ACCOUNT DIRECTOR – SMB / MID-MARKET
Company Overview
An established UK-based technology services provider delivers secure, cloud-led solutions to a diverse customer base. With strong revenue growth, high customer satisfaction scores, and a people-focused culture, the organisation has earned recognition as a leading employer in its sector.
Supporting thousands of customers across multiple industries, the business provides a comprehensive portfolio including managed IT services, cyber security, connectivity, cloud platforms, and communications. With increasing focus on AI-driven innovation, the company is committed to enabling secure and practical adoption of emerging technologies through a combination of technical expertise and customer-centric service.
Role Overview
Key Responsibilities
- Drive new customer acquisition and account growth within the SMB / mid-market segment - 50 to 500 users
- Identify and develop opportunities across multiple technology solution areas
- Build and execute account plans, including technology roadmaps aligned to customer goals
- Manage commercial discussions including renewals, contract changes, and growth opportunities
- Deliver regular business reviews covering performance, risks, and future opportunities
- Act as the primary commercial contact and escalation point for assigned accounts
- Collaborate with internal specialists including pre-sales, delivery, and support teams
- Support onboarding and project delivery through clear ownership and communication
- Provide leadership across virtual account teams, ensuring alignment and accountability
Measures of Success (Year 1)
- Achieve a defined annual gross profit target within the first 12 months
- Win new customers within the SMB / mid-market segment
- Increase customer value through cross-sell and multi-solution adoption
- Maintain accurate forecasting and a well-managed sales pipeline
- Deliver structured business reviews aligned to agreed account strategies
- Protect commercial margins through effective qualification and deal management
CRM, Forecasting & Commercial Discipline
- Maintain high-quality CRM data to support:
- Accurate sales forecasting
- Strong pipeline management and qualification methodologies
- Clear visibility of deal progression and next steps
- Ensure all opportunities are properly qualified, tracked, and managed in line with internal governance standards
Key Requirements
- Demonstrated experience in technology sales, managed services, or IT environments
- Strong commercial awareness with the ability to develop and close multi-solution opportunities
- Confident communicator, comfortable engaging with senior stakeholders
- Highly organised, with the ability to manage multiple opportunities simultaneously
- Customer-focused mindset with strong problem-solving skills
- Experience working with cross-functional teams to deliver successful outcomes
- Ability to build long-term, trusted client relationships
- Full UK driving licence