<p><span style="font-size: 12pt;">Similarweb is the global leader in digital intelligence. As AI assistants and LLMs change how people discover, research and buy, the world's largest brands rely on us to understand what is happening across the digital ecosystem, including in GenAI. Our Enterprise customers are moving from single-tool subscriptions to strategic data and insight partnerships, spanning Data-as-a-Service, GenAI visibility and AI-traffic analysis, retail and digital-shelf intelligence, and Advisory Services.</span></p> <p><span style="font-size: 12pt;">We are hiring a Team Manager to lead our EMEA Enterprise Account Executive team through that shift. This is a player-coach role. You will raise the strategic and commercial capability of a team of Account Executives, build the account growth strategy for our largest customers, and personally lead growth on a small set of strategic accounts. You will report to the AVP Account Management, EMEA (Enterprise) and help shape the team's playbook, processes and vision.</span></p> <h2><span style="font-size: 12pt;"><strong>What you will do</strong></span></h2> <h3><span style="font-size: 12pt;"><strong>Lead and coach</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Manage a team of 3-4 Account Executives responsible for expansion (upsell and cross-sell) across a portfolio of global enterprise customers.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Coach in the field: join customer calls and meetings, co-sell on complex opportunities without taking deals from the rep, and run structured deal reviews that test qualification and forecast quality.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Hire, onboard and develop Account Executives, with development plans tied to specific skill gaps, career discussions, and timely action on performance issues.</span></li> </ul> <h3><span style="font-size: 12pt;"><strong>Build account growth strategy</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Own the Account Growth Plan standard for the team: whitespace mapping, org maps and stakeholder strategy, use-case-led value cases, and a clear path to six-figure expansion on each priority account.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Develop and refine the team playbook, including the metrics that signal expansion readiness.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Maintain a disciplined forecast and report expansion pipeline and risks to senior leadership.</span></li> </ul> <h3><span style="font-size: 12pt;"><strong>Orchestrate the whole company around the account</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Run a joint planning rhythm with Customer Success, sharing account plans, usage and health signals, and renewal timing to surface growth earlier.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Bring in Product, Product Marketing, Marketing, Advisory Services and Technical Solutions to build account-specific plays, from executive briefings to custom research, and to drive adoption.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Partner with Revenue Operations to improve data quality, automation and insight so the team spends its time with customers.</span></li> </ul> <h3><span style="font-size: 12pt;"><strong>Move the team up the value chain</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Shift the team's mix toward larger, multi-stakeholder, multi-quarter deals in Data-as-a-Service, GenAI, retail and digital-shelf intelligence, and Advisory Services.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Coach reps to lead with the customer's business problem and quantify its value, reach economic buyers, and work through procurement and legal.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Build a pipeline engine: monthly pipeline reviews, clear qualification criteria, and a consistent approach to generating six-figure opportunities within the installed base.</span></li> </ul> <h3><span style="font-size: 12pt;"><strong>Be a credible voice</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Join customer meetings and events across EMEA as a senior advisor, with a point of view on how digital and GenAI trends affect the customer's category.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Personally manage 3-5 strategic accounts with an expansion target.</span></li> </ul> <h2><span style="font-size: 12pt;"><strong>What you bring</strong></span></h2> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">4-5 years experience leading and coaching Enterprise Account Management (expansion focus) or Enterprise Sales teams. Proven coaching ability matters more than tenure.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">A track record of closing and coaching large, complex expansion deals with global enterprise customers, including negotiation with Legal and Procurement.</span></l