The Customer Value Lead owns Nauta’s Key Account Manager (KAM) function as more KAMs join across different markets. This role sets the standard for how KAMs blend account operation: per Nauta’s standard Customer Success model, with commercial ownership: renewals, expansion, and relationship depth with local stakeholders.
This role ensures every KAM runs the same delivery discipline as the rest of Customer Success: Discover, Build, Test, Deploy in Pangea, while adapting commercial strategy to each market’s dynamics.
What you’ll do
- Lead and develop the KAM team: set clear expectations, run regular 1:1s, and ensure consistent quality across every market they cover
- Own the KAM playbook: how account ownership blends technical operation with commercial relationship management
- Review and support renewal and expansion conversations across KAM-owned accounts, partnering with the Head of Go-to-Market on pricing
- Ensure every KAM ships new use cases only from published Pangea blocks: custom code never, Pangea always, with the eval gate applied consistently
- Represent market-specific dynamics and KAM feedback back to Customer Success leadership and Product
- Partner on hiring and structuring new KAM roles as Nauta expands into new markets
- Own KAM-specific metrics (retention, expansion, and relationship health) and report on them alongside standard Customer Success metrics
Who you are
- Experience leading account management or customer success teams across multiple markets
- Strong people manager: comfortable coaching commercially-minded, relationship-driven individual contributors
- Comfortable owning both technical account health and commercial strategy simultaneously
- Data- and systems-driven mindset: comfortable tracking retention, expansion, and account health across accounts
- Strong communicator across markets and cultures
- Spanish and English required
Nice to have
- Experience expanding an account management function into new markets
- Background in supply chain, logistics, or B2B operations
- Existing network across multiple LATAM markets
About Nauta
Nauta is your AI partner, powered by an AI operational brain. Nauta reads how your company works: your email, your documents, your rules. Then AI agents do the daily work, like reading every document, checking invoices and chasing what’s missing. You stay in control.