Hybrid | Join a high-growth, mission-led SaaS scale-up where you will own and significantly expand a small portfolio of major enterprise retail customers.
About the company:
This international software business has developed a market-leading enterprise platform used by some of the world’s largest retailers.
The technology helps customers improve operational safety, connect complex data and make more informed decisions across their organisations.
With an established UK presence, excellent customer retention (0% churn in last 10 years) and significant expansion opportunities within its existing client base, the company is entering its next phase of growth.
You will join a collaborative, ambitious team with a strong product reputation, attainable commercial targets and a culture that combines high performance with genuine flexibility.
About the role:
Manage an enterprise portfolio worth approximately up to £3m ARR
Deliver an annual growth target of between 10-25%
Identify opportunities to double or triple customer contract values over the next two years.
Create structured 12-to-24-month account growth plans.
Lead upsell, cross-sell and multi-year renewal opportunities from discovery through to negotiation and close.
Build relationships with senior executives, operational leaders and economic buyers.
Multi-thread across complex organisations and develop internal champions.
Translate customer challenges into quantified commercial value and compelling business cases.
Use MEDDICC or a similar enterprise sales methodology to progress opportunities.
Maintain accurate forecasting, opportunity management and pipeline discipline.
Work closely with Customer Success, Product, Marketing and new business teams.
Support complex deployments and remove barriers that could delay expansion.
Your previous experience:
5+ years of enterprise sales or strategic account management experience.
Experience managing a small number of high-value, complex customers.
A proven record of growing inherited accounts through structured upselling and cross-selling.
Responsibility for six-figure annual growth or expansion targets.
Experience selling enterprise SaaS, complex technology or another recurring-revenue solution.
Strong examples of identifying an opportunity, building internal support and converting it into measurable revenue.
Experience engaging C-suite executives and navigating multiple stakeholder groups.
Managed long, complex sales cycles, ideally lasting six to twelve months or more.
Led multi-year contract negotiations and enterprise renewals.
Used MEDDICC, MEDDPICC, Challenger, SPIN or a comparable sales framework.
Strong commercial forecasting and CRM discipline.
The ability to tell a clear story around initial account value, growth achieved and how you delivered it.
Package:
to £85,000 base salary DOE
Opportunity to double base in commission
Equity
Hybrid working from the London office.
Exceptional annual leave, wellbeing days and early finish Fridays
Private medical insurance.
Paid parental leave.
Learning and development support.
Regular team events and a highly collaborative office culture.
Travel to customer meetings and industry events when required.