Account Manager (German speaking)

Account Manager definition

The Account Manager owns the inbound commercial journey for assigned prospects and accounts, with a primary focus on small-to-medium deals. The Account Manager engages prospects through email, chat, phone, and discovery calls, qualifies opportunities, runs introductory demos, and closes small and medium deals end-to-end. On large enterprise deals, the Account Manager works in pod with an Account Executive, contributing account knowledge and running the operational side of the deal cycle. 

Job description

About Passbolt

Passbolt is an innovative cybersecurity product company that is growing quickly. Our organization is remote-first with its headquarters located in Luxembourg (Europe). We are the team behind Passbolt, the leading open source password manager for teams, used by 70,000 organizations in 100+ countries.

You will join a growing and vibrant team committed to leveraging the power of open source to challenge the status quo in the cybersecurity industry. Passbolt is and always will be an engineering company. We are looking for versatile self-motivated tech enthusiasts with a knack for open source software, ethics and privacy, who can think out of the box and find elegant solutions to challenging problems. Working at Passbolt is contributing to a software that is made by developers for developers.

See https://www.passbolt.com 

About the role

We are looking for an experienced, results-driven Account Manager to join our inbound sales team based in Luxembourg. You will engage every day with dozens of prospects coming from everywhere in the world, sometimes representing prestigious companies or government bodies. You are one of the primary commercial voices that Passbolt presents to its market.

Passbolt’s inbound funnel is international by nature, and you will work with customers from many different geographies. At the same time, your primary focus will be the German market: German-speaking prospects, partners, and customers will be routed to you. You will build deep familiarity with the German market over time: its buying patterns, competitive landscape, and local procurement and compliance expectations.

The role covers the full inbound sales motion: responding to incoming enquiries, running discovery calls, qualifying leads against our Ideal Customer Profile, organizing online demos, generating estimates, and closing small and medium deals. On large enterprise deals, you work in pod with an Account Executive, contributing your knowledge of the account and running the operational side of the deal (pipeline chase, proposal coordination, CRM hygiene, invoicing).

Passbolt is an open source and technology company innovating in the field of cybersecurity. Consequently, the Account Manager must have a real understanding of open source and cybersecurity, as well as the specificities of this market, in order to engage meaningfully with technically literate buyers.

The Account Manager is expected to have a strong sense of empathy and a knack for problem solving, since they will be on the front-line with customers and consequently represent the voice of the company. Previous experience in a customer-facing or hospitality role at an international level is a strong plus.

This is a Luxembourg-based, on-site role with possible remote arrangements after the ramp-up period. You will work from our Luxembourg headquarters alongside the rest of the inbound sales team. You will also occasionally represent Passbolt at international tradeshows and industry events, with travel arranged and organized by the company.

This position focuses primarily on generating revenue. Consequently, your performance will be evaluated based on the following KPIs: response time, inbound-to-qualified conversion rate, Average Annual Contract Value (AACV), lead-to-close ratio, and new ARR generated.

Main responsibilities:

• Respond to inbound email enquiries promptly and accurately. Work with pre-sales and Solution Architects when a question requires deeper product or technical expertise.
• Run discovery calls with prospects: understand their needs, technical environment, security context, team size, and buying timeline. Qualify leads against the Ideal Customer Profile and document the outcome in our CRM (Hubspot).
• Push qualified inbound opportunities through the pipeline. Maintain a rigorous follow-up cadence in the CRM. Create and execute follow-up tasks. Ensure no lead falls through the cracks.
• Organize and carry out introductory online demos. Hand off to a Solution Architect when a prospect requires a deeper technical session or a proof of concept.
• Generate and send estimates and invoices. Close small and medium deals end-to-end. Ensure a smooth experience throughout the entire customer journey.
• Work in pod with Account Executives on large enterprise deals: contribute account knowledge, run the operational side of the deal (CRM, proposal coordination, chase, invoicing) while the Account Executive leads the commercial conversation.
• Collect, qualify, and follow up on prospect and customer feedback. Surface recurring blockers, objections, and themes to the product team and to the wider sales function.
• Identify hidden opportunities (free licenses in exchange for services, indirect advertisement, references, case studies).
• Participate occasionally in international tradeshows and industry events: prepare with marketing, run booth conversations, qualify leads on the floor, and follow up with contacts after the event.
• Engage in customer success activities to maintain a high level of satisfaction across the accounts assigned to you.
• Maintain common response templates, knowledge base entries, and contribute to the inbound sales playbook.
• Continuously educate yourself on sales techniques, the Passbolt product, and the cybersecurity market through blog articles, webinars, and training. Suggest improvements to existing processes as you learn.
• Contribute to shared team coverage during absences, company events, or workload peaks by temporarily supporting inbound enquiries, open opportunities, customer follow-ups, estimates, invoicing, CRM updates, and other sales operations tasks as prioritised by the sales team lead.

Security & compliance

• Comply with all company security policies, procedures, and mandatory security awareness training requirements.
• Handle customer, prospect, and company data in accordance with GDPR, privacy regulations, and Passbolt data protection standards.
• Promptly report security incidents, suspected breaches, policy violations, or other security and compliance risks through the appropriate channels.

Skills required / qualifications

• Minimum 2+ years of experience in account management, inbound sales, or sales-assist for a technology product company, or in the hospitality industry at an international level.
• Fluent English and German, both written and spoken, are a hard requirement for this role. Working knowledge of French is a strong plus.
• International exposure with a proven track record of interacting with people from different cultures and backgrounds.
• Outstanding written and spoken communication, business writing, and copywriting abilities.
• Comfortable on the phone and on video calls. Natural curiosity and discovery-call energy: able to ask good questions and listen actively.
• Strong analytical skills and a data-driven, results-oriented approach.
• Excellent project management and organizational abilities. Able to manage many leads and accounts in parallel without losing track.
• Tech-savvy, with experience in sales and marketing technologies (CRM, marketing automation, web analytics).
• Self-motivated, results-oriented, and self-sufficient worker. Ability to learn quickly.
• A pleasant and considerate attitude.
• Strong interest in open source software, cybersecurity, and the SaaS industry. Ethics and privacy resonate with you.
• Willing to travel occasionally for tradeshows and industry events.
• Based in Luxembourg. This role is on-site at our Luxembourg headquarters, not remote. Candidates outside Luxembourg must be willing to relocate.

Remuneration:

The Account Manager performance is primarily evaluated on the revenue generated. Consequently, the remuneration is composed of a fixed (base salary - 60%) part plus a performance-related variable (commission - 40%, non-capped) part.

The detailed commission mechanics, including quota, cadence, tier table, and cliff, are defined in the Sales Commissions Policy, attached as an annexe to this job description.

Benefits of working at Passbolt

We put a lot of effort into creating a workplace where everyone has room to learn, have fun, evolve and become the best version of themselves.

Here are some benefits that are provided by default to all Passbolt employees:

• Work from anywhere, or from our headquarter located in the Grand Duchy of Luxembourg. 
• Work/life balance: to keep the flow going, it’s important to take regular breaks and disconnect. We provide 26 days of paid holidays / year.
• Equity for everyone. We are all in the same boat, we win together.
• When you grow, we grow: we invest in your professional as well as personal growth, through paid training of all types.
• In tune with yourself: Passbolt is built on strong values which we stand for: transparency, openness, privacy, people-first. Read more about what we believe in here.