Senior Key Account Manager für den Offroad Bereich (m/w/d)

Railsware

LEAD ACCOUNT MANAGER Railsware is looking for a Lead Account Manager to join one of our products, Coupler.io, a no-code data integration platform and AI analytics. In this role, you'll lead and grow our Account Management function while staying hands-on with customers and key deals. You'll coach the team, improve sales processes, collaborate across departments, and help drive the next stage of Coupler.io's growth. If you have experience leading B2B SaaS sales teams, enjoy building scalable processes, and want to make a real impact in a fast-moving product company, we'd love to hear from you. What You'll Do Lead & Develop the Team * Lead, mentor, and support a growing team of Account Managers through regular 1:1s, pipeline reviews, and coaching * Set, track, and improve team KPIs and performance * Coach the team on deal strategy, customer communication, and account management best practices Optimize Sales Operations * Own pipeline health, forecast accuracy, and CRM quality using Pipedrive and dashboards * Improve sales processes, identify bottlenecks, and implement scalable solutions * Ensure consistent follow-up and high operational standards across the team Drive Cross-Functional Collaboration * Partner closely with Marketing, Solutions, Support, and Product teams to ensure a seamless customer journey * Share insights on lead quality, customer feedback, and process improvements * Act as the main bridge between cross-teams Stay Close to Customers * Lead product demos, qualify opportunities, and manage strategic customer accounts * Support the team on complex deals and help drive cross-sell and upsell opportunities * Stay hands-on with customers to understand market needs and continuously improve the sales approach What we’re looking for * Senior-level experience in B2B SaaS sales or account management * 1–2+ years of experience leading, mentoring, or coaching a Sales or Account Management team * Proven success managing SMB and enterprise customers, ideally in the MarTech, SaaS, or agency space * Strong experience building and improving sales processes, managing pipelines, and working with CRM systems * Data-driven mindset with experience using BI and analytics tools (Power BI, Looker Studio, Google Sheets, or similar) to make informed decisions * Comfortable using AI tools to improve productivity and customer interactions * Excellent communication, presentation, negotiation, and stakeholder management skills * Experience collaborating across Sales, Marketing, Product, Support, and Solutions teams * Fluent English  Would be a plus * Experience with data integration, ETL, or analytics platforms such as Coupler.io or similar products

Janes

Janes equips defense, government, and industry leaders with objective, accurate, and shareable data and analysis. Our experts combine advanced technology with proven tradecraft to deliver validated and contextual intelligence to assess threats, accelerate decisions, and anticipate change with confidence. We deliver our intelligence with the flexibility to fuse it with multiple sources in any system, enrich AI solutions, or access it through our portal. Job purpose:  This is an engaging and impactful role supporting the Southern Europe and Israel territory (SE&I) as a solution‑focused Business Development Manager, based in Italy. The position centres on working collaboratively with customers across Government - including Defence and the National Security community - as well as private defence industry and commercial organisations selling data-centric intelligence products and services to customers where tracking geopolitical and geoeconomic risk matters. With our help, customers can use their scarce resource more effectively, to get to better decisions with higher confidence, more quickly. We support decision advantage for our customers. You will be part of a small, supportive team of Janes colleagues within SE&I, and will work closely with the wider European Team. Your focus will be to identify opportunities, build relationships, and develop meaningful business development plans that support sustainable revenue growth in line with personal and regional goals. The Business Development Manager’s core purpose is to renew existing business in the SE&I territory and build a healthy sales pipeline that contributes to Janes’ continued growth within Defence and National Security environments. How you will contribute at Janes:  * Build trusted, long‑term relationships with key decision‑makers, influencers, and stakeholders across your accounts. * Engage confidently with senior stakeholders - internally and externally- to create positive, collaborative partnerships. * Understand individual customer needs and translate them into tailored solutions that reflect Janes’ Value Proposition. * Apply Janes’ Sales Methodology and processes to manage your pipeline, support accurate forecasting, and contribute to account growth. * Work closely with colleagues across Business Development, Customer Success, Product, Marketing, and Demand Generation to identify new opportunities, deliver effective lead‑generation plans and identify opportunities to grow accounts through upselling and cross‑selling. The required skills and experience for this role are:  * Experience in sales or business development, ideally within SE&I Government, Defence, or National Security organisations. * Strong knowledge or networks within Defence and National Security sectors. * Understanding of the SE&I geopolitical risk landscape and the role of open-source intelligence in meeting customer requirements. * Familiarity with the typical challenges faced by analysts in Defence and National Security environments. * Understanding of SE&I Defence budgeting and procurement processes. * Excellent communication and relationship‑building skills, with an organised, adaptable and positive approach. * Ability to understand and communicate Janes’ value proposition. * Fluent in both Italian and English, (Spanish advantageous). * Security Clearance a distinct advantage. This is a remote role for candidates based in Rome or the surrounding area. The role involves regular travel to client sites (approximately 50% of the time), so a valid driving licence and regular access to a car are essential. Benefits * 27 days of annual leave   * Healthy half (0.5 day leave every 6 months for wellbeing)   * Leave- study/ volunteer/ reserve forces * Pension scheme  * Learning & Development opportunities (LinkedIn Learning, Mentoring, Internal courses etc.)  Salary range: €65,000–€80,000 gross per annum, plus commission and a comprehensive benefits package. The final offer will be determined based on the successful candidate's skills, experience, market data and overall suitability for the role. Janes is committed to fair and transparent pay practices. Compensation decisions are based on objective criteria, including the requirements of the role, relevant experience, skills, market benchmarks and internal equity. If this sounds like a role where you could make an impact, we’d love to hear from you. Even if you’re not sure you meet every requirement, your experience may be a great fit - we value capability, curiosity, and a willingness to learn. *Please note that CVs must be submitted in English     ----------------------------------------------------------------------------------------------------------------------------------   LIFE AT JANES We believe Janes is truly a great place to work. Our values and leadership code drive everything we do, and we understand that the right behaviours and culture will always result in the best outcomes for our customers, our colleagues, our shareholders, and our business. We provide a supportive, stretching, and dynamic environment with the ability for you to grow rapidly, both personally and professionally. Janes is an inclusive and equal opportunities employer and encourages applications regardless of age, race, disability, religion / belief, sexual orientation, gender reassignment, marriage or civil partnership, pregnancy/maternity, or gender. Although this role is advertised as full time, Janes believed that flexibility at work can provide many significant benefits both to our colleagues and the business. We already work in a hybrid style across all offices and regions and can support different ways of working and offer different flexible working arrangements. So, if you are interested and have any requirements or needs in the way you would like to work, please apply, and speak to us about this.  We will always consider part time or flexible applications Job Applicants - Privacy Policy Know your rights document

Gitlab

GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. More than 50 million registered users and more than 50% of the Fortune 100* trust GitLab to ship better, more secure software faster. The same principles built into our products are reflected in how our team works: we embrace AI as a core productivity multiplier, with all team members expected to incorporate AI into their daily workflows to drive efficiency, innovation, and impact. GitLab is where careers accelerate, innovation flourishes, and every voice is valued. Our high-performance culture is driven by our values and continuous knowledge exchange, enabling our team members to reach their full potential while collaborating with industry leaders to solve complex problems. Co-create the future with us as we build technology that transforms how the world develops software. *Fortune 500® is a registered trademark of Fortune Media IP Limited, used under license. Claim based on GitLab data. Fortune 100 refers to the top 20% ranked companies in the 2025 Fortune 500 list, published in June 2025. Fortune and Fortune Media IP Limited are not affiliated with, and do not endorse products or services of GitLab. An overview of this role   This position is 100% remote and will be based in the UK, Ireland, Germany, the Netherlands. As a Senior Manager of Business Development, you will hire, onboard, and mentor Business Development Representatives (BDRs) in your region, ensuring their success at GitLab. You'll partner closely with the sales team, and ultimately drive pipeline and results. In this role, you will report to the Director, Business Development (EMEA). What you’ll do * Train other members of the BDR Team to identify, contact, and create qualified opportunities. * Ensure BDR Team members improve performance and abilities over time by providing coaching and feedback in recurring weekly 1:1s * Plan for hiring and onboarding new BDRs. * Work closely with the Events and Digital teams on Field events and targeted ad and nurture campaigns. * Work closely with Sales and other members of the Sales Development Leadership team to improve opportunity management and qualification processes * Work closely with Sales, Senior SDR Manager/Director, as well as the Regional Sales Directors to identify key company accounts to develop. * Work in collaboration with Content, Marketing Program Managers, and Product Marketing to develop effective messaging for outbound communications to your team’s assigned accounts. What you’ll bring * Excellent spoken and written English * Two+ years of Business Development Management experience * Experience in sales, marketing, or customer service for a technical product - leadership experience is highly preferred. * Experience with CRM software (Salesforce preferred) * Experience in sales operations and/or marketing automation software preferred * Understanding of B2B software, Open Source software, and the developer product space is preferred * Passionate about technology and learning more about GitLab * Be ready to learn how to use GitLab and Git * You share our values, and work in accordance with those values. * Leadership at GitLab   Remote-Global HOW GITLAB SUPPORTS FULL-TIME EMPLOYEES * Benefits to support your health, finances, and well-being * Flexible Paid Time Off  * Team Member Resource Groups * Equity Compensation & Employee Stock Purchase Plan * Growth and Development Fund * Parental Leave  Please note that we welcome interest from candidates with varying levels of experience; many successful candidates do not meet every single requirement. Additionally, studies have shown that people from underrepresented groups are less likely to apply to a job unless they meet every single qualification. If you're excited about this role, please apply and allow our recruiters to assess your application. ---------------------------------------------------------------------------------------------------------------------------------- Country Hiring Guidelines: GitLab hires new team members in countries around the world. All of our roles are remote, however some roles may carry specific location-based eligibility requirements. Our Talent Acquisition team can help answer any questions about location after starting the recruiting process.   Privacy Policy: Please review our Recruitment Privacy Policy. Your privacy is important to us. GitLab is proud to be an equal opportunity workplace and is an affirmative action employer. GitLab’s policies and practices relating to recruitment, employment, career development and advancement, promotion, and retirement are based solely on merit, regardless of race, color, religion, ancestry, sex (including pregnancy, lactation, sexual orientation, gender identity, or gender expression), national origin, age, citizenship, marital status, mental or physical disability, genetic information (including family medical history), discharge status from the military, protected veteran status (which includes disabled veterans, recently separated veterans, active duty wartime or campaign badge veterans, and Armed Forces service medal veterans), or any other basis protected by law. GitLab will not tolerate discrimination or harassment based on any of these characteristics. See also GitLab’s EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know during the recruiting process.