At TreviPay, we believe loyalty begins at the payment. Thousands of sellers use our global B2B payments and invoicing network to provide choice and convenience to buyers, open new markets and automate accounts receivables. With integrations to top eCommerce and ERP solutions and flexible trade credit options, TreviPay brings 40 years of experience serving leaders in manufacturing, retail and transportation.
Every day, TreviPay employees are challenged and empowered in a supportive, collaborative, entrepreneurial environment. TreviPay operates in 35 countries, with offices in Kansas, Mexico City, San Jose CR, Rijswijk NL, and Melbourne AU.
The Strategic Account Manager & Program Development Specialist is part of the Global Account Management team and reports into local Account Management leadership. This role combines strategic account ownership with program development responsibility: developing, maintaining and growing existing client relationships; leading strategic planning efforts; identifying and capturing whitespace opportunities; supporting client sales organizations; and meeting or exceeding revenue and profitability objectives for each program under their care.
The role serves as the strategic lead for assigned programs, becoming deeply familiar with each client and the industry in which it operates, while acting as the primary liaison between the client and TreviPay. The individual is expected to balance executive relationship management, commercial growth, program optimization, end-user sales enablement and internal cross-functional alignment across multiple territories, with particular relevance for German- and English speaking clients and buyer ecosystems.
Essential Duties and Responsibilities:
Relationship Management
- Manage a complex web of relationships with key stakeholders, up to the C-suite, championing the overall customer strategy for enterprise business outcomes and aligning closely with the client’s sales organization.
- Master and maintain deep knowledge of each client’s competitive landscape, including understanding of the client’s addressable, serviceable and target markets.
- Monitor and communicate internally, and externally as appropriate, news and/or trends related to client(s).
- Identify and map the customer business and gain insight on value, addressing the customer’s priorities, needs, and objectives; proactively identify and anticipate customer requirements, expectations, and needs.
- Actively listen internally and externally beyond solution needs and openly address conflict.
- Ensure alignment of the team and extended stakeholders across the company to customer requirements and deliverables; serve as an escalation path for client issues and ensure prompt and accurate resolution.
- Manage a client relationship tree, ensuring appropriate coverage across client stakeholders and TreviPay representatives.
- Maintain a cadence of business reviews, virtual or in person, to monitor and maintain the working relationship between TreviPay and the client.
- Review TreviPay’s and the client’s performance of contractual obligations.
- Discuss the development and evolution of products and services.
- Maintain a program of continuous improvement.
- Discuss additional enhancements, rollouts, expansion opportunities and other program development initiatives.
- Understand the client’s growth initiatives and how TreviPay can support those.
- Define plans to address strategic action items and measure success.
- Develop and sustain trustworthy business and personal relationships at all levels of the customer’s and TreviPay’s organization.
Sales and Growth
- Achieve or exceed revenue and profitability goals each fiscal year, including annual budgeting and maintaining a working revenue forecast.
- Derive Strategic Account Plans from the client’s Go to Market and commercial strategies.
- Work with client(s) to develop strategic growth plans targeting opportunities for increased program revenue for the client and TreviPay.
- Identify, qualify and execute white space opportunities across new markets, business units, customer segments, product categories and payment or financing solutions.
- Attend and lead calls and meetings with client sales teams as needed to support transparency within the end-user pipeline.
- Lead direct end-user sales efforts and support the client’s sales organization in converting identified program opportunities.
- Lead day-to-day management and optimization of program growth plans.
- Lead proposal development, contract negotiation, business issue preparation and implementation efforts for white space opportunities.
- Use market, customer and program performance insights to translate commercial opportunities into actionable growth initiatives.
Program Development and Internal Alignment
- Partner with Product, Operations, Risk, Finance, Sales, Marketing, Legal and Technology teams to deliver measurable client outcomes and scalable program growth.
- Champion client and end-user needs internally while balancing TreviPay priorities, profitability and operational feasibility.
- Develop and deliver presentations as needed for end-user training, client sales enablement, conferences, internal updates and executive business reviews.
- Support continuous improvement initiatives that enhance client experience, buyer adoption, process efficiency and commercial performance.
- Maintain awareness of relevant B2B payments, trade credit, invoicing, accounts receivable automation and regulatory developments across Europe.
Contract Management
- Act as keeper of program contract(s):
- Facilitate renewals and re-negotiations.
- Draft and manage contract amendments.
- Monitor contract compliance.
General
- Own end-to-end program outcomes, operating independently and exercising sound judgment while keeping leadership informed on risks, decisions and progress.
- Understand and accurately communicate TreviPay solutions and processes.
- Embrace account management best practices as articulated by TreviPay leadership; consistently leverage company-sponsored tools and training, including goal-setting and tracking, account planning and task management.
- Consistently exhibit alignment with TreviPay’s core values of Tenacity, Ingenuity and Empathy.
- Represent TreviPay professionally and appropriately in all situations.
- Demonstrate strong conflict resolution and organizational navigation skills.
- Up to 30% travel, primarily within Europe.
Desired Strengths and Experience:
- Previous experience managing strategic accounts, enterprise client relationships or complex commercial programs.
- Demonstrated track record of sales success and revenue growth.
- Experience developing and implementing commercial and sales strategy.
- Experience in the corporate travel space or in B2B travel payments is a pre
- Excellent relationship builder with the ability to engage stakeholders up to C-suite level.
- Proactive, strategic thinker with a strong commercial mindset.
- Excellent written and oral communication skills in English and German.
- Highly organized and responsive, with the ability to prioritize tasks and problem-solve on the fly.
- Self-motivated and able to motivate others.
- Competitive spirit and strong ownership mentality.
- Able to influence behavior in a matrix environment across multiple functions within TreviPay and with the client.
- At ease managing and negotiating contracts.
- Demonstrated understanding of cultural differences and ability to adapt to customs and traditions impacting business outcomes and relationships.
- Ability to operate and thrive under pressure.
Qualifications:
- Bachelor’s degree required; master’s degree is a plus.
- Three or more years of prior client/account management, business development, enterprise sales, program management or related experience; five or more years is preferred for candidates managing complex strategic accounts.
- Experience in B2B payments, trade credit, financial services, fintech, SaaS, accounts receivable automation or a related industry is preferred.
- Previous experience navigating an international business environment.
- Mastery-level knowledge of Microsoft Office.
- Language requirement: fluent in English and German, written and spoken.
- Candidate must be based in the Netherlands.
What we offer
- A strong pension plan with a 70/30 employer/employee contribution split (Nationale-Nederlanden), including partner and orphan's pension and disability cover
- 26 days of paid leave: 25 holiday days plus an extra "Day that Matters" to use however you choose — and earn up to 16 extra leave hours per year through our vitality reward
- Hybrid working (2 days/week from home) with a €150 home-office setup budget and a daily working-from-home allowance
- Work remotely from abroad for up to 60 days per year — well beyond the market standard
- Invest in your growth: our Study Finance Scheme funds up to 100% of approved study costs, plus unlimited access to a wide range of courses on TalentLMS
- A performance-based bonus program and a global recognition platform that gives your achievements company-wide visibility
- 8% holiday allowance, tax-free commuting reimbursement (€0.23/km) or a fully covered NS Business Card for public transport
- Wellbeing built in: free confidential counseling through our Employee Assistance Program, company-paid accident and supplemental disability insurance, plus 8 hours of paid volunteer leave
- And the small things that make office days nicer: weekly fresh fruit, in-office chair massages, and yoga balls in our Rijswijk office
