About Piano

Piano’s Digital Experience Cloud empowers organizations to understand and influence customer behavior. By unifying customer data, analyzing behavioral metrics, and creating personalized journeys, Piano drives customer engagement, revenue, and efficiency. With offices worldwide, we serve industry leaders such as BBC, Ringier, Wall Street Journal, and over 600 other media companies. Recognized for innovation and growth, Piano offers a unique suite of analytics and activation solutions tailored to meet the evolving needs of enterprise businesses.

Position Overview

As an Account Executive, you will work with leading news media companies across Central and Eastern Europe and the Middle East, developing high-impact relationships with decision-makers. Your role is to drive business growth by positioning Piano’s solutions as essential to achieving revenue, audience, and data strategies. You will act as a trusted advisor, delivering value through strategic insights and ensuring that Piano becomes integral to clients’ success.

This is a high-performance, results-oriented role for someone with a competitive edge, deep business acumen, and a passion for helping clients grow. You will focus on achieving sales targets while adopting a structured, data-driven approach to your daily activities.

Key Responsibilities

1. Key Account Management

• Build relationships with senior decision-makers at client organizations, ensuring engagement with C-level executives. This includes heads of digital, audience, and revenue teams in our media client base.
• Understand client goals and challenges, crafting tailored solutions with Piano’s product & services portfolio to address needs like audience development, subscription strategies, and first-party data adoption.
• Detect, negotiate and close up-selling, renewals and business opportunities. Lead and support cross-sell efforts.
• Conduct business reviews with clients to showcase value, demonstrate ROI, and introduce new product features or services.
• Develop and implement strategic account plans that align with customer goals and drive measurable business outcomes.
• Lead strategic discussions, guiding clients in leveraging Piano to meet their business goals while becoming their go-to advisor for industry insights and trends.

2. New Business Development

• Own and execute sales strategies to achieve and exceed revenue targets for new business and account growth.
• Identify opportunities within a focused target account list, adapting messaging to resonate with client-specific pain points and objectives.
• Actively participate in both 1:1 meetings and industry events (e.g., INMA, Wan-Ifra), presenting case studies and best practices to establish thought leadership and strengthen client relationships.

3. Collaboration & Execution

• Partner with Client Success Managers to address product adoption, technical challenges, and upsell opportunities, ensuring seamless delivery of solutions.
• Collaborate with the regional general manager, client services, solution engineers, and other teams to achieve your quota for new and existing business revenue increase.
• Provide feedback to internal teams on client needs and industry shifts, contributing to product development and marketing strategies.
• Maintain a structured approach to daily work using tools like Salesforce (CRM), Vitally, Dealhub, Gong, 6Sense, Sales Navigator, and Sales Loft to manage pipelines, track progress, and improve effectiveness.

Requirements

1. Experience

• 5+ years in consultative sales or account management, ideally within SaaS, digital media, or analytics.
  

2. Skills:

• Proven ability to sell complex solutions to senior decision-makers, including C-suite executives.
• Exceptional communication and public speaking skills, with experience presenting at conferences and industry events.
• Proficiency in leveraging CRM and sales tools (e.g., Salesforce, Gong, 6Sense, Sales Navigator, and Sales Loft) to manage work effectively.
• Strong analytical and problem-solving skills to adapt strategies and overcome challenges.

3. Attributes:

• A competitive, results-driven mindset with the ability to balance persistence with a client-first approach.
• A natural curiosity for learning and testing new strategies to improve outcomes.
• Fluent in English (mandatory); additional regional languages are an advantage.

What Piano Offers

• Be part of a globally recognized, fast-growing technology company that is transforming the media industry.
• Work with top-tier clients and cutting-edge solutions that drive real impact.
• Enjoy a competitive salary, performance-based incentives, and a collaborative, innovative environment.