Job description

ABOUT FONIO We grew from $1M to $10M ARR in under 12 months and now serve 10,000+ customers. Fonio is Europe’s market leader for AI phone agents for SMBs. Now we’re expanding globally and into new products. We move fast, take ownership, give direct feedback, and avoid politics and unnecessary meetings. Join one of Europe’s fastest-growing companies. YOUR ROLE You actively manage our existing customer accounts and act as their primary point of contact across the entire customer lifecycle. Your focus is on continuously increasing the value our AI phone assistant delivers, expanding use cases, and identifying additional potential. You regularly run review, discovery, and upsell conversations with existing customers, analyse their usage, and demonstrate how our AI can automate further processes and deliver measurable impact. You own expansion revenue within your customer portfolio — from upgrades and add-ons to renewals — working towards clear monthly and quarterly quotas. Alongside the commercial side, you carry a strong customer success component: you ensure customers are successfully onboarded, use the product optimally, and stay satisfied long-term. You bring market feedback back into the team in a structured way. You work closely with Customer Success, Product, and Marketing, ensuring clean handovers, reliable forecasts, and a well-maintained pipeline in the CRM. What to Expect - Account Ownership: Responsibility for your own existing-customer portfolio with a clear focus on upsell & retention. - Expansion Sales: Identifying and realising growth potential within existing accounts. - Customer Success Focus: Regular touchpoints, QBRs, and proactive support to maximise customer success. - Pipeline & Forecast: Structured account planning, clean CRM maintenance, and reliable revenue forecasting. - Teamwork: Close collaboration with Customer Success, Product, and Marketing. - Impact: Actively shaping our account & expansion motion in a fast-scaling AI startup. What We Offer - $180k - $240k OTE (base + uncapped commission) - Top equipment of your choice & extremely short decision-making paths - Close collaboration with Product, Marketing & Customer Success - A strong, scaling AI product with real customer value What You Bring - At least 1 year of experience in B2B SaaS sales, account management, or customer success (startup/scale-up a plus) - Experience in upselling, renewals, or expansion revenue across existing customers - Strong product and technology understanding; you're highly AI-savvy - Structured working style, ownership mindset, and customer focus - Native-level English, confident in calls, reviews & demos Application Process 1. 15 min recruiter intro call 2. 45 min content interview incl. a short case study 3. 20 min conversation on culture, expectations & details

Requirements

Must-haves

You regularly run review, discovery, and upsell conversations with existing customers, analyse their usage, and demonstrate how our AI can automate further processes and deliver measurable impact.
You own expansion revenue within your customer portfolio — from upgrades and add-ons to renewals — working towards clear monthly and quarterly quotas.
You work closely with Customer Success, Product, and Marketing, ensuring clean handovers, reliable forecasts, and a well-maintained pipeline in the CRM.
What to Expect
Account Ownership: Responsibility for your own existing-customer portfolio with a clear focus on upsell & retention.
Expansion Sales: Identifying and realising growth potential within existing accounts.
Customer Success Focus: Regular touchpoints, QBRs, and proactive support to maximise customer success.
Pipeline & Forecast: Structured account planning, clean CRM maintenance, and reliable revenue forecasting.
Teamwork: Close collaboration with Customer Success, Product, and Marketing.
Impact: Actively shaping our account & expansion motion in a fast-scaling AI startup.
Experience in upselling, renewals, or expansion revenue across existing customers
Strong product and technology understanding; you're highly AI-savvy
Structured working style, ownership mindset, and customer focus
Native-level English, confident in calls, reviews & demos

Nice-to-haves

At least 1 year of experience in B2B SaaS sales, account management, or customer success (startup/scale-up a plus)

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: ashby
Effort: quick