About Us

Trail is the context layer AI agents run on. We're building the missing layer between your company's rules, exceptions, and institutional knowledge and the agents trying to act on them. It's a governed graph that lets any agent or platform, including Trail agents, make the right call on your most complex business processes. Agents today fail not because models are weak, but because they're never given the judgment a business builds up over years. We're fixing that.

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The Role

Trail is seeking an Enterprise Account Manager to own Enterprise customer relationships, with a strong focus on upsell, expansion, and renewal.

This role sits at the critical intersection of post-sale execution and revenue growth. You'll engage customers early in their journey, build the account relationship in partnership with the Customer Success Manager, and drive both expansion and retention across your book of business.

Primary KPI: Net Revenue Retention (NRR), driven through expansion ARR and on-time renewal close.

Roles and Responsibilities

Own a book of enterprise accounts from POC kickoff through renewal, building the commercial relationship and executive alignment

Partner closely with the Customer Success Manager (CSM) as your first resource for product support, demos, and early expansion discussions before engaging Engagement Manager or Solutions

Proactively identify and execute upsell opportunities (expanded use cases, higher volumes, additional workflows or teams)

Own renewal outreach and negotiation beginning 5 months before renewal date, using the health narrative delivered by the CSM

Build and maintain multi-threaded relationships with economic buyers and executive stakeholders, not just day-to-day operational contacts

Partner closely with Solutions, Product, and Sales to align customer needs with long-term growth opportunities

Run commercial conversations including pricing, packaging, expansion scope, and contract terms

Maintain clear visibility into pipeline health, renewal timelines, and expansion opportunities

Track and report on key metrics including expansion ARR, renewal rate, and NRR

Requirements and Skills

5+ years of experience in Sales, Account Management, Consulting, ideally in SaaS, AI, or automation

Experience driving expansion or growth within existing customer accounts

Proven ability to run commercial conversations and negotiations

Comfortable working alongside technical or solutions-led teams

Strong stakeholder management and communication skills, including experience navigating executive relationships

Thrive in a fast-paced, ambiguous startup environment

Nice to Have

Experience working with AI, workflow automation, or API-driven products

Familiarity with usage-based or value-based pricing models

Background in mid-market or high-velocity enterprise sales motions

This role offers an OTE of €80,000–€90,000 per year, comprising base salary and performance-based variable compensation.

Nanonets is now Trail. As we continue to automate the most manual business processes, we’ve evolved beyond document extraction to become the intelligence layer powering AI agents across enterprise workflows — a new identity that reflects this evolution.