Senior Account Manager

Role overview

This role is focused on driving profitable growth by winning new cybersecurity and managed services business, creating a dependable sales pipeline, and delivering an excellent client experience through disciplined selling and strong operational follow-through.

Key accountabilities

• Build and maintain a healthy pipeline with balanced deal stages that aligns to revenue targets, while generating a steady weekly flow of qualified opportunities.
• Deliver net-new revenue against quarterly and yearly targets, with all activity clearly reflected in CRM and forecasts that can be relied upon.
• Manage the complete sales cycle from prospecting and discovery through to proposal, negotiation, and close, using a structured qualification method such as BANT and defined next actions.
• Follow a disciplined territory plan that combines outbound prospecting with participation in relevant online and in-person events, turning connections into meetings and opportunities.
• Present services persuasively, run effective demonstrations, and frame customer challenges in terms of business risk, solution value, and measurable outcomes.
• Serve as the client’s internal champion by taking ownership of escalations, coordinating the right teams, and driving issues through to resolution with clear communication.
• Keep HubSpot records fully accurate and current, including deal stage, close date, value, next steps, contacts, and notes within the required timeframes.
• Prepare daily, weekly, monthly, and quarterly reports as needed, with forecasts grounded in evidence and consistently close to actual results within the agreed tolerance.
• Use AI tools responsibly to improve prospecting, research, communication quality, and productivity while protecting confidentiality and data integrity.

Core competencies

• Consultative selling with the ability to run structured discovery, identify business drivers, and connect solutions to measurable outcomes.
• Territory planning and proactive prospecting, including consistent outreach, networking, prioritisation, and relationship building across stakeholder levels.
• Working knowledge of cybersecurity and managed services, including buyer concerns, risk-based language, and service delivery concepts.
• Strong negotiation and closing ability, with experience handling objections and aligning stakeholders on commercial and delivery expectations.
• Clear communication and strong executive presence across presentations, proposals, emails, and conversations with both technical and non-technical audiences.
• Process discipline in CRM management, reporting cadence, time management, and following a structured sales methodology.
• Ownership mindset with the ability to take responsibility for outcomes, escalate early, and complete actions end to end.
• Cross-functional collaboration with delivery, technical, and leadership teams to bridge client expectations and internal execution.
• Comfort with data-driven decision-making using pipeline metrics and conversion rates to identify bottlenecks and improve results.
• Sound ethical judgement, particularly when handling sensitive information and using AI in client-facing or internal work.

Success measures

First 30 days

• Complete onboarding across people, products, services, and delivery processes, and be able to explain the core offering and ideal customer profile.
• Develop a territory strategy and target account list, including outreach sequences and an events/networking plan.
• Set up HubSpot views and dashboards and demonstrate correct data hygiene and reporting habits.
• Begin a consistent prospecting rhythm and secure initial discovery meetings.

Days 31–60

• Build a qualified pipeline with opportunities moving through the stages and next steps booked in.
• Run confident presentations and demonstrations, and create proposals that align scope, outcomes, and commercial terms.
• Show early gains in conversion rates and identify bottlenecks with clear improvement actions.
• Own at least one client escalation through to resolution, demonstrating strong coordination and communication.

Days 61–90

• Close the first wins, or be in late-stage negotiation with a clear path to close, while producing accurate forecasts.
• Operate the full sales cycle independently with a repeatable system for pipeline generation.
• Build an effective working cadence with delivery and technical teams and reduce friction through clear handovers.
• Use AI-enabled workflows for research, personalisation, and summarisation in a way that improves productivity and quality.

Ongoing expectations

• Consistently achieve or exceed net-new revenue goals while keeping pipeline coverage healthy.
• Improve sales efficiency over time through higher win rates, shorter cycles, and better deal quality.
• Maintain strong CRM and reporting discipline so leadership can trust the numbers without needing follow-ups.
• Develop a visible market presence through events, partnerships, and referrals that generates a dependable flow of opportunities.
• Ensure clients experience clear communication, smooth handovers, and prompt ownership of issues.

Additional information

The role requires a senior commercial contributor who can operate independently, build a repeatable pipeline engine, and balance revenue delivery with strong client stewardship. Use of AI is expected where appropriate, provided confidentiality and data integrity are maintained.