Strategic Account Manager (m/f/d)

AirPlus is a leading provider of solutions for managing payment for business travel and is seeking for a senior and experienced Strategic Account Manager. The dynamic team which is responsible for the largest customer portfolio of AirPlus. As a Strategic Account Manager, you will be responsible for developing and maintaining long-term relationships with key clients to achieve business objectives.

1. Revenue Growth & Profitability

• Drive top-line revenue growth through strategic account development and value-based selling. Monitor account-level P&L to ensure profitability targets are met or exceeded
• Negotiate contract renewals, pricing models, and margin improvements in line with business objectives

2. Upselling & Cross-Selling Strategy

• Identify opportunities to expand product or service adoption within existing accounts
• Design and implement structured upselling and cross-selling initiatives based on account maturity and need. Negotiate commercial terms to balance customer value with business profitability

3. Stakeholder Mapping & Influence

• Build influence across multiple levels of the client’s organization—procurement, operations, C-suite, etc.
• Develop executive-level engagement strategies to position your organization as a strategic partner, not just a vendor

4. Competitive Positioning & Value Proposition

• Position pricing and product strategy in response to competitor moves and market trends

5. Renewal Strategy & Retention

• Deliver Quarterly Business Reviews (QBRs) to demonstrate ongoing value and secure long-term commitment

• Bachelor’s degree - Sales, Marketing, Finance, Travel or a related field
• 5+ years of experience in account management, strategic sales, or client relationship roles
• Proven track record of meeting or exceeding sales targets, revenue growth, and account profitability
• Experience managing enterprise or high-value accounts with complex stakeholder environments
• Demonstrated ability to upsell, cross-sell, and expand within existing client accounts
• Proficiency in contract negotiation, pricing strategies, and commercial deal structuring
• Experience in building and executing strategic account plans aligned to customer and business goals
• Ability to build long-term, trust-based relationships with senior stakeholders
• Excellent communication, interpersonal, and presentation skills
• Strong listening skills with the ability to identify customer pain points and tailor solutions
• Experience delivering high-impact QBRs, executive briefings, and strategic reviews
• Familiarity with procurement and vendor management processes on the client side
• Native German (spoken and written) / Business English (spoken and written)

Classification in the AirPlus organizational model (Cube): This role is classified in the basic profile Strategic Account Manager (Farmer) (Job family: Sales/ Orientation: Consulting/ Impact Level: Signifikant).

We believe that businesses should be able to focus on what matters to them. Payment can be a hassle and a distraction – we’ve been making it smart and simple for over 30 years, and help 53,000 companies around the world save time and money with solutions smart enough to stand the test of time and deliver real, sustainable value – every day.

Simple only works if it’s smart, and that goes for worklife too. At AirPlus, we do it right to let you shine.

We think about your future…
because staying curious and making bold moves in your area of expertise takes someone
having your back.

We feel dynamic…
because our international flair, experienced leadership, and commitment to adaptability let us
go the extra mile for our customers and each other.

We act in collaboration…
because engaged teams and trustful, human relationships mean doing whatever it takes to make it happen as a team.

Visit us at airplus.com to learn more about a future in corporate payment.