About the role

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

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 fr

Skills & Tags

go ai data product marketing sales

Aplyr's read

Pleo revolutionizes business expense management with innovative financial technology, attracting tech-savvy professionals eager to streamline financial processes in dynamic environments.
Synthesized from recent postings & public sources

What's promising

•Pleo offers a cutting-edge platform for expense management, appealing to tech enthusiasts.
•The company is expanding rapidly, hiring across engineering, product, and operations roles.
•Pleo's focus on innovation includes roles like Staff Engineer in GenAI Core.

What to watch

•Pleo operates in a competitive fintech market with numerous similar solutions.
•The company's rapid growth may lead to scaling challenges internally.
•Limited public information about Pleo's financial stability and long-term profitability.

Why Pleo

•Pleo's smart company cards simplify expense tracking, offering a unique edge.
•The platform integrates seamlessly with accounting systems, enhancing user experience.
•Pleo's emphasis on design systems and GenAI indicates a forward-thinking approach.

Aplyr’s read is generated by AI from public sources. Was it useful?

About Pleo

Pleo

pleo.io

View company

Pleo is a financial technology company that provides smart company cards and expense management solutions for businesses. Their platform simplifies expense tracking and management, allowing companies to gain better control over their spending and streamline financial processes.