Account Manager (Hybrid, 3 days in office)
Basic: £70,000 – £75,000 + £120,000 - £130,000 OTE (uncapped)
Company: Global SaaS & AI Vendor with over 30,000 employees globally
WHY: Average employee stays 7+ years, substantial benefits package
- Are you an experienced SaaS sales professional with proven success selling with high AOV?
- Are you comfortable with a hybrid of new business and account management?
- Are you happy working from their London office 3 days a week?
The company are a Global SaaS & AI Vendor with a reputation for being a market leader with award winning solutions. A top vendor in their field at the forefront of AI transformation. With over 30k employees, and average employee tenure of 7+ years and a client list of the most recognisable names, you will be in good hands.
You will be responsible for selling an entire suite of legal SaaS and AI solutions predominantly into an existing customer base through cross-sell and upsell whilst also contributing some new business. This includes driving adoption of AI-powered solutions that help the customers improve efficiency, enhance decision-making, and deliver greater value to their clients.
This is a key role within the Sales organisation that requires entrepreneurship and enthusiasm. You will need to identify key stakeholders within each firm to build strong long-term partnerships. You will be responsible for your own account base so experience of using and developing structured account planning is key.
This role is ideal for someone with 3 – 5 years full sales cycle experience selling complex SaaS or AI solutions. Any experience of the legal market would be beneficially however most importantly is you will need to be proactive, confident in navigating larger customers and operating at C-Level.
About The Role:
- Build long-term business relationships, grow revenue, support retention and increase the footprint of the portfolio within each customer
- Develop the account strategy for each assigned customer, agree on prioritisation of opportunities with relevant sales and account management colleagues and take responsibility for driving progress on the account strategy within the firm
- Demonstrate strong negotiation skills, focusing on the value proposition, identify opportunities to create needs and competitive solutions
- Develop and create client-specific account strategy and account plans
- Keep and maintain accurate records in Salesforce
- Meet and exceed all performance goals
- Build trusted adviser relationships with executives and decision makers at assigned firms; responsible for creating win-win solutions and outcomes to further customer engagement and loyalty
- Demonstrate credibility through a strong understanding of the firm’s strategy and identify and create solutions to address those needs
- Own new pipeline creation through outbound (calls, email, LinkedIn, attending conferences, f2f meetings) into target accounts
Experience Required
- 3+ years full sales cycle SaaS or AI sales experience with high AOV solutions ideally into mid market customers
- Experience and success of working in an account manager / key account management role
- Strategic partnering, network building and client management
- High-level C-Suite negotiation skills and opportunity creation leading to solution delivery
- Experience in managing high-value portfolios of clients and services
- Proven success at business development, upselling and cross-selling for complex online / software products
- Experience and success in managing complex, high-level client relationships
- Knowledge and experience of the legal industry & market network
- Degree level is desired
- Experience selling AI-powered products or solutions is desirable, but not essential