Team Manager (Player-Coach), Enterprise Sales, EMEA

Similarweb is the global leader in digital intelligence. As AI assistants and LLMs change how people discover, research and buy, the world's largest brands rely on us to understand what is happening across the digital ecosystem, including in GenAI. Our Enterprise customers are moving from single-tool subscriptions to strategic data and insight partnerships, spanning Data-as-a-Service, GenAI visibility and AI-traffic analysis, retail and digital-shelf intelligence, and Advisory Services.

We are hiring a Team Manager to lead our EMEA Enterprise Account Executive team through that shift. This is a player-coach role. You will raise the strategic and commercial capability of a team of Account Executives, build the account growth strategy for our largest customers, and personally lead growth on a small set of strategic accounts. You will report to the AVP Account Management, EMEA (Enterprise) and help shape the team's playbook, processes and vision.

What you will do

• Lead and coach
• Manage a team of 3-4 Account Executives responsible for expansion (upsell and cross-sell) across a portfolio of global enterprise customers.
• Coach in the field: join customer calls and meetings, co-sell on complex opportunities without taking deals from the rep, and run structured deal reviews that test qualification and forecast quality.
• Hire, onboard and develop Account Executives, with development plans tied to specific skill gaps, career discussions, and timely action on performance issues.
• Build account growth strategy
• Own the Account Growth Plan standard for the team: whitespace mapping, org maps and stakeholder strategy, use-case-led value cases, and a clear path to six-figure expansion on each priority account.
• Develop and refine the team playbook, including the metrics that signal expansion readiness.
• Maintain a disciplined forecast and report expansion pipeline and risks to senior leadership.
• Orchestrate the whole company around the account
• Run a joint planning rhythm with Customer Success, sharing account plans, usage and health signals, and renewal timing to surface growth earlier.
• Bring in Product, Product Marketing, Marketing, Advisory Services and Technical Solutions to build account-specific plays, from executive briefings to custom research, and to drive adoption.
• Partner with Revenue Operations to improve data quality, automation and insight so the team spends its time with customers.
• Move the team up the value chain
• Shift the team's mix toward larger, multi-stakeholder, multi-quarter deals in Data-as-a-Service, GenAI, retail and digital-shelf intelligence, and Advisory Services.
• Coach reps to lead with the customer's business problem and quantify its value, reach economic buyers, and work through procurement and legal.
• Build a pipeline engine: monthly pipeline reviews, clear qualification criteria, and a consistent approach to generating six-figure opportunities within the installed base.
• Be a credible voice
• Join customer meetings and events across EMEA as a senior advisor, with a point of view on how digital and GenAI trends affect the customer's category.
• Personally manage 3-5 strategic accounts with an expansion target.

What you bring

• 4-5 years experience leading and coaching Enterprise Account Management (expansion focus) or Enterprise Sales teams. Proven coaching ability matters more than tenure.
• A track record of closing and coaching large, complex expansion deals with global enterprise customers, including negotiation with Legal and Procurement.
• Evidence that you have built account growth strategy, not only executed it: account plans that changed outcomes, and cross-functional programmes (Customer Success, Marketing, Product, services) that you set up and ran.
• Strong pipeline generation and forecasting discipline, with a recognised qualification methodology (for example MEDDPICC).
• A real point of view on GenAI and how it changes customer behaviour, search, and the way brands measure performance. You can explain it to a CMO or Head of Digital.
• Working knowledge of digital marketing and measurement (SEO, paid, display, social, affiliate, e-commerce).
• Experience building processes and operating through Salesforce.
• Excellent communication and executive presentation skills. Fluent English.
• Advantages
• Experience selling data, analytics or insights products to Retail, CPG or other consumer sectors.
• Experience with Similarweb, Google Analytics, Adobe or comparable measurement tools.
• French or German.
• Experience representing a company externally, for example through speaking, client panels or published thought leadership.
• Who succeeds in this role
• You are a strategic thinker who is also comfortable in the field. You build plans, and you can sit in the room and help a rep win. You change how a team works by bringing people with you. You work across functions without waiting for permission.
• Why Similarweb
• We believe a great company starts with great people and with helping them grow professionally and personally. At Similarweb you will work with curious, passionate colleagues who want to drive real impact.
• Our values: Data Driven, Passionate, Excellence, Winning Together.

About Similarweb:

Similarweb is the most trusted platform for understanding online behavior. Millions of people rely on Similarweb insights daily as the ground truth for their knowledge of the digital world.

Learn more at www.similarweb.com.

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