Senior Account Manager

Job description

Location London (UK) Working Pattern This is a hybrid role. Candidates should expect to spend 3 days per week in the London office. Role Overview You will own a portfolio of smaller and mid-sized financial services clients and be accountable for retention, expansion and advocacy. You will report to the Head of Sales. Many of these accounts started with a narrow scope. Your job is to grow them into broader, multi-module relationships by deepening adoption, landing new use cases and modules, and turning satisfied clients into references. Your primary measure is net revenue retention (NRR): gross retention plus expansion annual recurring revenue (ARR). Key Responsibilities Portfolio and Renewals Own a named portfolio of financial services clients: renewals, expansion and commercial relationships end to end. Run structured renewal processes early, protecting gross retention and removing surprises. Keep forecast and customer relationship management (CRM) data in HubSpot accurate. We run on data, not optimism. Account Planning and Expansion Build account plans that map each client's regulatory agenda, such as the Digital Operational Resilience Act (DORA), Consumer Duty, the Senior Managers and Certification Regime (SM&CR) and operational resilience, to where Decision Focus can add value next. Identify, qualify and close expansion opportunities: new modules, entities, business units and geographies. Client Relationships Build multi-threaded relationships from practitioner to executive sponsor, and lead quarterly or annual business reviews. Work with risk, compliance and operational resilience leaders and, as accounts grow, at Chief Risk Officer (CRO) and Chief Compliance Officer (CCO) level. Advocacy and Client Insight Work closely with Pre-sales, Customer Success, Product and Partnerships. Feed structured client insight back to Product and Marketing so that what clients ask for shapes a more repeatable proposition. Develop references, case studies and advocates that help the new business team win. Candidate Profile Experience Proven experience in an account management or business-to-business (B2B) software sales role, with at least five years selling into financial services (banks, insurers, asset managers or pension providers). Experience working in a scaling organisation, ideally within a technology, software as a service (SaaS) or high-growth environment. A tr…