Account Manager - Theodo x BPI France

The Theodo story and its success Since 2009, Theodo has supported innovative companies in the design, development and deployment of ingenious digital products - such as the TF1+ platform, the LCL Pro application or the France Identité Numérique application - by leveraging the best of technology and the Lean approach. Theodo has experienced exceptional growth over the past 15 years: our teams bring together more than 750 Theodoers, mainly Software Engineers, passionate about technology and continuous improvement. In 2025, the Theodo group generated 100M€ in revenue. The position A partner of Bpifrance since 2019, Theodo supports its digital, IT and business teams on software development, Data, AI and Cloud projects. Today, the account represents: - €20M in annual revenue on average over the last three years, or approximately 20% of Theodo's activity. - 100 to 120 Theodoers, distributed across about twenty teams. - Varied projects: digital platforms, business tools, Data, Cloud and AI, including the construction of an agentic factory. The relationship between Theodo and Bpifrance is entering a new phase, with a three-year contract currently being finalized and three priorities: - Develop the account with new contacts, particularly in the financing, investment and innovation businesses. - Expand our interventions, particularly on Data and AI topics. - Structure commercial operations to better anticipate needs, manage staffing and monitor account performance. Your missions 1. Develop business at Bpifrance - Meet with contacts in the digital, IT and business teams to understand their challenges and identify new opportunities. - Develop your network within Bpifrance, in coordination with existing commercial relationships. - Turn identified needs into commercial proposals, with the KAM and technical teams. - Take part in sales end to end: qualification, offer construction, negotiation and closing. 2. Manage and develop your client scope - Become the go-to commercial contact for several Bpifrance teams. - Monitor customer satisfaction, anticipate difficulties and coordinate the necessary actions with Theodo teams. - Anticipate mission ends, extensions and new skill needs. - Work with the staffing team to propose the right profiles, negotiate commercial terms and build new teams. 3. Structure account operations - Ensure reliable tracking of the sales pipeline, projects and financial indicators in HubSpot. - Improve staffing, reporting and coordination processes between teams. - Automate recurring tasks and develop internal tools with AI. - Contribute to setting up the management tools needed for an account of more than 100 consultants. Your profile - You have a demanding education and a first experience in tech or consulting. - You enjoy selling: understanding a need, building a proposal, negotiating and closing. - You know how to build a relationship of trust and navigate between different contacts within a large organization. - You are rigorous in sales follow-up and capable of handling several topics in parallel. - You are comfortable with numbers, tools and AI, and you seek to simplify what can be simplified. - You take initiative, know how to move topics forward and do not hesitate to intervene directly in operations. You wish to progress toward a Key Account Manager role, developing both your sales skills and your understanding of your clients' technical challenges. Why join us - A strategic account: Theodo's first client, with €20M in annual revenue and projects ranging from software development to AI. - A real sales responsibility: a scope to develop, sales to carry out and a client relationship to build. - A role at the heart of operations: the opportunity to understand how an account of more than 100 consultants is managed and to improve its functioning. - Direct support: you work in tandem with the KAM, in contact with Theodo's executives, with regular strategic check-ins. - A path toward KAM: you progressively develop your autonomy in managing and growing a major account. Our recruitment process 1. An initial conversation with our recruitment team. (30 min) 2. An interview with the Bpifrance Key Account Manager. (1h) 3. A business case + interview with our Head of Sales. (1h) 4. An interview with an executive. (30 min) 5. An offer. (30 min) Why join Theodo? The environment: 💼 Join a group of 750 people with many opportunities for cross-entity mobility 🎯 Participation in charitable projects through the Fondation Theodo (Ada Tech School, Code Phoenix, Article 1…) The package: 🏠 Offices in the heart of Paris 🖥 Equipment budget (computer, smartphone, headphones…) 🏖 5 weeks + 8 to 12 RTT days per year 🩺 Helium (SideCare) health insurance (mutuelle) 🍽 Swile meal voucher card (€10/day, 50% reimbursed) 🚈 Navigo pass reimbursed at 50% or sustainable mobility package Find Jobs in France on Arbeitnow