Director – Enterprise Account Management

Job Title: Director – Enterprise Account Management Location: UAE or Benelux (Belgium / Netherlands) or UK Company: Decklar Workplace type: Full time and hybrid ( involves traveling) About Decklar Decklar is the world's only real-time Decision AI platform for supply chains, fusing unified visibility with artificial intelligence to enable instant, context-driven decisions at scale.

Formerly Roambee, we pioneered supply chain visibility over a decade ago and now lead the evolution to a System of Action — bridging the gap between planning, TMS, and execution with autonomous intelligence. Our AI-native platform processes millions of shipment signals daily, powering dynamic replenishment, goods receipt, quality release, security, asset management, and more for Global 2000 enterprises in pharma, CPG, chemicals, electronics, automotive, and logistics.

Headquartered in Santa Clara, CA, with global operations, Decklar is backed by strategic investors and driving rapid growth through innovations. Role Overview The Director – Enterprise Account Management is responsible for harvesting and growing Decklar’s existing enterprise customer base across EMEA. This role owns the post-sale customer lifecycle, with a clear mandate to drive retention, expansion, and predictable revenue outcomes.

The focus is not new logo acquisition. Instead, this role maximizes customer lifetime value by: identifying opportunities to optimize customers’ operations within existing locations, and expanding Decklar’s footprint into new geographies, business units, and use cases within the same customer organizations. This is a senior, customer-facing leadership role requiring strong commercial judgment, executive presence, and disciplined accountgovernance.

Core Responsibilities

1. Strategic Account Ownership Own a portfolio of strategic enterprise accounts across EMEA. Act as the primary relationship owner post-sale, building trusted, long-term partnerships. Maintain senior-level engagement across CXO, Supply Chain, Operations, Compliance, and IT stakeholders. Serve as the internal advocate for customer priorities and outcomes.
2. Account Governance & Operating Cadence Establish and lead structured QBRs, MBRs, ABRs, and executive steering forums. Drive outcome-based governance with clear KPIs, action tracking, and accountability. Maintain robust account plans covering: operational objectives, renewal timelines, expansion opportunities, risks and mitigation plans.
3. Renewals, Retention & Expansion (Harvesting Focus) Own renewal strategy, forecasting, and closure for assigned accounts. Drive Net Revenue Retention (NRR) through proactive planning and execution. Identify and execute expansion opportunities through: deeper penetration within existing locations, rollout into additional sites, lanes, or plants, extension into new geographies, adoption of additional use cases or product capabilities. Partner with Sales leadership where commercial closure support is required, while retaining account ownership and continuity.
4. Contract Delivery, Financial & SLA Ownership Own contract delivery oversight, ensuring commercial commitments are translated into executed outcomes. Govern financial projections, ARR realization, ramp assumptions, and margin guardrails. Track and manage SLA performance, including escalations and corrective actions. Co-own delivery outcomes with the Regional VP and Sales leaders where expansions or multi-country programs are involved.
5. Value Realization & Growth Enablement Continuously assess customer operations to identify areas where Decklar can deliver incremental value. Ensure realized value is measurable, visible, and clearly communicated during executive reviews. Translate operational insights into structured expansion and optimization initiatives. What This Role Is Not Not a prospecting or new-logo sales role. Not a customer support or operational delivery role. This role exists to protect, grow, and deepen existing customer relationships. Success Metrics Renewal rate and Net Revenue Retention (NRR) Expansion revenue from existing accounts Renewal forecast accuracy SLA adherence and delivery performance Governance cadence adherence (QBR/MBR execution) Executive relationship depth and customer advocacy Qualifications & Experience Required 12–18 years of experience in enterprise account management, ideally in SaaS, supply-chain technology, logistics platforms, IoT, or AI-driven solutions. Proven track record managing large, complex enterprise accounts with significant ARR. Strong commercial discipline: contracts, pricing constructs, forecasting, and financial ownership. Experience driving cross-geo and cross-business-unit expansions within existing customers. Executive presence with the ability to influence senior stakeholders. Highly structured operator with strong governance and follow-through. Preferred Experience working with customers in pharma, manufacturing, retail, chemicals, electronics, or high-value logistics. Familiarity with EMEA markets; exposure to EMEA is a strong advantage. Why Join Decklar Lead strategic enterprise relationships at scale. Play a critical role in driving predictable, high-quality revenue growth. Work with a category-defining Decision AI platform transforming global supply chains. High-visibility role with direct impact on customer outcomes and regional performance. Competitive compensation and long-term growth opportunity.

Requirements

Required 12–18 years of experience in enterprise account management, ideally in SaaS, supply-chain technology, logistics platforms, IoT, or AI-driven solutions. Proven track record managing large, complex enterprise accounts with significant ARR. Strong commercial discipline: contracts, pricing constructs, forecasting, and financial ownership.

Experience driving cross-geo and cross-business-unit expansions within existing customers. Executive presence with the ability to influence senior stakeholders. Highly structured operator with strong governance and follow-through. Preferred Experience working with customers in pharma, manufacturing, retail, chemicals, electronics, or high-value logistics.

Familiarity with EMEA markets; exposure to EMEA is a strong advantage.

Benefits

To be shared at a later stage.