Vertical Lead - Customer Success Management (all Genders)

Vertical Lead - Customer Success Management

City: Cologne Job Function: Sales Job Area: Sales Seniority Level: Mid-Senior level Date: May 25, 2026

HRS AS A COMPANY HRS, a pioneer in business travel, aims to elevate every stay through innovative technology. With over 50 years of experience, their digital platform, driven by ProcureTech, TravelTech, and FinTech, transforms how companies and travelers Stay, Work, and Pay. ProcureTech digitally revolutionizes lodging procurement, connecting corporations and suppliers in a cutting-edge ecosystem. This enables seamless efficiency and automation, surpassing travelers' expectations. TravelTech redefines the online lodging experience, offering personalized content from selection to check-in, ensuring an unparalleled journey for corporate travelers. In FinTech, HRS introduces advancements like mobile banking and digital payments, turning corporate back offices into touchless lodging enablers, eliminating legacy cost barriers. The innovative 2-click book-to-pay feature streamlines interactions for travelers and hoteliers. Combining these technology propositions, HRS unlocks exponential catalyst effects. Their data-driven focus delivers value-added services and high-return network effects, creating substantial customer value. HRS's exponential growth since 1972 serves over 35% of the global Fortune 500 and leading hotel chains. Join HRS to shape the future of business travel, empowered by a culture of growth and setting new industry standards worldwide.

BUSINESS UNIT At HRS, we are redefining the way we work within our Business Unit Enterprise Solutions by organizing our business around industry-specific verticals. This structure enables us to deliver deeper value to our clients, foster closer relationships, and drive scalable, innovative solutions globally - from acquisition through to delivery. By aligning teams around key industries such as Automotive, Manufacturing, GreenTech, or Financial Services, we combine deep sector expertise with functional excellence. This approach empowers our people to make smarter decisions, learn faster, and collaborate more effectively — all while staying laser-focused on delivering outcomes tailored to our customers' unique needs.

MISSION & IMPACT As Vertical Lead Enterprise DACH, you own the full commercial performance of a strategic industry vertical within the DACH market. You are accountable for the vertical P&L, long-term customer success, and sustainable growth across a portfolio of complex enterprise and public-sector accounts. You act as a trusted advisor internally for your vertical team and externally for senior customer stakeholders. Your role combines strategic ownership with team enablement. While you personally lead selected high-impact enterprise engagements, your primary responsibility is to elevate the overall capability, discipline, and performance of the vertical. Your mission is twofold:

• Retention & Value Realization Ensure customer satisfaction, program performance, and measurable value realization across the vertical portfolio. Establish clear standards for account health, executive engagement, and delivery excellence.
• Expansion & Growth Enable and drive upsell and cross-sell opportunities aligned with customers' strategic objectives, procurement frameworks, and transformation agendas. Translate data insights into scalable commercial outcomes.

Impact You build a high-performing vertical business with predictable revenue, strong retention, and disciplined funnel governance. By combining consulting expertise in regulated industries with strong commercial leadership, you position HRS as a strategic partner in complex enterprise and public-sector environments. Your impact is measured by vertical performance, team effectiveness, forecast reliability, and long-term customer value.

KEY RESPONSIBILITIES

• Vertical P&L & Strategy Ownership
• Own full revenue and margin responsibility for your vertical
• Define vertical growth strategy, segmentation, and prioritization
• Ensure pipeline transparency, forecast accuracy, and commercial discipline
• Lead executive-level negotiations and strategic commercial discussions
• Translate regulatory, procurement, and ecosystem dynamics into actionable growth strategies
• Vertical Enablement & Team Leadership
• Disciplinary leadership of Customer Success Managers within the vertical
• Functional steering of Program Consultants and Customer Experience teams
• Establish clear retention and expansion standards across all accounts
• Coach teams on structured qualification methodologies (e.g. MEDDPICC)
• Ensure consistent adoption of AI sales enablement tools (e.g. Outreach) and strong CRM hygiene to maintain funnel accuracy and execution efficiency
• Elevate data-driven consulting standards and value-based selling across the vertical
• Data-Driven Steering & Offer Development
• Analyze portfolio performance, customer spend, procurement frameworks, and market signals
• Derive clear strategic priorities from quantitative insights
• Translate data analysis into compelling, measurable customer offers
• Implement governance mechanisms to monitor account health and opportunity quality
• Ensure all commercial initiatives are grounded in measurable business impact
• Enterprise Engagement & Escalation
• Personally lead selected complex enterprise deals and strategic tenders
• Act as escalation point for high-risk or high-impact accounts
• Navigate multi-stakeholder institutional environments with confidence
• Ensure alignment between customer strategy and HRS' end-to-end value proposition

REQUIREMENTS

• 5+ years of consulting experience within GreenTech, AI and/or regulated industries
• Proven commercial ownership, revenue accountability, or P&L responsibility
• Experience leading complex, multi-stakeholder enterprise programs
• Strong understanding of public procurement and institutional governance structures
• Experience in SaaS, technology, or consulting-driven solution environments
• Strong analytical mindset with the ability to derive strategic decisions from data
• Executive-level communication and negotiation skills
• Experience leading cross-functional teams in matrix organizations
• Clear understanding of funnel governance, CRM discipline, and structured sales methodologies
• High ownership mentality and performance orientation
• Business-fluent German and English, spoken and written

PERSPECTIVE Access to a global network of a globally united and mutually responsible "Tribe of Intrapreneurs" that is passionately dedicated to renew the travel industry and while doing so reinvent the ways how businesses stay, work and pay. Our entrepreneurial driven environment of full ownership and execution focus offers you the playground to contribute to a greater mission, while growing personally and professionally throughout this unique journey. You will continuously learn from a radical culture of retrospectives and continuous improvement and actively contribute to making business life better, smarter and more sustainable.

LOCATION, MOBILITY, INCENTIVE The role is based in Germany, with preference for Cologne or Berlin, where HRS has its main offices. The attractive remuneration package is in line with the market and includes a competitive fixed salary, a strong variable compensation component, as well as all necessary work equipment and mobility support.