Head of Account Management

Head of Account Management, Claimlane (Denmark) (Onsite) Grow revenue from 150+ brands and retailers. Drive our Nordic customers yourself. Lead the future AM teams in Austin and London that do the same. At Claimlane, Account Management is a revenue team. Implementation sits with Product, so from the day a customer goes live, AM owns everything that follows: value, growth, AI adoption and renewal. We are hiring a Head of Account Management who wants to be measured on NRR, GRR and ARR, and who still loves to sit across the table from a customer and close the expansion themselves. About Claimlane Claimlane is a venture-backed B2B SaaS company that automates warranty, claims and returns handling for brands and retailers. More than 150 companies run on Claimlane, including Matas, Coolshop, Black Diamond Equipment and Tonies, across the NordiAM, the UK and the US. Our new AI Agent handles claims end to end, and bringing it to every customer is the biggest growth opportunity in the company right now. The role You report to the CCO and run Account Management as a player-manager:

• Roughly half your time you sell. You personally own our Nordic customers: QBRs, renewals, upsell, cross-sell and AI upgrades, with your own ARR quota.
• Roughly half your time you lead. From Denmark, you hire, coach and manage our AMs in Austin (US) and London (UK), and you own the team's expansion number across all three markets.

What you will do

• Grow ARR from the base. Own the expansion number for the whole customer base, and forecast it every week within ±15%.
• Close your own book. Run Nordic QBRs and value reviews that end in a proposal, a price and a decision date, and negotiate renewals and price indexation.
• Sell AI to the installed base. Turn our AI Agents into signed upgrades and live production across the customer base.
• Lead across three markets. Run one expansion playbook and one forecast across the Nordics, the UK and the US, adapted to each market's buying culture, with a weekly cadence that works across time zones.
• Coach the craft. Sit in on your team's calls, find the exact moment an expansion stalled, and fix it in the next one. Multi-thread every account beyond a single champion.
• Protect the base. Keep churn close to zero with health signals that flag risk long before renewal.
• Build the system, not the headcount. Playbooks, CRM hygiene, and AI-drafted QBRs and health summaries, so every AM covers more ARR every quarter.
• Work across the commercial team. Hand-offs with Product at go-live, joint deals with Sales on large accounts, and referrals and case studies with Growth.

What we are looking for

• A seller first. 4+ years in B2B SaaS, with a personal expansion, upsell or renewal quota that you hit, and numbers to prove it.
• A player-manager. 1+ years leading AMs or account managers while still carrying your own book, ideally with a remote or international team, and preferably including the US.
• Commercial craft. You can run a value-based upsell from discovery to signature: business case, pricing, negotiation and a mutual action plan. Experience with SPICED, MEDDICC or similar is a plus.
• Systems over headcount. When the number goes up, your first move is a better process or tool, not another hire.
• Nordic and international. Fluent English; preferably also Danish. You can coach a direct, commercial style in the US and UK while still building deep relationships with Nordic customers.
• Bonus points for experience in e-commerce, retail, customer-service software, or selling AI add-ons to an existing base.

Why Claimlane

• Direct revenue impact. Expansion is one of the biggest growth levers in our 2027 plan, and you own it.
• A product customers want more of. Selling AI to customers who already trust us is a rare commercial opportunity.
• A seat at the table. You work directly with the CCO and the commercial leadership team.
• Upside. Competitive base salary, a commission plan tied to expansion ARR, and warrants.

Location and hiring process The role is based in Denmark, working from our Copenhagen office; we value building together in person. Expect travel to Austin and London, and some late afternoons to overlap with the US team.

• Intro call (30 mins)
• Commercial case (90 min)
• Interview with the CEO (60 min)
• Meet the team (30 min)
• References

Apply via LinkedIn. We read every application.