Customer Expansion Lead
Your Impact
We're good at landing new customers. Now we need to get excellent at growing them.
Expanding within the customer base is Tacto's biggest untapped growth lever and the last core revenue function we haven't built yet. Most mature B2B companies generate 50%+ of their revenue from existing customers. We're leaving significant potential on the table so far. As Account Expansion Lead, you'll change that. You'll build our expansion motion from scratch: designing the playbook for upsells, cross-sells, and strategic price increases, then proving it works across our customer base. Once you've cracked it, you'll scale it - building out a team and turning expansion into a predictable revenue engine. You'll work between Sales, Customer Value, and Product, identifying growth opportunities and closing them. This is your chance to build a crucial commercial function at one of Europe’s fastest growing start-ups.
Your Tasks
Build & execute the expansion playbook: Design and test commercial motions for upsells, cross-sells, and price increases. Figure out what works, document it, make it repeatable, and execute it
Own expansion deals end-to-end: Identify opportunities, build business cases, run negotiations, close deals. Manage contracts and pricing logic
Master account intelligence: Read customer dynamics, map stakeholders, understand politics. Know when to drive expansion yourself vs. when to bring in AEs or Customer Value. Identify perfect timing for upsells
Coordinate across functions: Coordinate with Sales (pipeline), Customer Success (value-delivery), Product (what to sell), and Finance (forecasting) to drive expansion deals
Own forecasting and planning: Build accurate expansion forecasts. Coordinate deal timelines. Keep the business informed and on track
Scale into a team: Once the motion is proven, hire and develop your expansion team (realistic timeline: after 6-12 months). Set standards, coach, and turn this into a repeatable growth engine
Your Profile
We're looking for someone who can build, close, and scale. Here's what typically works:
2-5 years in high-performance environments – could be top-tier consulting (McKinsey, BCG, Bain, etc.) or top-tier startups. Ideally, you've done both: structured problem-solving AND closing commercial deals
Proven commercial track record – you have contributed meaningfully to a company’s revenue and understand SaaS economics
Builder mentality – you've built something commercial from scratch in a high-uncertainty environment. You don't need a playbook handed to you; you create it
Extremely smart and driven – you connect dots quickly, learn fast, and push hard to win
Excellent stakeholder management – you navigate complex organizations, build relationships with senior buyers (Heads of Procurement, C-Level), and align internal teams
Negotiation toughness – you hold your ground in price discussions without burning bridges
Process-oriented – you own details: contracts, terms, renewal dates, forecasting
Genuine interest in industrial procurement – you want to understand how German manufacturing companies work and speak their language
Native German + fluent English
Who We Are
Tacto builds an AI-driven procurement platform. Our mission is to strengthen Europe’s industry by future proofing their supply chains. We streamline how companies buy, negotiate and manage procurement – we help them optimize their by far largest cost driver to stay competitive in the long-run. Trusted by hundreds of companies, Tacto transforms procurement into a strategic advantage.
Based in Munich, our team of builders, entrepreneurs and industry experts is creating technology that truly matters. We’re backed by some of the best investors in the world including Sequoia Capital, Index Ventures, Cherry Ventures, Visionaries Club, UVC Partners as well as the founders of Personio, GetYourGuide, Helsing & Forto.
Why It Matters
The industry forms Europe’s economic backbone, driving more than a fourth of Germany’s GDP and providing over 30% of jobs. These hidden champions and global market leaders manufacture the physical world around us, from the machines that build our cities to the medical devices that save lives.
Today, a world of growing uncertainty and disruption is threatening their position. To stay stronger and competitive, the industry must unlock new efficiencies – and procurement is their largest, strategic lever to do so.
At Tacto, we deliver tangible cost savings and strategic resilience at a time when it’s needed most. Our work extends beyond technology – it’s about protecting the foundation of Europe’s economy for generations to come.
What We Offer
An environment where we enable you to have an impact and where we focus on outcomes, not time-tracking
A vibrant in-office culture (4 days/week) in a beautiful office
26 + 4 vacation days per year (4 fixed “company rest days”)
Wellpass membership and access to Jobrad, for your health
Additional voluntary pension contribution and KITA subsidy, for you and your family’s future
Competitive salary & meaningful equity stake, so you are invested in our success
Tacto is an equal opportunities employer. We are committed to equal employment opportunity regardless of race, religion, sexual orientation, age, marital status, disability or gender identity. Please do not submit personal data revealing racial or ethnic origin, political opinions, religious or philosophical beliefs, trade union membership, data concerning your health, or data concerning your sexual orientation.