Account Manager
Sales & Business Development
Barcelona, Spain
EUR 42k-48k / year
Account Manager
Barcelona, Spain (Hybrid preferred) or
Remote, Europe · Customer Success
Abiut the role:
The Account Manager is the revenue engine of the STaR (Short Term Rental) Division. You are responsible for driving the growth of our Annual Recurring Revenue (ARR) through two primary channels: closing net-new inbound business and driving strategic expansion within our existing customer base.
You will act as a product expert for our STaR suite (Teams, Access, and Guest Portal), guiding prospects through a consultative sales process. Crucially, you are the architect of the customer’s first impression; you are responsible for setting realistic expectations and ensuring a flawless transfer of knowledge to the Onboarding team to guarantee long-term customer success.
What you'll do:
New Business Acquisition
- Full Cycle Sales: Manage the end-to-end sales process for inbound leads, and outbound booked meetings from qualification and discovery to product demonstration and contract negotiation.
- Solution Selling: articulate the value of the STAR product suite (Teams, Access, Guest Portal) to Short Term Rental operators, mapping our solutions to their specific operational pain points.
- Pipeline Management: Maintain a healthy pipeline of active opportunities, ensuring accurate forecasting and consistent velocity through the sales funnel.
Strategic Expansion (Existing Customers)
- Support Collaboration: Partner closely with the Customer Support team, who will identify upsell opportunities during their daily interactions. You will take these "warm handoffs" and close the expansion revenue.
- Account Growth: proactive analysis of current customers to identify opportunities to cross-sell additional products (e.g., adding "Guest" to a customer who only uses "Access").
Transition Excellence (The Handoff)
- Expectation Setting: Ensure that every customer signs the contract with a crystal-clear understanding of what the onboarding timeline, scope, and requirements look like. No over-selling.
- Knowledge Transfer: Document detailed "Discovery Notes" regarding the customer’s specific pain points, tech stack (PMS), and success criteria.
- Briefing Onboarding: Formally hand off the account to the Onboarding Specialist, ensuring they have the context needed to provide a white-glove experience without asking the customer to repeat themselves.
CRM & Administrative Hygiene
- CRM Accuracy: Maintain pristine records in the CRM. Every deal must have accurate contact info, contract terms, and stage progression.
- Feedback Loop: Provide feedback to Marketing regarding lead quality and to Product regarding reasons for lost deals (Closed-Lost analysis)
Ideal Candidate Profile
- The Consultative Closer: You don't just sell features; you sell solutions. You take the time to understand a property manager's workflow and prescribe the right mix of Teams, Access, and Guest to solve their specific headaches.
- The "Details" Person: You hate sloppy CRM data. You take pride in writing discovery notes so detailed that the Onboarding Specialist feels like they were in the room with you.
- The Honest Broker: You understand that over-selling creates churn. You are courageous enough to tell a prospect what the software can't do, ensuring they enter the onboarding phase with realistic expectations.
Who you are:
- Experience: 2–4 years of closing experience in B2B SaaS (Account Executive or Account Management roles).
- Sales Style: Consultative seller who listens more than they talk. You focus on solving problems, not just pushing features.
- Tech Stack: Proficiency in HubSpot is required. Experience with sales engagement tools (e.g., Outreach, HubSpot) is a plus.
- Communication: Exceptional written communication skills—your notes to the Onboarding team must be detailed, organized, and actionable.
- Collaborative: Ability to work well with Support (to receive leads) and Onboarding (to pass clients).
- French or spanish speaking is preferred
Why You’ll Love Working at Operto:
- Paid Time Off: Recharge with ample paid time off, because we believe a balanced life is a successful life.
- Competitive Compensation: Receive a salary that reflects your experience and skills, recognizing and rewarding your value to our team.
- Dynamic & Supportive Team: Join a high-achieving, collaborative team that supports growth, and celebrates success together.
- Hybrid Work: Enjoy the flexibility of hybrid work opportunities, while staying connected with our team. We are also open to fully remote for this role if you are not in Barcelona.
- Winter Break: We have a reduced working schedule from December 25th to January 1st annually, allowing our team to enjoy the festive season with their loved ones without affecting their vacation balance.
- Super Charge Days: Throughout the year the company at time elects to provide additional time off to rest and recharge.
- We’re champions of diversity. Our diverse backgrounds, skills, and abilities make us stronger. We work hard to make Operto a place where everyone feels welcome, respected and supported.
- Salary Range: Pay Rate: This compensation takes into account a wide range of factors that are considered in making compensation decisions including but not limited to job-related skills, experience and relevant training or education, business and organizational needs. Base Salary: €42,000–€48,000 + Commissions
Operto is an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin or disability status. We are committed to providing accommodations in all parts of the hiring process. Upon request, we will work with you to meet your needs.
We thank all applicants for their interest, however, only those candidates selected for an interview will be contacted.