Account Manager (Expansion)

About us Encord is the universal data layer for AI that helps 300+ AI teams train and run models on the right data. Our platform indexes, curates, annotates, and evaluates data across the full AI lifecycle, from development through production. Trusted by Woven by Toyota, AXA, UiPath, Zipline, and more. We're an ambitious team of 100+ working at the frontier of AI and have raised $60M in Series C funding from Wellington Management, CRV, Next47 and Y Combinator. The role As an Account Manager at Encord, you\'ll own and grow a portfolio of strategic UK and European customers. Your focus will be on expanding usage, driving adoption, and ensuring customers get maximum value from our platform — from autonomous vehicle companies to medical imaging teams and next-gen robotics manufacturers. You'll work directly with technical and commercial stakeholders, understanding their ML workflows and identifying opportunities for growth. This is a great fit for someone who loves building long-term relationships, enjoys technical conversations, and wants to help shape the future of AI infrastructure. What you\'ll do Own and grow a portfolio of UK/EU customer accounts with a focus on expansion and long-term value Build trusted relationships with ML, data, engineering, operations, and executive stakeholders Understand customers\' technical roadmaps to proactively identify expansion opportunities Drive upsells, cross-sells, and multi-team rollouts across existing accounts Partner with Customer Success, Product, and Engineering to deliver customer outcomes Communicate customer insights and feature requests internally Lead account planning, run QBRs, and develop growth strategies for your accounts Maintain accurate pipeline and revenue forecasting in HubSpot Help shape post-sales and expansion processes in a fast-growing GTM organisation Who we\'re looking for 2+ years in account management, customer success, or post-sales roles in B2B SaaS Experience owning expansion revenue and managing mid–large ACV accounts ($50k–$250k+) Ability to engage confidently with technical stakeholders (ML engineers, data leads, CTOs) Strong relationship builder with a genuine interest in solving customer problems Comfortable in a fast-moving, high-growth start-up environment Experience with HubSpot, Salesforce, or similar CRM tools Curious, driven, and excited by the potential of AI and data infrastructure Experience requirements 2–5 years of experience in account management, customer success, or a post-sales commercial role within B2B SaaS or technology Proven track record of owning and growing a book of business, with demonstrable success hitting or exceeding net revenue retention or expansion targets Experience managing mid-to-large ACV accounts ($50k–$250k+) across multi-stakeholder organisations Confidence engaging with technical buyers — including ML engineers, data scientists, and engineering leads — and translating their needs into commercial outcomes Familiarity with structured account planning, QBR delivery, and pipeline forecasting using CRM tools such as HubSpot or Salesforce Experience working in a high-growth start-up or scale-up environment preferred Exposure to developer tools, data infrastructure, or ML/AI platforms is a strong advantage Fluency in an additional European language (e.g. French, German) is a bonus but not required Why Encord Competitive salary, commission, and equity in a high-growth start-up Strong in-person culture — most of the team works from our London office 3+ days/week 25 days annual leave + UK public holidays Annual learning & development budget Travel for customer visits, events, and conferences across the UK and Europe Company lunches twice a week Monthly socials & bi-annual team offsites #J-18808-Ljbffr