account manager

À propos

Fabriq est la solution innovante de pilotage d'atelier qui améliore la productivité des équipes de production. Fabriq rassemble et digitalise tous les outils de votre système d'excellence opérationnelle (AIC, plans d'actions, tour de terrain et audits, résolution de problèmes, management visuel et KPI).

Grâce à fabriq, les équipes de production peuvent gagner en efficacité, résoudre les problèmes deux fois plus vite et améliorer l'efficience de 2 à 5% en capitalisant sur les données terrain.

Descriptif du poste

About The Job
Fabriq is a rapidly growing tech company specializing in innovative digital solutions for the manufacturing sector. We're hiring an
Account Manager
to join our team.

• Position also known as (or close to): Renewal Manager
• Location(s): Paris (80%), WFH (20%). Fully remote work is not offered for this role.
• Type of Contract: CDI (Contrat à Durée Indéterminée), SYNTEC
• Package: 60k€ - 90k€

Company Introduction
Our mission and ambition
Our mission is to revolutionize industrial operations management by providing innovative, efficient, and scalable digital solutions.

We aim to become the global leader in industrial performance management, powered by advanced technology, strong industry expertise, and a deep understanding of shop floor needs.

Fabriq is a Daily Management Solution that helps manufacturing and logistics organizations meet their daily performance targets, drive continuous improvement, and scale operational excellence.

Deployed in
55+ countries
and used by
70k+ users
, Fabriq supports organizations across all maturity levels—from SMBs to global industry leaders such as
John Deere, Safran, LVMH, Danone, and Medtronic
.

Who We Are
Fabriq was founded five years ago and has grown into a team of
110+ dedicated professionals
, all aligned around one ambition: transforming the way frontline teams operate and take action.

Our Values

Be invested.
We are passionate about Fabriq's mission and give our very best to achieve it.

Aim for excellence.
We deliver high-quality outcomes and continuously raise the bar.

Play for the team.
We act as one, support each other, and move forward together.

Profil recherché

About You
Context & Role Purpose
Fabriq is building a new
Expansion organization
to accelerate growth across its
180+ industrial customers
.

Within this structure, the
Account Manager (AM)
plays a critical role in driving predictable revenue expansion and long-term retention.

Each AM manages a
portfolio of 40 to 60 customers
, with three missions:

• Generate new ARR through upsell, plan upgrades, and additional site deployments.
• Secure and extend renewals, ensuring frictionless contract cycles and maximized term value.
• Protect and grow NRR, preventing churn and strengthening adoption through structured governance.

The AM helps build the foundational revenue engine that will support Fabriq's ambitious
2026–2030 growth plan
.

The role also includes
coaching a Junior AM
and helping define the operating standards of the Expansion function.

Mission
Own and grow a portfolio of 40–60 industrial accounts by driving new ARR, securing renewals, and maximizing NRR through a structured, repeatable, and value-led approach.

Key Responsibilities

• Manage a portfolio of approx. 60 existing customers
• Prioritize accounts based on ARR potential, adoption maturity, and renewal risk.
• Serve as the primary commercial point of contact for all commercial topics: renewals, expansions, contract structure, pricing.
• Engage with operational leaders (Plant Directors, Ops Managers, Quality, Production, CI/Excellence teams) and influence key decision-makers.
• New ARR: upsell, expansion & plan upgrades
• Systematically identify growth levers: additional modules, new features, plan upgrades, new sites or entities.
• Run structured sales cycles: qualification → discovery → value mapping → proposal → close.
• Build simple, impactful business cases based on operational performance improvements.
• Partner with Marketing to design and execute expansion campaigns across the portfolio.
• Renewals & term extensions

• Build and run a renewals machine with clear processes:

• timeline management,

• risk scoring,
• commercial scenarios,
• playbooks,

• negotiation scripts.

• Lead renewal negotiations to maximize value while reducing friction.

• Promote longer contract commitments to improve predictability.
• NRR & churn protection
• Detect churn risks early using data signals (adoption, usage), PlanHat insights, and CSM feedback.
• Co-build corrective action plans with CSMs to recover low-adoption accounts.
• Manage customer objections and reposition Fabriq's business value when necessary.
• Track NRR performance at portfolio and account level.
• Process building: QBR, marketing campaigns, renewals
• Implement structured QBRs with clear agendas, KPIs, impact reviews, and forward-looking plans.
• Coordinate with Marketing on expansion campaigns to scale upsell motions.
• Build and document renewal playbooks, templates, and internal workflows to standardize and scale the process.
• Leadership & Coaching
• Coach and support a Junior AM: methodology, prioritization, planning, upsell motion, and renewal execution.
• Lead by example on Salesforce hygiene, communication quality, and cross-team collaboration.
• Contribute to building the Expansion team's operating system: cadences, tooling, processes, governance.

Profile
Experience

• 3–6 years in Account Management, Renewals, Customer Growth, or similar roles in a SaaS environment.
• Experience managing high-volume portfolios with short to medium sales cycles.
• Experience working with industrial customers is a strong plus.

Skills

• Strong negotiation capabilities, especially around renewals.
• Ability to proactively identify and convert upsell opportunities.
• Excellent rigor and organizational skills to manage a broad portfolio.
• Strong communication skills with operational and managerial stakeholders.
• Ability to build processes and structure commercial motions.
• Strong command of CRM (Salesforce) and CS tools (PlanHat).

Mindset

• High execution standards.
• Ownership, discipline, and prioritization.
• Value-driven and data-informed.
• Builder mentality: enjoys creating, documenting, and scaling.
• Positive attitude, transparency, and team spirit.
• Desire to raise the bar for the entire Expansion team.

What Fabriq Offers

• A key role in Fabriq's core 2026–2030 expansion strategy.
• Direct impact on new ARR, NRR, and long-term retention.
• The opportunity to build the AM/Renewals operating model from the ground up.
• A high-intensity, high-autonomy, high-support environment.
• Real career progression opportunities as the team expands.

Process de recrutement

• 30' Initial Screening — Video call

Interviewer:
Benoit, Senior Director Expansion

Objective:
First fit, motivation, seniority check.

• 1h Deep Discovery — On site

Interviewer:
Benoit

Objective:
Deep dive into real experience, methods, impact, ownership.

• Business Case + Panel — 1h to 1h30

Participants:
Benoit + CSM/PS + RevOps/Marketing

Objective:
Evaluate strategic thinking, structure, value selling, communication.

• Extended Team Conversation — 30'

Interviewer:
CSM, PS Manager, Marketing or Sales Leader

Objective:
Collaboration style, cultural fit, communication.

• Co-Founder Meeting — 45'

Objective:
Long-term alignment, ambition, values, impact.

• Reference Checks

Objective:
Validate execution, reliability, integrity, collaboration.

• Offer & Onboarding

Objective:
Final package, territory, expectations, 30/60/90 plan.

Informations complémentaires

• Type de contrat : CDI
• Lieu : Paris
• Télétravail ponctuel autorisé