcomed and supported. We embrace uniqueness and understand that our diverse, values-driven culture makes us stronger. We are proud to have an inclusive workplace environment that will foster your development no matter your gender, civil status, family status, sexual orientation, religion, age, disability, education level, or race. At Personio, we value in-person collaboration while also offering flexibility. This role is office-based, with 3 days required in your contracted office location. The remaining days can be worked from home or in the office if you prefer. In addition, you’ll have 20 Flex Days per year to work remotely from other locations. Aside from our people, culture, and mission, check out some of the other benefits that make Personio a great place to work: Receive a competitive reward package – reevaluated each year – that includes salary, benefits, and pre-IPO equity Enjoy 28 days of paid vacation, plus an additional day after 2 and 4 years Make an impact on the environment and society with 1 (fully paid) Impact Day Receive generous family leave, child support, mental health support, and sabbatical opportunities We enjoy gathering for meals, cultural initiatives, and events like local Summer Sessions and year-end celebrations. There's also healthy snacks, drinks, and a weekly catered lunch.