Senior Account Manager Poland

The Senior Account Manager drives profitable growth for Cyclomedia in Poland, with primary responsibility for winning new public sector customers and developing assigned existing accounts. The main focus is on cities, municipalities, road authorities and other public organizations.

The role independently creates and converts opportunities into signed contracts, owns an individual sales target and builds relationships with senior decision-makers. It positions street-level imagery, LiDAR, data insights and GIS solutions, including StreetSmart and SmartGEM, around measurable customer needs in infrastructure management, municipal GIS and street digital twins.

Working within the Polish sales strategy and agreed commercial guidelines, the Senior Account Manager combines disciplined prospecting, consultative selling and sound commercial judgement to deliver sustainable revenue growth.

Responsibilities and expected results

Sales Performance and Commercial Ownership

• Own and deliver agreed individual sales targets, with priority on new customer wins. Negotiate pricing, scope and terms within approval limits, protecting profitability and ensuring commitments are deliverable.

• Be accountable for signed business, new customer acquisition, growth in assigned accounts, pipeline quality and forecast accuracy. Review progress against agreed annual and quarterly objectives with the Senior Sales Director Poland.

Market Analysis and Business Development

• Develop and execute a sales plan for assigned accounts and market segments, aligned with the Polish strategy. Prioritise opportunities using customer needs, funding, decision processes, timing and commercial potential.

• Build a pipeline through proactive outreach, established relationships, referrals, partners and relevant events. Develop opportunities before tenders are published and maintain a balanced mix of medium-sized and strategic deals.

Client Needs Assessment and Solution Advisory

• Lead discovery with business, technical and procurement stakeholders. Identify operational problems, decision criteria and expected benefits, and translate them into a clear business case for Cyclomedia solutions.

• Lead customer presentations and coordinate demonstrations with Sales Engineering. Develop proposals using the standard portfolio; validate scope, feasibility and any non-standard requirements with Product and Operations before making commitments.

Sales Execution and Negotiations

• Independently manage the full sales cycle from qualification to contract signature. Establish decision-makers, budget, procurement route, competition and next steps; maintain momentum through long, complex purchasing processes.

• Build credibility with city executives, department heads, GIS and IT leaders and road authority directors. Lead commercial negotiations, address objections and close opportunities with a clear account and deal strategy.

Public Procurement and Tender Leadership

• Own the commercial strategy for assigned bids, working with the Tender Manager and technical, operational, finance and legal teams. Assess requirements, competitiveness, delivery risks and profitability to support bid or no-bid decisions.

• Coordinate commercial input, pricing and clarifications, securing timely internal approvals. Develop customer opportunities in line with public procurement rules and company policies, and convert awarded tenders into signed contracts.

Customer Relationship Management and Expansion

• Maintain account development plans and relationships across multiple stakeholders in assigned customers. Identify additional use cases, departments, data refresh cycles and recurring opportunities that grow account value.

• Remain the commercial owner after signature. Ensure a clear handover to Operations, coordinate with Customer Success on adoption and expansion, and address commercial issues while delivery teams retain responsibility for project execution.

CRM and Sales Forecasting

• Maintain an accurate CRM record of contacts, opportunities, values, stages, probabilities and next actions. Provide realistic forecasts reflecting procurement milestones, decision timing and material risks.

• Regularly qualify and prioritize the pipeline, address gaps and stop pursuing weak opportunities. Take corrective action proactively and escalate decisions or blockers with clear recommendations.

Internal Collaboration and Market Contribution

• Coordinate the internal expertise required to win business and share customer and competitor insights with Sales, Marketing and Product. Support focused campaigns, reference cases and relevant industry events.

• Contribute practical sales expertise to the Polish team, share effective approaches and support colleagues on complex opportunities. Exercise leadership through ownership and influence across functions.

Experience and Sales Results

• At least 7 years of B2B solution sales experience in GIS or complex IT, including a proven record of selling to Polish public administration, particularly local government.

• A consistent record of meeting or exceeding individual sales targets. Able to substantiate results from the last 3 years with target attainment, won contract values, new customers and personal contribution to closing deals. Examples may be anonymized.

• Demonstrated success in independently originating and closing complex opportunities involving long sales cycles, multiple decision-makers and formal procurement processes.

Public Sector Knowledge and Relationships

• An established professional network among relevant Polish public sector decision-makers and influencers, with examples of turning relationships into qualified opportunities and contracts.

• Practical knowledge of Polish public procurement, tender documentation, public sector budgeting and purchasing processes, supported by direct involvement in successful bids.

Senior Sales Capabilities

• Credibility with senior executives and department heads; strong discovery, presentation and negotiation skills; ability to connect technical capabilities to operational and financial benefits.

• Ability to develop account and deal strategies, build a balanced pipeline and manage the full sales cycle independently, including pricing, margin and commercial risk assessment.

• High personal accountability, initiative and commercial judgement. Able to prioritise, act without close supervision and coordinate colleagues across functions to achieve results.

• Disciplined use of CRM, realistic forecasting and evidence-based qualification. Able to understand technical documentation and prepare clear, accurate proposals with specialist support.

Languages and Mobility

• Professional fluency in Polish and a strong working command of English for meetings, internal collaboration and business documentation.

• Willingness and ability to travel regularly across Poland for customer meetings and industry events, with occasional international business travel.

Additional Relevant Experience

• Direct sales experience in GIS, geospatial data, mobile mapping, street digital twins or data analytics solutions, including SaaS or recurring commercial models.

• Understanding of municipal GIS, road and infrastructure asset management, and related customer workflows; experience with partners or systems integrators serving these markets.

• A degree in geoinformatics, IT, engineering, business or a related field; experience sharing sales expertise or mentoring colleagues.

What we offer

• Be part of a growth story in the geospatial data market – actively contributing to the digitalisation of public infrastructure across Poland and Europe.

• Close collaboration with the Senior Sales Director Poland and clear progression opportunities within the international sales organisation.

• Hybrid working – remote or from the office, depending on what fits your accounts and your week.

• Private medical insurance, fully covered by Cyclomedia.

• Employer-supported company pension contributions.

• Regular training and development – sales coaching, product training and access to international best practices across the Cyclomedia sales organisation.

• Team events throughout the year that bring the wider Central Europe sales team together, alongside occasional international gatherings.