Job Specifications
About
Fabriq est la solution innovante de pilotage d'atelier qui améliore la productivité des équipes de production. Fabriq rassemble et digitalise tous les outils de votre système d'excellence opérationnelle (AIC, plans d'actions, tour de terrain et audits, résolution de problèmes, management visuel et KPI).
Grâce à fabriq, les équipes de production peuvent gagner en efficacité, résoudre les problèmes deux fois plus vite et améliorer l'efficience de 2 à 5% en capitalisant sur les données terrain.
Job Description
About the job
Fabriq is a rapidly growing tech company specializing in innovative digital solutions for the manufacturing sector. We’re hiring a Key Account Manager to join our team.
Position also known as (or close to): Key Account Manager
Location(s): Paris (80%), WFH (20%). Fully remote work is not offered for this role.
Type of Contract: CDI (Contrat à Durée Indéterminée), SYNTEC
Package: 120k€ - 150k€ OTE
Company Introduction
Our mission and ambition
Our mission is to revolutionize industrial operations management by providing innovative, efficient, and scalable digital solutions.
We aim to become the global leader in industrial performance management, powered by advanced technology, strong industry expertise, and a deep understanding of shop floor needs.
Fabriq is a Daily Management Solution that helps manufacturing and logistics organizations meet their daily performance targets, drive continuous improvement, and scale operational excellence.
Deployed in 55+ countries and used by 70k+ users, Fabriq supports organizations across all maturity levels—from SMBs to global industry leaders such as John Deere, Safran, LVMH, Danone, and Medtronic.
Who We Are
Fabriq was founded five years ago and has grown into a team of 110+ dedicated professionals, all aligned around one ambition: transforming the way frontline teams operate and take action.
Our Values
Be invested. We are passionate about Fabriq’s mission and give our very best to achieve it.
Aim for excellence. We deliver high-quality outcomes and continuously raise the bar.
Play for the team. We act as one, support each other, and move forward together.
Preferred Experience
About you
Core Responsibilities
Build and execute long-term strategic account plans
Define a clear top-down vision and roadmap for each account (governance, expansion scenarios, central sponsorship).
Map complex organisations across countries, divisions, and manufacturing networks.
Develop annual expansion plans based on a tiered site segmentation (T1/T2/T3).
Influence and shape group-level digitalisation or operational excellence programs.
Drive top-down expansion & strategic selling
Deploy Fabriq across new sites with a value-based, programmatic approach.
Navigate long and complex sales cycles with multiple executive sponsors and industrial stakeholders.
Adapt expansion strategies to different levels of maturity, culture, and operational models.
Lead high-stakes negotiations and sign multi-site, multi-year strategic contracts.
Governance & executive stakeholder management
Lead steering committees, QBRs, financial reviews, and impact assessments.
Engage directly with C-level and senior industrial executives (COO, VP Manufacturing, VP Operations, Industrial Director, CIO/CTO).
Articulate and demonstrate Fabriq’s business impact: productivity, performance, standardisation, digital maturity, ROI.
Renewals & ARR protection
Anticipate contract renewals early and build strategic renewal scenarios.
Mitigate churn risks proactively, in collaboration with CSMs.
Promote longer-term agreements to secure ARR predictability.
Cross-functional leadership & internal impact
Work hand-in-hand with CSMs to ensure smooth deployments and maximise adoption.
Bring insights from the field to the Product team, especially for strategic accounts.
Help structure standards and processes for the entire Expansion organisation (account planning, forecasting, governance, playbooks).
Lead by example and help elevate the capabilities of AMs and future KAMs.
Operational excellence & execution
Maintain impeccable Salesforce hygiene (pipeline, account plans, renewals, multi-site footprint tracking).
Analyse footprint data, expansion pace, adoption metrics, and risk signals.
Provide structured, impactful reporting and recommendations to the Director of Expansion.
Ideal Profile
Experience
7+ years in SaaS enterprise sales or strategic account management.
Proven experience signing complex, high-value contracts (six figures or multi-year programs).
Experience working with industrial clients or transformation programs is a strong advantage.
Skills
Mastery of complex negotiation and multi-stakeholder sales cycles.
Ability to build structured account strategies and orchestrate long-term transformation programs.
Strong executive communication skills and business acumen.
High autonomy, strong ownership, ability to work in fast-changing environments.
Ability to structure methodologies, creat