Key Account Manager

Role overview

MasterStart is focused on hitting annual enrolment goals, building stronger confidence with university partners, expanding enterprise income and supporting long-term profitability. This position is central to that plan, with responsibility for generating predictable enrolment revenue, strengthening enterprise partnerships and maintaining a strong sales pipeline.

We are looking for a commercially minded, high-performing Key Account Manager to oversee and expand a portfolio of enterprise clients. The ideal person will bring a strategic, consultative approach, be comfortable engaging senior stakeholders, understand organisational learning and development needs, and clearly position solutions that create measurable value for clients.

This role will help grow existing accounts, open new enterprise opportunities, increase repeat programme revenue and directly support the company’s enrolment, revenue and wider business objectives.

Enterprise account growth

• Manage and develop a portfolio of strategic enterprise accounts.
• Spot opportunities to increase enrolment numbers through private cohorts, group bookings and repeat learning programmes.
• Drive upsell and cross-sell opportunities that match client workforce development priorities.
• Build durable relationships that establish MasterStart as a trusted learning and development partner.
• Increase account value through proactive engagement, stakeholder mapping and commercial opportunity development.

Stakeholder management

• Develop relationships with senior stakeholders in HR, L&D, transformation, business units, procurement and executive leadership.
• Build multi-layered relationships within accounts to avoid reliance on a single contact.
• Deepen account coverage by identifying additional departments, decision-makers and programme sponsors.
• Use client insight to shape relevant learning solutions and unlock longer-term growth.

Consultative solution selling

• Carry out structured discovery to understand business goals, skills gaps and talent development priorities.
• Create tailored proposals that connect MasterStart programmes to clear business outcomes.
• Recommend suitable university partner programmes based on client requirements.
• Work closely with internal teams to ensure solutions are commercially viable and practical to deliver.
• Present confidently to senior decision-makers and guide complex buying decisions.

Revenue and enrolment delivery

• Contribute to MasterStart’s FY enrolment target.
• Support delivery of strategic university partner enrolment targets.
• Meet individual targets for revenue and enrolments.
• Focus on opportunities that deliver predictable, scalable and profitable growth.
• Track progress from opportunity creation through to completed enrolment.

Pipeline building and sales execution

• Build and maintain a high-quality pipeline with at least 2x target coverage.
• Generate qualified opportunities through outreach, networking, referrals, market intelligence and account expansion.
• Keep CRM records accurate, including deal value, close date, next steps and probability.
• Manage the full sales process from prospecting and discovery to proposal, negotiation and close.
• Improve forecasting accuracy and deal momentum through disciplined pipeline management.

Revenue diversification and risk reduction

• Help reduce revenue concentration risk by broadening the enterprise account base.
• Identify accounts with untapped growth potential.
• Create account plans that support revenue diversification, repeat business and deeper client penetration.

Performance insight and continuous improvement

• Monitor account performance, pipeline health, conversion rates, deferrals and cancellations.
• Review reasons behind lost opportunities, deferred enrolments and cancellations.
• Use data to sharpen the sales approach, target the right clients and improve solution design.
• Stay current on learning and development, skills development, corporate training, edtech and workforce transformation trends.

Requirements

A degree in Business, Sales, Marketing or a related discipline is preferred.

You should have 3 to 5 years of experience in Key Account Management, Enterprise Sales or B2B Business Development, with a proven history of managing strategic accounts and consistently meeting revenue goals.

Strong achievement against revenue and sales targets is essential, along with the ability to grow existing accounts and open new enterprise opportunities.

Experience selling consultative solutions to senior and executive stakeholders is required, as is a solid understanding of corporate learning and development, skills development or workforce capability building.

Background in education, training, edtech or professional learning is a strong advantage, and experience with financial services or large enterprise clients would be beneficial.

You must bring strong commercial judgement, excellent prospecting, negotiation, presentation and closing skills, plus a highly organised and data-led approach to pipeline management.

Success in a fast-moving, high-growth environment, together with resilience, self-motivation, performance focus and willingness to travel as needed, are important for this role.

Additional information

The responsibilities listed are indicative and may change as business priorities evolve.