Account Manager

€42,000 to €50,000 gross per year, plus a bonus of up to 10% · Tallinn · Hybrid, minimum 2 days a week

Every week, companies buy Avalonia licences on our website with a credit card. Then they get on with their work, and we never find out what they're building.

Some of those purchases sit inside a team of fifty. Some come from companies quietly moving a huge WPF application to Avalonia. Some come from organisations where other departments already use us for free. We don't know which is which, because nobody has ever asked.

Meanwhile, when a large company wants to buy properly, with quotes, purchase orders and supplier registration, the work lands on our CEO. That has carried us further than it should have, but it isn't a sensible way to run a growing business. So we're hiring our first Account Manager.

The role

You'll own our customers from the moment they decide to buy.

Part of that is making us easy to buy from. Large organisations purchase in their own way, even for a handful of seats. They want quotes, purchase orders, supplier registration, security questionnaires and a route through Coupa, Ariba or their preferred reseller. You'll carry each purchase from first request to payment, look after our resellers, and keep improving the supplier pack that makes the next one faster.

We don't think of this as admin. Every completed onboarding makes us an approved supplier inside a company that could buy far more from us, and it puts you in front of the people who sign things off.

That work arrives unevenly. Some weeks procurement will keep you busy, and in others very little will come in. The proactive work fills the gap, and it's the bigger part of the role.

Nobody will hand you this work. You'll decide which customers are worth contacting, write to them, and find out what they're building, who else is involved and where we could help more. Plenty of those conversations will be short. Others will uncover a much larger team, a project that needs support, or a WPF application that should run on macOS and Linux. You'll grow the accounts you can, and work with our Founding Account Executive, who joins in spring 2027, when an opportunity needs deeper discovery, commercial negotiation or a more complex agreement.

We want you to challenge us

We have a hypothesis about where to start: the companies where we're already an approved supplier, because the hard part of buying from us is done.

You might agree. You might also look at the data and decide we're wrong. Maybe our resellers deserve far more attention. Maybe the way we handle renewals is costing us customers. Maybe there's a group of customers we keep overlooking.

Our sales process is still an experiment. Nobody has done this job here before, and there's no proven method to inherit. You'll try things, tell us plainly what works and what doesn't, and help write the playbook that later hires will follow. Expect the role, its measures and its bonus to change as we learn, and expect a say in how.

Getting stuck in

We're a small company, and we value people who see something that needs doing and start on it. You won't need permission to email a customer, fix a messy record or rewrite a template that isn't working.

Our customers are engineers, and they're wary of salespeople. A generic check-in goes straight to the bin. We want short, genuine notes that a senior developer is happy to answer, written by someone who is interested in the reply. Our customers build everything from industrial control systems to medical devices, and the conversations are fascinating if you let them be.

We care more about the relationship than the quarter. If the right advice costs us a sale, give the right advice.

You should rarely be waiting for work to arrive. There is always another customer worth understanding.

The first year

This is what success looks like:

Taking procurement off the CEO's desk, so quotes, purchase orders and supplier forms have one owner
A sharper supplier pack that answers most onboarding questions before they're asked
Customer conversations every week, with a short note to the team on what you learned
A CRM we can trust, because the one we have is overdue a proper clean-up
Customer stories for marketing, because the people you speak to are the ones our Marketing Lead wants to write about
A working partnership with the Account Executive, so customers keep one point of contact as deals get more complex

Six months in, we'd hope to see:

Routine quotes turned around within one working day, and no deal stalling on paperwork
A far better picture of who our customers are and what they're building
The first accounts that have grown because you asked
A clear view of where expansion works and where it doesn't

How you'll be paid

A gross salary of €42,000 to €50,000 per year, depending on experience, and an annual bonus of up to 10% of salary. The bonus looks at your contribution to account growth and retention, how quickly quotes and procurement steps move, and the quality of our customer records.

There is no commission. We want you free to do what's right for the customer.

Building Avalonia in Tallinn

This is a hybrid role based at our office in Rotermann, with at least two days a week in person.

You'll be one of the early members of a growing local team. Our Marketing Lead is based here, and our CEO and COO are in the city regularly. You'll work closely with all three, and you'll help shape what Avalonia in Tallinn becomes.

Who we're looking for

Someone with real drive, sharp intelligence paired with good judgement, and an interest in other people.

You find your own work. When your inbox is empty, you see an opportunity
You write emails that engineers actually want to reply to
You're curious enough to understand what our customers build and why it matters to them
You're organised. A purchase order doesn't sit with you for a week
You're comfortable asking for the business when the moment is right
You'd rather tell us an approach isn't working than keep doing it quietly

Experience in B2B software account management, customer success or sales operations helps, as does time spent with enterprise procurement or resellers. You don't need to be a developer. Initiative, judgement and curiosity matter more to us than a perfectly matching CV.

What you're joining

Some of the most respected software teams in the world already build with Avalonia. Many of them found us on their own, bought what they needed and got on with it. Your job is to make sure they know how much more we can do for them.

If that sounds like your kind of problem, we'd love to hear from you.