Job Description

Trustpair stops vendor fraud before it happens. We're the automated vendor validation platform protecting 600+ enterprise companies worldwide. Since 2017, finance and procurement teams have used Trustpair to eliminate vendor fraud while reclaiming 90% of the time they once spent on manual checks.

As vendor fraud grows more sophisticated, we stay ahead by combining deep expertise in financial crime with cutting-edge technology. AI isn't a buzzword here, it's embedded in everything we do. From your first week, you'll use AI tools to accelerate your impact, with dedicated training and peer support to help you master them. Our teams have embedded AI into daily work, from automating routine tasks to unlocking strategic insights. The result? Work that used to take hours now takes minutes, and you'll spend more time on what matters.

With offices in New York, Paris, London, and Milan, we're a diverse team united by a bias for action. We ship fast, learn from experiments, and tackle problems that matter: protecting billions in payments for companies worldwide. If you want to see your work make an immediate impact in financial security, Trustpair is built for you.

Learn more about how we use AI in our everyday work.

About the role

We’re looking for a Senior Account Manager North America to drive growth and retention across a portfolio of strategic enterprise customers.

Reporting to the Head of Sales US, you’ll manage approximately 45 strategic accounts across North America, including large multinational organizations typically generating more than $1 billion in annual revenue. This is a senior individual contributor role with ownership of account strategy, expansion opportunities, and commercial performance. You’ll work with CFOs and senior Finance leaders to understand their priorities, grow Trustpair’s presence across their organizations, and build lasting commercial relationships.

You’ll partner closely with Customer Success on adoption, customer value, and retention, and collaborate with Sales, Partnerships, Marketing, and Product to develop opportunities within your accounts.

Location: New York City, with a hybrid working model (at least 2 days in the office).

What you'll do

Build strategic account plans

• Develop and execute account strategies that connect each customer’s business priorities with clear opportunities for growth.
• Map complex organizations to identify economic buyers, executive sponsors, decision-makers, and opportunities across subsidiaries, business units, and regions.
• Use MEDDIC/MEDDPICC to qualify expansion opportunities, assess buying processes, and define the actions needed to progress each deal.

Develop relationships with Finance leaders

• Build relationships with CFOs, Finance Directors, and other stakeholders, from executive sponsors to the teams using Trustpair every day.
• Lead business reviews and steering committees with Customer Success to demonstrate value, understand evolving needs, and agree on next steps.
• Represent your customers internally, sharing their priorities with Product and other teams to strengthen adoption and long-term satisfaction.

Own expansion and commercial negotiations

• Manage your expansion pipeline from opportunity identification through negotiation and close, including upsells and deployments across additional entities or regions.
• Build business cases that connect Trustpair’s capabilities with customers’ financial priorities, fraud prevention needs, and operational goals.
• Negotiate complex enterprise contracts and Master Framework Agreements, coordinating internal stakeholders to reach agreements that support sustainable growth.
• Own your portfolio’s Net Revenue Retention (NRR), working with Customer Success to identify risks early and support customer retention.

Track performance and coordinate execution

• Monitor expansion revenue, pipeline conversion, customer usage, satisfaction, and churn risk to prioritize your account activity.
• Maintain accurate CRM records, account plans, and forecasts, with clear visibility into opportunities, risks, and next steps.
• Coordinate with Customer Success, Sales, Partnerships, Marketing, and Product to advance opportunities and deliver a consistent customer experience.

What’s in it for you

• At Trustpair, we see AI as a tool to save time, sharpen focus, and boost impact. Whether you're already hands-on with AI or eager to learn, you’ll join a team that values and encourages AI-driven ways of working.
• Ownership of an established enterprise portfolio, with a direct impact on Trustpair’s growth in North America.
• Access to senior Finance stakeholders and the opportunity to develop complex agreements across multinational organizations.
• Support to succeed, including product onboarding, enterprise sales methodology, and collaboration with experienced commercial and product teams.
• An international working environment, with hybrid flexibility and encouragement to develop practical AI skills.

Why join Trustpair? A list of our perks here!

Must-Haves

• 5+ years of Account Management experience, including significant experience in B2B SaaS and complex enterprise sales cycles.
• A proven record of growing strategic accounts through upselling and expansion, with measurable commercial results.
• Experience navigating multinational organizations and negotiating complex agreements at group or global level.
• The ability to build credibility with senior Finance stakeholders and translate their priorities into compelling business cases.
• Familiarity with structured sales methodologies such as MEDDIC/MEDDPICC, Challenger Sale, or SPIN Selling.
• Strong analytical and organizational skills, with disciplined account planning, forecasting, and CRM management.
• Clear communication and negotiation skills, combining independent ownership with effective collaboration across teams.

Nice-to-Haves

• Experience with software serving Finance teams, including fraud prevention, treasury, procurement, or financial operations.
• A background in Customer Success or consulting, or experience supporting enterprise deployments, onboarding, or change management.
• Experience working in a growing technology company or international scale-up.

Recruitment Process

• First call with Morgan, Talent Acquisition Specialist (30 mins) - video call
• Experience interview with the Head of Sales US (30 mins) - video call
• Practical case study and discussion with the sales leadership team
• Coffee Fit with two members of our New York team (30 mins)
• Cofounders Interview with Baptiste, CEO (45 mins)

Equal Opportunity Statement

Trustpair's policy is to provide equal employment opportunity in all of our employment practices without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, individuals with disabilities, sexual orientation or gender identity or expression or any other legally protected category.

Candidates must be authorized to work in the United States. Employment eligibility will be verified as part of the hiring process.