Senior Key Account Manager (Telecoms / SaaS)

First Point Group is recruiting for a Key Account Manager (Telecoms / SaaS experience) with 10+ years of experience on behalf of a global provider of SaaS-based software solutions for the telecommunications industry. The successful candidate must have proven experience managing international tier-1 customers, selling complex software solutions, and operating in an international account environment.

This opportunity is 100% remote working and a chance chance to work with an international provider of complex software solutions to some of the world's leading telecom companies. The Key Accounts include American-based companies which means the successful person must be open to be flexible with their working hours against American timezone.

PLEASE NOTE - sponsorship can not be provided. Candidates must live in the Portugal with valid rights to work.

THE OPPORTUNITY

This is a customer-focused Key Account Manager position, initially 100% farming, you will be introduced to existing strategic accounts and be responsible for developing and expanding business within these accounts.

Over time, the role will evolve to include approximately 30% new business (hunting) as the account base matures and new opportunities are identified.

You will work with Tier-1 and Tier-2 telecom operators and enterprise customers, managing long-term relationships, driving adoption of SaaS solutions, and identifying expansion opportunities across products, regions, and use cases.

RESPONSIBILITIES

• Own and manage a portfolio of strategic international key accounts, with an initial focus on account growth, retention, and expansion
• Act as the primary commercial point of contact for customers, building trusted, long-term relationships
• Drive upsell and cross-sell opportunities across software modules, features, and services
• Manage complex enterprise stakeholders, including technical, commercial, and executive decision-makers
• Coordinate internally with pre-sales, product, delivery, and support teams to ensure successful customer outcomes
• Lead renewals and commercial negotiations, ensuring strong customer satisfaction and recurring revenue growth
• Identify and develop new business opportunities within existing customers, transitioning into light hunting over time
• Work effectively across multiple time zones, including regular interaction with US-based customers
• Maintain accurate forecasting and account planning in CRM systems

EXPERIENCE

• Minimum of 10+ years of proven experience as a Key Account Manager / Account Manager / Customer Success–led commercial role within: SaaS / Telco software / OSS / BSS / network intelligence / analytics platforms
• Strong background in farming existing enterprise accounts, with demonstrable growth and retention success
• Experience managing international customers; exposure to US and/or APAC accounts is highly desirable
• Comfortable working flexible hours to support customers in American time zones
• Experience selling complex, high-value software solutions with long sales cycles
• Strong commercial acumen, negotiation skills, and stakeholder management capability
• Ability to operate in a scale-up or high-growth vendor environment
• Self-motivated, structured, and comfortable working autonomously