About the role
About Pleo Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved, not just finance. At Pleo, we're changing that. We build spend solutions that make managing money seamless, empowering, and surprisingly effective for finance teams and employees alike - with a vision to help all businesses ‘go beyond’. The word ‘Pleo’ actually means ‘more than you’d expect’, and living by that mantra has been the secret to our success over the last 10 years. Now, we’re at a pivotal moment in our journey; every move we make has a direct impact on our 40,000+ customers, our business, and our collective success. We need people who take pride in uncovering customer needs, who turn complex problems into simple solutions, challenge the way things are done (respectfully), and always aim high. With great ambitions driving us forward, we can’t say we’ve got this whole thing figured out. And frankly, that’s half the fun! What we can say is that we’re a driven, progressive, and, importantly, a kind bunch of 850+ people from over 100 nationalities, all committed to delivering the future of business spending, together.
About
the role We're looking for a commercially-minded Account Manager to join our Mid-Market Account Management Team at Pleo. In this role, you'll help grow and expand our existing customer base and be part of the Customer Growth & Expansion team as we scale. If you're excited about strategic account management, obsessed with customer outcomes, know how to unlock expansion across complex organisation, you love nurturing relationships, identifying growth levers, proving ROI, and are passionate about spend management, then this is the opportunity for you! Who you’ll be working with and reporting to You’ll report to our Senior Sales Manager, Account Management and work closely with teams in Customer Success, Deal Desk, Pricing and Enablement. Our team of 16 is highly collaborative and dedicated to delivering value and growing our existing customer base. You’ll also have the chance to partner with teams across Sales, Support, Product and Marketing to ensure success. What you’ll be doing As an Account Manager, you will: Identify and close opportunities within your book of business to grow accounts through upsells, new entities, teams, and product capabilities aligned to evolving customer needs. Build deep relationships with key stakeholders to understand their strategic initiatives, and uncover whitespace opportunities. Use MEDDICC (or similar) to rigorously qualify upsell and cross-sell opportunities to ensure forecast accuracy and deal velocity. Showcase new product features, integrations, and advanced workflows that drive stronger adoption and platform value for upsells. Create custom proposals and business cases that quantify value, align with commercial goals, and support customer budgeting cycles. Work across senior finance, procurement, and operations stakeholders to land multi-threaded expansions. Lead commercial conversations ensuring terms reflect the value Pleo delivers. Use customer success stories, usage data, and ROI metrics to proactively pitch new functionality and deepen platform adoption. What you bring You’ll thrive in this role if you have: A solid understanding of value-based selling and consultative approach Skilled in contract negotiations and building business cases linking features to value Strong understanding of qualification methodologies (e.g., MEDDICC) A passion for solving problems with a solution-oriented approach Data-driven, goal-oriented, and accurate forecasting ability Strong commercial acumen and ability to navigate senior stakeholders A background in SaaS Account Management or Customer Growth with a proven track record of expansion revenue and high net revenue retention Complete fluency in English AND Danish Why is this role a good fit for you This role is a good fit for you if: You are naturally curious and driven to map out complex organisations, identifying white space where Pleo can solve a genuine business need. You get a rush from closing upsells by proving ROI and prefer driving proactive growth over simply waiting for a renewal. You use frameworks like MEDDICC to keep deals on track and can easily show a CFO how tech features translate into financial value. This role is not a good fit for you if: You view Account Management solely as responding to support tickets or handling administrative renewals rather than proactively hunting for expansion opportunities and driving revenue. You require a rigid, unchanging playbook to succeed. We are scaling fast, which means processes evolve and you’ll need to be comfortable building the plane while flying it. You prefer simple, single-point-of-contact relationships. This role requires multi-threading across Finance, IT, and Procurement in mid-market organizations. How you’ll develop in this role In your first 6 to 12 months at Pleo, you’ll: Lead targeted account whitespace analysis to drive impact in your assigned market segment. Collaborate with Product and Marketing to improve feedback loops that influence our mid-market product roadmap. Grow your skills in complex commercial negotiation and value engineering, taking on new challenges as the company continues to scale Show me the