Canto

• Join Canto's high-performing sales team and play a key role in driving revenue growth through strategic prospecting, consultative selling, and delivering exceptional customer value. • Consistently exceed monthly, quarterly, and annual quota targets for net new business revenue • Own the full sales cycle -- from outbound prospecting, discovery, and product demonstration to solution design, proposal, and close • Build and maintain a healthy pipeline of high-quality opportunities through proactive outreach and collaboration with marketing and SDRs • Deliver compelling, customized product demos and business cases that clearly articulate the ROI and impact of Canto's platform • Operate as a trusted advisor by deeply understanding customer needs and translating them into tailored solutions • Collaborate cross-functionally with Sales Engineering, Customer Success, and Product to drive customer success and feedback loops • Maintain accurate and up-to-date pipeline management, forecasting, and opportunity data using Salesforce • Stay ahead of industry trends, competitive landscape, and evolving customer challenges to differentiate Canto's value proposition

• Develop and execute the global sales strategy to achieve revenue targets. • Drive forecasting accuracy, pipeline health, and disciplined sales execution through performance metrics, operating cadences, and reporting frameworks that improve visibility, accountability, and business predictability. • Lead, coach, and develop a high-performing sales organization, including sales leaders, Account Executives, Solutions Engineers, and Demo Engineers. • Strengthen executive-level customer relationships and support strategic deal engagement, negotiations, and enterprise account growth. • Partner cross-functionally with Marketing, Implementation, Customer Success, Account Management, Revenue Operations, Finance, and Product to align sales execution with broader company objectives. • Champion the adoption of sales technologies, AI-enabled workflows, and modern AI platforms (e.g. ChatGPT, Claude, Gong, and related GTM intelligence tools) to drive actionable insights, pipeline visibility, productivity improvements, call analysis, and data-driven decision making across the sales organization. • Lead and optimize inbound lead qualification and outbound prospecting motions in partnership with BDR/XDR leadership, ensuring scalable pipeline generation, disciplined qualification standards, and strong alignment across Sales and Marketing. • Own the operating system of the sales team - spotting friction, championing the ideas worth investing in, and building enablement that turns those ideas into repeatable team performance. • Evaluate market trends, competitive dynamics, and customer insights to continuously refine sales strategies and organizational priorities. • Foster a culture of accountability, results orientation, and continuous learning across the global sales organization.

• Strategically identify, engage, and qualify prospects based on target industries and personas • Manage top-of-funnel pipeline through a high volume of outbound calling, emails, social engagements completing 60+ activities a day • Delivering value-focused messaging, educating prospects, and generating interest in Canto • Continued education and dedication to learning about industry trends, challenges, and news • Overcoming objections by delivering value-focused messaging • Performing research in order to understand a prospect’s challenges, priorities, product requirements and deliver compelling value propositions • Deliver qualified opportunities to our sales team

Role Description As a bilingual Account Manager at Canto, you will own a portfolio of 250+ DACH customers, conducting business in German and English. Your responsibilities will include: - Proactively identifying expansion, cross-sell, and renewal opportunities through value-based conversations in German and English. - Executing renewal cycles ahead of subscription end dates, identifying churn risk early and influencing positive outcomes. - Building 12-month customer roadmaps progressing each account toward their platform goals, with regular health checks and quarterly discovery conversations. - Partnering cross-functionally with Customer Success, Sales, Implementation, and Product to deliver a seamless customer experience from onboarding through renewal. - Maintaining accurate records in Salesforce (SFDC) with clear next steps, and communicating account health and recommendations to German-speaking stakeholders. Qualifications - Full professional fluency in German (spoken and written) — non-negotiable. - Previous experience managing DACH customers is essential. - 3+ years in Account Management or Customer Success in a SaaS environment with a proven track record of driving upsells, cross-sells, and renewals. - Experience managing 200–300 accounts with a consistent record of exceeding expansion targets and maximizing gross revenue retention. - Proven ability to identify churn signals and present value-based solutions to executive-level DACH stakeholders. - Proficient in CRM and CS tooling — Salesforce required; Clari, ChurnZero, and Pendo are a plus. Requirements - Fluent in German and ready to make an impact. Benefits - Use your German every day — bilingual fluency is a genuine advantage here, not just a box on a spec. - Own a strategic territory — full DACH market ownership from day one, with direct influence on revenue outcomes. - Grow with us — Canto is scaling fast; as the DACH portfolio grows, so does your opportunity. - Remote flexibility — We have an office based in Berlin that you can visit whenever suits you. - Collaborative, international team — diverse colleagues, open culture, and a company trusted by 4,000+ customers worldwide.

• Lead and develop a Global CS Organization – Recruit, mentor, and manage a multi-layered team across NAM and EMEA. Foster a high-performance culture with meaningful visibility into customer-level execution; support Associate Managers’ development into full Manager roles. • Own GRR and NRR Outcomes – Define and track KPIs, including product adoption rates, time-to-value, customer health scores, and NPS; regularly present insights to senior leadership. • Drive Product Adoption and Customer Value – Develop and execute strategies to ensure customers achieve critical adoption milestones and realize measurable business value post-onboarding. • Build Scalable CS Processes – Implement tiered engagement frameworks, playbooks, and health scoring to efficiently support a growing customer base—high-touch programs for enterprise and a digital-first motion for lower-ACV segments. • Champion AI-Powered Customer Success – Drive adoption of AI and agentic AI capabilities across the CS org, including intelligent automation in platforms like ChurnZero and enterprise tools like Claude, to improve CSM efficiency and proactive engagement at scale. • Partner Cross-Functionally – Align closely with Account Management, Implementation, Support, Product, RevOps, and Customer Marketing to ensure a seamless customer journey and shared accountability for retention and expansion goals. • Champion Customer Advocacy – Serve as the voice of the customer internally, channeling actionable feedback to Product and Marketing to improve experience and functionality. • Manage Escalations – Oversee adoption-related escalations and drive timely resolution in collaboration with cross-functional stakeholders.