Wrike

• Develop, manage, and close complex sales cycles; prospecting, leading discovery, presenting business cases, negotiating contracts, and landing new logos at the enterprise level (250 - 1000 employees). • Deliver compelling presentations and business cases to executive audiences, demonstrating strategic thinking, business acumen, and exceptional consultative communication skills. • Provide highly accurate and insight-driven monthly, quarterly, and annual pipeline forecasts, and maintain meticulous CRM (Salesforce) hygiene. • Serve as an expert consultant on digital and operational transformation; drive opportunities to upsell, cross-sell, and expand engagement within enterprise accounts. • Proactively lead and coordinate cross-functional account teams—including Marketing, Sales Development, Solution Consultants, Legal, Security, and Implementation—to deliver a world-class enterprise client experience. • Skillfully navigate complex legal, procurement, compliance, and security processes in collaboration with internal teams and enterprise client stakeholders. • Stay at the forefront of SaaS trends and industry best practices to be a valued advisor to your clients and the broader Wrike team. • Guide enterprise buyers through organizational change management and adoption planning, ensuring alignment, education, and readiness across large buying groups. • Ensure a seamless and comprehensive handoff to Customer Success and Implementation teams, clearly documenting goals, expectations, and key learnings for ongoing client engagement. • Regularly capture and communicate enterprise customer insights, competitive intelligence, and market feedback to Product, Sales, and Marketing leadership for continuous improvement. • Mentor and support development of junior account executives, sharing best practices and contributing to team enablement initiatives.

• Develop and enhance Kotlin-based backend services that power Wrike’s mobile application • Contribute to the core platform, including APIs, business logic, and performance optimizations tailored for mobile use cases • Collaborate closely with iOS, Android, QA, product, and design teammates to deliver high-quality features • Participate in code reviews and peer reviews to maintain engineering quality and consistency • Help evolve the mobile backend service and propose innovative technical solutions using Kotlin • Support the delivery of a reliable, scalable, and user-friendly mobile experience for Wrike customers

• Manage a portfolio of Mid Market /enterprise customers in EMEA • Understanding customers’ business strategies and leading them to their desired outcomes • Build strong customer relationships and act as the Wrike advocate throughout their journey • Partner with customers to establish clear business goals, timelines, priorities and metrics of success • Create, execute and manage comprehensive engagement and communication strategies to ensure customer ROI and NET MRR growth • Serve as the Wrike subject matter expert (SME) • Collaborate with multiple teams on a regular basis (Sales, Professional Services, Support, Product, etc) • Monitor your entire book of business and work towards targets

• Product strategy & roadmap: define and own the long-term vision and prioritization for Wrike’s in-product analytics, with a clear mandate to evolve the experience through AI-powered capabilities such as natural language querying, automated insight generation, forecasting and intelligent recommendations. • Dashboard & visualization experience: lead the design and evolution of intuitive dashboard experiences, including customizable widgets (charts, tables, calendars), dynamic filtering/parameters, calculated fields, trend views, KPI blocks, and pivot capabilities that help customers understand and act on their data. • Analytical infrastructure: Ensure the reliability and scalability of the data foundation powering customer-facing analytics, including well-structured data models, performant pipelines, real-time synchronization where applicable, and precise aggregation logic. Own and manage strategic partnerships with analytics technology providers such as Sisense and Snowflake to guarantee seamless integration, performance, and long-term platform evolution. • Stakeholder engagement & adoption: Work with UX research, customer success, sales and enterprise customers to validate dashboard use cases, gather feedback on analytical needs and pain points, and drive adoption and value realization of analytics capabilities.

• Own and evolve analytics domain • Lead the in-product Analytics team • Define and own long-term vision and prioritization for analytics • Lead design and evolution of intuitive dashboard experiences • Ensure reliability and scalability of data foundation • Work with UX research and customer success to validate use cases

• Product strategy & roadmap: define and own the long-term vision and prioritization for Wrike’s in-product analytics, with a clear mandate to evolve the experience through AI-powered capabilities such as natural language querying, automated insight generation, forecasting and intelligent recommendations. • Dashboard & visualization experience: lead the design and evolution of intuitive dashboard experiences, including customizable widgets (charts, tables, calendars), dynamic filtering/parameters, calculated fields, trend views, KPI blocks, and pivot capabilities that help customers understand and act on their data. • Analytical infrastructure: Ensure the reliability and scalability of the data foundation powering customer-facing analytics, including well-structured data models, performant pipelines, real-time synchronization where applicable, and precise aggregation logic. Own and manage strategic partnerships with analytics technology providers such as Sisense and Snowflake to guarantee seamless integration, performance, and long-term platform evolution. • Stakeholder engagement & adoption: Work with UX research, customer success, sales and enterprise customers to validate dashboard use cases, gather feedback on analytical needs and pain points, and drive adoption and value realization of analytics capabilities.

• Mentor and grow teams of Customer Success Managers and Renewal Managers across enterprise and commercial segments. • Own GRR and NRR for the AMS region, delivering improved adoption, renewals, and value realization. • Bring rigor to forecasting, renewals, adoption scoring, and account coverage. • Collaborate with Sales, Renewals, Product, Engineering, Marketing, and Enablement to drive account growth, forecast accuracy, product feedback, and customer adoption programs. • Launch and oversee regional programs aligned with global strategy. Identify portfolio growth opportunities, shape coverage models, and act as a change agent in Wrike’s evolving CS organization.

• Develop, manage, and close complex sales cycles; prospecting, leading discovery, presenting business cases, negotiating contracts, and landing new logos at the enterprise level (5,000+ employees). • Deliver compelling presentations and business cases to executive audiences, demonstrating strategic thinking, business acumen, and exceptional consultative communication skills. • Provide highly accurate and insight-driven monthly, quarterly, and annual pipeline forecasts, and maintain meticulous CRM (Salesforce) hygiene. • Serve as an expert consultant on digital and operational transformation; drive opportunities to upsell, cross-sell, and expand engagement within enterprise accounts. • Proactively lead and coordinate cross-functional account teams—including Marketing, Sales Development, Solution Consultants, Legal, Security, and Implementation—to deliver a world-class enterprise client experience. • Skillfully navigate complex legal, procurement, compliance, and security processes in collaboration with internal teams and enterprise client stakeholders. • Stay at the forefront of SaaS trends and industry best practices to be a valued advisor to your clients and the broader Wrike team. • Guide enterprise buyers through organizational change management and adoption planning, ensuring alignment, education, and readiness across large buying groups. • Ensure a seamless and comprehensive handoff to Customer Success and Implementation teams, clearly documenting goals, expectations, and key learnings for ongoing client engagement. • Regularly capture and communicate enterprise customer insights, competitive intelligence, and market feedback to Product, Sales, and Marketing leadership for continuous improvement. • Mentor and support development of junior account executives, sharing best practices and contributing to team enablement initiatives.

• By building strong customer relationships and act as the Wrike advocate to our customers throughout their Wrike journey • By partnering with customers to establish clear business goals, timelines, priorities and metrics of success. (executing success plans & EBRs) • By creating, executing and managing comprehensive engagement and communication strategies that proactively ensure customer ROI and NET MRR growth. • By serving as the Wrike subject matter expert (SME) in providing guidance and addressing challenges on work management to customers • By being a Team Player. You’ll be collaborating with multiple teams on a regular basis (Sales, Professional Services, Support, Product, etc) and will help to build the CS “brand” across our entire organization • By monitoring your entire book of business and work towards targets, leveraging key account metrics to identify areas of opportunity as well as managing churn avoidance. • By maintaining and leveraging our Customer Success Management platform to maintain detailed customer centric actions and communication plans • By leading end-to-end Success Plan execution, connecting customer objectives to measurable outcomes, and holding accountability for delivering and evidencing value over time.

• Lead the redesign of GTM roles and building comprehensive Skills Matrices in collaboration with GTM leaders. • Transform the Talent Review process from a 'check-the-box' exercise into a meaningful growth engine by coaching managers on high-impact feedback and ensuring employees feel heard. • Launch and manage an internal mobility initiative designed to level up employees for their next career move within Wrike. • Act as a pragmatic problem-solver for Director-level stakeholders, using data to identify and resolve business friction before it scales. • Navigate a high-volume environment, managing complex requests with speed and precision across the GTM and Marketing functions. • You will be expected to relentlessly identify and automate repetitive HRBP workflows by building custom Gems, utilizing Wrike’s internal AI tools, and documenting automated processes to shift the GTM People team from manual execution to strategic oversight.