Account Manager (German) at fonio (Vienna, Austria)

fonio· Vienna, Austria· €65k–€95k·9h ago

Role details

Salary

€65k–€95k

Work type

Onsite

Employment

Full-Time

Job description

Über fonio Wir sind in weniger als 12 Monaten von 1 Mio. auf 10 Mio. US Dollar ARR gewachsen und haben bereits jetzt über 10.000 Kunden. Fonio ist der europäische Marktführer für KI-Sprachagenten für SMBs. Nun expandieren wir weltweit und in neue Produktbereiche. Wir agieren schnell, glauben an ein hohes Maß an Ownership, leben direktes Feedback und verzichten auf Company-Politics und unnötige Meetings. Werde Teil einer der krassesten Wachstumsstories in Europa.

Deine Rolle Du betreust aktiv unsere bestehenden Kundenaccounts und bist deren primärer Ansprechpartner entlang des gesamten Customer Lifecycles. Dein Fokus liegt darauf, den Mehrwert unseres Telefon-KI-Assistenten kontinuierlich zu steigern, Use Cases auszubauen und zusätzliche Potenziale zu identifizieren. Du führst regelmäßig Review-, Discovery- und Upsell-Gespräche mit Bestandskunden, analysierst deren Nutzung und zeigst, wie unsere KI weitere Prozesse automatisieren und messbaren Impact liefern kann. Du verantwortest Expansion-Revenue innerhalb deines Kundenportfolios – von Upgrades über Add-ons bis hin zu Vertragsverlängerungen – und arbeitest dabei mit klaren monatlichen und quartalsweisen Zielquoten. Neben kommerziellen Themen hast du einen starken Customer-Success-Anteil: Du stellst sicher, dass Kunden erfolgreich onboarded sind, das Produkt optimal nutzen und langfristig zufrieden bleiben. Feedback aus dem Markt bringst du strukturiert zurück ins Team. Du arbeitest eng mit Customer Success, Produkt und Marketing zusammen, sorgst für saubere Übergaben, verlässliche Forecasts und eine gepflegte Pipeline im CRM.

Das erwartet dich

Account Ownership: Verantwortung für ein eigenes Bestandskunden-Portfolio mit klarem Fokus auf Upsell & Retention.
Expansion Sales: Identifikation und Umsetzung von Wachstumspotenzialen innerhalb bestehender Accounts.
Customer Success Nähe: Regelmäßige Touchpoints, QBRs und proaktive Betreuung zur Maximierung des Kundenerfolgs.
Pipeline & Forecast: Strukturierte Account-Planung, saubere CRM-Pflege und verlässliche Umsatzprognosen.
Teamwork: Enge Zusammenarbeit mit Customer Success, Produkt und Marketing.
Impact: Aktive Mitgestaltung unserer Account- & Expansion-Motion in einem schnell skalierenden AI-Startup.

Das bieten wir dir

65.000 – 95.000 € OTE (Fixum + ungedeckelte Provision, je nach Erfahrung)
On-site in Wien
Top-Equipment deiner Wahl & extrem kurze Entscheidungswege
Enge Zusammenarbeit mit Produkt, Marketing & Customer Success
Ein starkes, skalierendes KI-Produkt mit echtem Kundennutzen

Das bringst du mit

Mindestens 1 Jahr Erfahrung im B2B-SaaS-Sales, Account Management oder Customer Success (Startup/Scale-up von Vorteil)
Erfahrung im Upselling, Renewals oder Expansion Revenue entlang bestehender Kunden
Hohes Produkt- und Technologieverständnis, du bist sehr KI-affin
Strukturierte Arbeitsweise, Ownership-Mindset und Kundenfokus
Deutsch auf Muttersprachniveau, souverän in Calls, Reviews & Demos

Bewerbungsprozess

15 min Recruiter Intro Call
45 min inhaltliches Interview inkl. kurzer Case Study
20 min Gespräch zu Kultur, Erwartungen & Details

Why work at fonio

Rapid Growth & Impact: The company is in a phase of hypergrowth (40% MoM), and employees are "still early enough that your work will genuinely shape the culture, the product, and the company." fonio.ai/en/careers
Culture: Described as fast, committed, and in-office by default. The team emphasizes moving fast and having fun. Most roles are Vienna-based, with the expectation of being in the office most days.
Remote Options: Engineering roles are fully remote (within ±3 hours of CET). For other roles, there is a temporary relocation to Vienna for onboarding (1-3 months), followed by relocation to the target market.
Relocation Support: The company sponsors travel and accommodation in Vienna for the onboarding period and offers full relocation support for moving to target markets.
Team Size: Around 40-50 people, with plans to double by the end of the year.
Hiring Process: A 3-4 step process: 15-minute intro call, 30-45 minute skills interview (sometimes with a case study), potentially a deeper skills or leadership interview, and a final 20-minute culture call with both founders. fonio.ai/en/careers

About fonio

Company Overview

One-liner: fonio is a European AI platform that provides AI phone assistants and omnichannel customer communication solutions for small and medium-sized businesses.
Entity Type: Private (Seed stage)
Headquarters: Vienna, Austria
Founded: 2024
Founders: Daniel Keinrath (CEO) and Matthias Gruber (CTO)

Core Business

Primary industry: AI-powered customer communication / Telecommunications
Target customers: B2B, primarily small and medium-sized businesses (SMBs) with high volumes of customer calls
Mission or purpose statement: To ensure no lead, customer, or opportunity is missed by providing 24/7 AI-powered communication across phone, WhatsApp, email, and chat.

Products & Services

AI Phone Assistant: An AI agent that handles inbound and outbound calls, capable of scheduling appointments, answering inquiries, processing orders, and transcribing conversations. It features speech recognition for difficult dialects, turn-detection for natural conversation flow, and real-time emotion recognition. It can be set up in under 10 minutes with no coding required.
Omnichannel Platform: Expanding beyond voice to include WhatsApp (already live), with email and chatbot support to follow. The platform integrates with CRMs, calendar tools, and databases via native integrations and APIs.
Proprietary Calendar: An AI-native calendar tool that is already live as part of the platform.
Proprietary CRM: A CRM purpose-built for AI-driven customer interactions, expected to launch by the end of Q3 2026.

Market Standing

Valuation/Market Cap: $140 million valuation (as of June 2026, per seed round)
Key Metric: Total funding of over $20 million, including a $17 million seed round led by 20VC (June 2026) and a €3 million angel round (December 2025).
Notable Investors/Partners: 20VC (lead), with participation from founders and executives of Synthesia, HubSpot, and Revolut. Previous angel investors include early backers of Facebook and Airbnb.
Growth Signals:
- Over 7,000 customers across nine markets (Austria, Germany, Switzerland, France, Italy, Poland, Brazil, UK, USA)
- Automates over 2 million calls per month
- Growing at roughly 40% month-over-month
- Acquired competitor fluently in September 2025
- Added $1 million in ARR in April 2026 alone, targeting a 5x increase by year-end
- Opening offices in New York, Munich, Milan, Paris, London, Warsaw, and Barcelona

Competitive Advantages

Proprietary European Infrastructure: Develops its own orchestration layer and models (speech recognition, turn-detection, emotion recognition), ensuring all data remains in the EU on servers in Nuremberg, Germany. This differentiates them from competitors who white-label US services.
High End-to-End Resolution Rate: In roughly 90% of cases, the AI agent conducts a fully human-like conversation and resolves the inquiry without needing to route it to a human.
Builder-Heavy Team: Over half the team are former founders, operations leaders, or people who have scaled products at companies like Canva.

Strategic Focus

Omnichannel Expansion: Moving beyond voice to become a full omnichannel platform (WhatsApp, email, chat).
International Expansion: Establishing physical offices in key markets (New York, Munich, Milan, Paris, London, Warsaw, Barcelona) after recent launches in the UK and US.
Building an AI-Native Tool Ecosystem: Developing a proprietary calendar and CRM to create a complete, integrated platform for customer communication.

Sources

Job description

Why work at fonio

Application questions