Account Manager - New Business & Closing (Remote, Estonia)

About the role

An international, remote-first team is looking for an Account Manager specializing in new business and closing, based in Estonia. You will turn qualified sales opportunities into signed partnerships for B2B loyalty programmes, working with small and medium-sized businesses. The role covers the full sales cycle, from discovery and solution development through presentations, negotiations and contract closure, in close collaboration with Sales Development Representatives and Customer Success.

Key responsibilities

• Own the full sales cycle: manage qualified opportunities from discovery through proposals, negotiations and signed agreements.
• Conduct consultative discovery to understand each prospect's business model, priorities, acquisition challenges and buying process.
• Develop tailored loyalty propositions, including loyalty currencies such as airline miles and reward points.
• Deliver presentations, prepare proposals, address objections and negotiate commercial terms.
• Maintain deal momentum and coordinate with Sales Development Representatives and Customer Success.
• Manage the pipeline and forecast accurately in HubSpot, and share deal insights with sales leadership.
• Use AI tools to improve prospect research, meeting preparation, follow-ups and pipeline analysis.

Required profile

• At least three years of B2B sales experience, with a track record of closing commercial agreements.
• Experience selling on the provider side of loyalty, CRM or marketing, and selling to SMEs.
• Fluency in German and English; ability to present and negotiate in both languages.
• Ability to work independently in a remote setting during shared Central European Time business hours.

Required skills

• CRM and pipeline discipline, ideally HubSpot.
• Confidence using AI tools in daily sales activities.
• Strong presentation, negotiation and communication skills.

What we offer

• Monthly compensation of EUR 5,000 to EUR 10,000, with a base salary and performance-based variable pay.
• Remote work from anywhere, a 40-hour week and 24 days of annual leave.
• Direct access to sales leadership, qualified leads from Sales Development Representatives and a structured handover to Customer Success.