key account manager – expansion

AboutFabriq 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.Job DescriptionAbout the jobFabriq is a rapidly growing tech company specializing in innovative digital solutions for the manufacturing sector. We're hiring aKey Account Managerto join our team.Position also known as (or close to): Key Account ManagerLocation(s): Paris (80%), WFH (20%). Fully remote work is not offered for this role.Type of Contract: CDI (Contrat à Durée Indéterminée), SYNTECPackage: 120k€ - 150k€ OTECompany IntroductionOur mission and ambitionOur 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 in55+ countriesand used by70k+ users, Fabriq supports organizations across all maturity levels—from SMBs to global industry leaders such asJohn Deere, Safran, LVMH, Danone, and Medtronic.Who We AreFabriq was founded five years ago and has grown into a team of110+ dedicated professionals, all aligned around one ambition: transforming the way frontline teams operate and take action.Our ValuesBe 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.Preferred ExperienceAbout you Core ResponsibilitiesBuild and execute long-term strategic account plansDefine a clear top-down vision and roadmap for each account (governance, expansion scenarios, central sponsorship).Map complex organisations across countries, divisions, and manufacturing networks.Develop annual expansion plans based on a tiered site segmentation (T1/T2/T3).Influence and shape group-level digitalisation or operational excellence programs.Drive top-down expansion & strategic sellingDeploy Fabriq across new sites with a value-based, programmatic approach.Navigate long and complex sales cycles with multiple executive sponsors and industrial stakeholders.Adapt expansion strategies to different levels of maturity, culture, and operational models.Lead high-stakes negotiations and sign multi-site, multi-year strategic contracts.Governance & executive stakeholder managementLead steering committees, QBRs, financial reviews, and impact assessments.Engage directly with C-level and senior industrial executives (COO, VP Manufacturing, VP Operations, Industrial Director, CIO/CTO).Articulate and demonstrate Fabriq's business impact: productivity, performance, standardisation, digital maturity, ROI.Renewals & ARR protectionAnticipate contract renewals early and build strategic renewal scenarios.Mitigate churn risks proactively, in collaboration with CSMs.Promote longer-term agreements to secure ARR predictability.Cross-functional leadership & internal impactWork hand-in-hand with CSMs to ensure smooth deployments and maximise adoption.Bring insights from the field to the Product team, especially for strategic accounts.Help structure standards and processes for the entire Expansion organisation (account planning, forecasting, governance, playbooks).Lead by example and help elevate the capabilities of AMs and future KAMs.Operational excellence & executionMaintain impeccable Salesforce hygiene (pipeline, account plans, renewals, multi-site footprint tracking).Analyse footprint data, expansion pace, adoption metrics, and risk signals.Provide structured, impactful reporting and recommendations to the Director of Expansion. Ideal ProfileExperience7+ years in SaaS enterprise sales or strategic account management.Proven experience signing complex, high-value contracts (six figures or multi-year programs).Experience working with industrial clients or transformation programs is a strong advantage.SkillsMastery of complex negotiation and multi-stakeholder sales cycles.Ability to build structured account strategies and orchestrate long-term transformation programs.Strong executive communication skills and business acumen.High autonomy, strong ownership, ability to work in fast-changing environments.Ability to structure methodologies, create frameworks, and raise the execution bar for the team.MindsetIntrapreneurial: builder, problem-solver, proactive, self-driven.Impact-oriented: focused on business value, not features.Comfortable in environments with high expectations, speed, and ambiguity.Ambition to leave a lasting mark on the development of Fabriq. What Fabriq OffersA strategic role at the heart of Fabriq's long-term growth engine.The opportunity to drive the development of some of Europe's most iconic industrial groups.A chance to build the standards, methods, and rituals of a new organisation.A high-autonomy environment where your impact is immediate and visible.A team driven by excellence, ambition, and operational impact.Recruitment Process30' Initial Screening — Video callInterviewer:Benoit, Senior Director ExpansionObjective:First fit, motivation, seniority check.1h Deep Discovery — On siteInterviewer:BenoitObjective:Deep dive into real experience, methods, impact, ownership.Business Case + Panel — 1h to 1h30Participants:Benoit + CSM/PS + RevOps/MarketingObjective:Evaluate strategic thinking, structure, value selling, communication.Extended Team Conversation — 30'Interviewer:CSM, PS Manager, Marketing or Sales LeaderObjective:Collaboration style, cultural fit, communication.Co-Founder Meeting — 45'Objective:Long-term alignment, ambition, values, impact.Reference ChecksObjective:Validate execution, reliability, integrity, collaboration.Offer & OnboardingObjective:Final package, territory, expectations, 30/60/90 plan.Additional InformationContract Type: Full-TimeLocation: ParisExperience: > 7 yearsOccasional remote authorized