Account Manager

About Us You know that rental bike you unlocked with your phone this morning? Or the tracker on your dog's collar that tells you he's two streets away, again? Neither of those works without a network connection. Onomondo is the layer that makes sure the data actually gets through. We're the infrastructure behind the Internet of Things (IoT). Companies building connected products come to us for the connectivity that keeps their devices online, anywhere in the world, and for the platform where they manage, monitor, and troubleshoot it themselves. Where we sit We're somewhere between SaaS and telecom. We sell software, so we move fast, ship often, and care about the user experience. But we also operate inside telecommunications: which is more complex and technical than most software. Our customers are engineers, they ask hard questions and the relationship starts rather than ends at purchase. That mix also makes us sticky. Most SaaS tools are nice to have. If our connectivity stops, our customers' products stop. That means our business grows as our customers and the industry grows. We've been growing fast and we don't plan to slow down, which is exactly why we need this role. Why this role exists At Onomondo, connectivity isn’t a commodity. It’s infrastructure. And our Account Managers are the ones who ensure our most important customers treat it that way. We’re looking for a strategic Account Manager to own the post-signature commercial lifecycle of Onomondo’s largest and most complex accounts. This role sits at the intersection of commercial strategy, relationship ownership, and value delivery — with clear accountability for Gross Revenue Retention (GRR), renewal management, and account expansion including Net New MRR. You’ll be expected to drive growth within existing accounts by proving value, navigating stakeholders, and designing expansion paths that turn early success into long-term reliance on Onomondo’s full-stack connectivity platform. What You’ll Be Doing

• Own the commercial relationship for a portfolio of Onomondo's largest, most complex accounts, as the main contact for decision-makers and budget holders. CS stays the technical and operational contact.
• Run renewals and negotiations, including contracts, pricing adjustments and commitment pacing, so revenue stays predictable and GRR is protected.
• Spot churn risk early and act on it, working with Finance, Legal and RevOps on SLAs, contract updates and billing.
• Find and build expansion: map stakeholders, uncover new business units, geographies and use cases, and turn them into pipeline and Net New MRR. Mutual Success Plans covering 12 to 24 months are part of this.
• Prove value every quarter through Impact Reviews that use data, benchmarks and real results to tie Onomondo to customer outcomes.
• Coordinate across teams and keep the data clean: align with CS, AEs, Product and RevOps, own commercial escalations, keep forecasts and renewal stages accurate, and keep the Ideal Expansion Profile up to date.

What we're looking for

• Proven experience of 3 years+ managing strategic accounts in a B2B SaaS, telco, or connectivity context
• Demonstrated success owning a book of business with revenue responsibility (GRR, NRR)
• Ability to navigate complex stakeholder ecosystems and build C-level trust
• Strong commercial acumen — negotiation, forecasting, pricing, value-based selling
• Experience running QBRs, success planning, or account mapping at scale
• Knowledge of HubSpot, Tableau, or enterprise CRM/reporting tools
• Comfortable working cross-functionally with CS, Product, and Operations
• Structured thinker with excellent communication and executive presence

Nice to Have

• Background in IoT, telecom, or infrastructure-as-a-service
• Familiarity with frameworks like SPICED or similar customer lifecycle models
• Experience managing multi-country deployments or hardware/software integrated customers
• Exposure to customers in sectors like logistics, manufacturing, or mobility

Why join Onomondo? We’re not building another SIM provider. We’re building the infrastructure layer for the next generation of connected products. If you want to work in a scale-up that feels more like a challenger brand than a telecom — and you believe in clarity, accountability, and momentum — you’ll fit right in. We're a team of engineers, operators, and commercial minds in Copenhagen who debate passionately about technical or GTM approaches and then go for a run together. Or padel. Or a beer. Or a boardgame night. People here stay curious, speak up when something feels off, and bring energy whether it's a product launch sprint or a Friday bar. Practically speaking, that looks like: full health insurance, catered cooked-on-site lunch every day, an in-office gym with HIIT and yoga three times a week during work hours (we're serious about this), quarterly Friday bars, an espresso machine, a full snack and drink-bar and a pretty impressive breakfast setup. Our hiring process We care deeply about creating a fair and inclusive process. That means:

• We don’t need your picture or cover letter - just your CV
• We select candidates based on skills and relevant work experience for the role.

What you can expect:

• 30-minutes screening call with Giacomo, Sales & AM Director
• 90-minutes skill interview including business case (in-person) with Jillian (CCO), Giacomo & Cláudia(AM) - this is also an opportunity to meet some of your potential colleagues
• 30-minutes final stage - Meet one of our Co-founders Michael Karlsen

If you have questions, feel free to reach out to Giacomo, Sales & Account Management Director at +4521895512 . Ready to Make an Impact? Send us your application, and let’s start the conversation. Note - We review and interview candidates continually, and therefore encourage you to apply at your earliest convenience.