HIVE
Strategic Account Manager
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At Hive, we're building the defining physical AI platform of the next decade.
Industrial labor is one of the most acute bottlenecks in the global economy. Operators are expensive, hard to retain, and working in environments that are increasingly unsafe. The shortage is structural. The window to solve it is now.
Our answer is a machine-agnostic intelligence platform that lets any machine, on any site, perceive, decide, and act autonomously. One platform. Any machine. No fleet replacement.
Already live across multiple sites and customers in Europe - spanning logistics and warehousing, industrial manufacturing, and large-scale chemical production - with a US expansion underway.
The vision: one operator managing hundreds of machines simultaneously. Productive machine-hour cost dropping by 80x, and unlocks the next productivity revolution in physical work.
The mission is to make productivity limitless. Come and help us build it.
The Role
A European building materials group has agreed with Hive at CEO level to roll out supervised autonomy across its quarries. Pilots are running, and the agreement covers around 80 sites in several countries over the next years.
The signed agreement is where your work starts. Head office has said yes, but every site still has to: the plant manager, the safety team and the production planner. You get each site commercially ready before our Delivery team arrives, and you decide with the customer in which order sites go live.
This role sits between Sales and Delivery. Account Executives land new customers. Delivery installs and runs the machines. You own the rollout inside the accounts that have already signed at group level, starting with this one and followed by the next global customers.
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Nobody has held this job at Hive before. How you run this account becomes how Hive runs every global account after it.
What You Will Do
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Own the rollout plan
- Build the site by site rollout plan with the customer's executive sponsor.
- Sequence the rollout against what Hive can actually deliver, and defend that sequence to the customer and internally.
- Get each site to yes on its own numbers.
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Build the business case per site
- Set the commercial terms per site inside the frame agreement: KPI thresholds, scaling estimates, exit criteria and pricing.
- Find the value beyond labor cost, such as pit design, shift patterns and production planning, and build the case the plant director takes to their board.
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Run the relationship
- Keep the stakeholder map current in every country, from the group executive sponsor to the site supervisor.
- Run the governance: monthly with the customer's programme owner, quarterly with their executive sponsor, weekly with Hive's Delivery lead.
- Hand each site over to Delivery once it is scoped, then move to the next.
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Build the model
- Carry customer requests into Product and Engineering, and push back on the ones that are not worth building.
- Document how Hive runs a global account, and hand it to the person who takes the next one.
What We're Looking For
Essential
- You have run a multi-site or multi-country programme, either on the vendor side or as the customer's programme owner.
- You have owned a number on an account: revenue, margin or a rollout target.
- Experience building business cases and working with both executive teams and site operations.
- Industrial context: construction, quarrying, mining, building materials, infrastructure or process industry.
- Highly structured, and comfortable owning the details over a long programme.
- You have told a customer no on scope, price or date, and kept the relationship.
- A life situation that allows heavy travel in the UK and Europe.
- Right to work in the UK.
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Strongly Preferred
- Operations or strategy consulting experience with industrial or infrastructure clients.
- Experience from a large construction or building materials company.
- French or German.
This Is Probably Not the Job for You If
- You want to recommend and move on. Site 40 in year three is part of the job.
- You need a delivery organisation that hits every date. Ours is young, and you will be the one explaining a slip to the customer.
- You want a pure sales role. Landing new logos belongs to the Account Executives.
What Success Looks Like
- The first sites are past pilot, in contract and running, and the next batch is commercially ready before Delivery gets there.
- The customer's executive sponsor holds a written rollout plan with dates and KPIs, and treats it as theirs.
- Every site that went live did so on terms that make money for Hive.
- Hive has a documented way of running a global account, in use on the second one.
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