Strategic Account Manager

Job Description

We’re working with an established B2B software provider that is looking to appoint an experienced Strategic Account Manager to manage and grow a portfolio of high-value enterprise customers.

For this hire, we are particularly interested in speaking with candidates who have direct experience working for a procurement, accounts payable or closely related finance automation software vendor .

This could include experience selling solutions across areas such as Accounts Payable Automation, Procure-to-Pay (P2P), Source-to-Pay (S2P), Procurement Technology, Invoice Automation, Spend Management or related financial process automation software . This sector experience is an important requirement for the role.

The Role

You’ll take commercial ownership of a portfolio of strategic customers, with responsibility for protecting recurring revenue while identifying and closing opportunities to expand those relationships.

Working across the full customer lifecycle, you’ll build relationships with senior financial, operational and technical stakeholders, develop multi-year account growth strategies and identify opportunities to expand product adoption across business units, geographies and use cases.

This is not simply a relationship-management position. The successful candidate will be commercially driven and comfortable proactively creating opportunities within their account base.

Key responsibilities will include:

• Managing and developing a portfolio of strategic enterprise customers
• Creating multi-year account plans designed to identify whitespace and growth opportunities
• Driving upsell and cross-sell opportunities across existing accounts
• Owning commercial renewal conversations and supporting strong retention and net revenue retention
• Building executive-level relationships and establishing trusted-advisor status with key stakeholders
• Conducting regular customer meetings, Executive Business Reviews and QBRs
• Running discovery conversations to understand customers’ business challenges, technical requirements and purchasing processes
• Developing relationships across finance, operations, IT and other relevant customer functions
• Leading proposals, pricing discussions, commercial negotiations and contract renewals
• Working closely with Customer Success, Support, Partners and internal leadership to maximise customer value and identify growth opportunities
• Maintaining strong pipeline discipline and accurate forecasting
• Using a structured, consultative sales methodology such as MEDDPICC
• Maintaining accurate CRM records and using modern sales tools to manage account activity and opportunity progression

What We’re Looking For

The strongest candidates will already understand the problems these solutions solve and the stakeholders involved in buying them.

Experience working for a procurement or Accounts Payable software provider is therefore highly desirable and will be a major focus of the search.

We would particularly like to hear from candidates with backgrounds in:

AP Automation | Procurement Software | P2P / Procure-to-Pay | S2P / Source-to-Pay | Invoice Automation | Spend Management | Financial Process Automation

Alongside this, you’re likely to bring:

• Around 5+ years’ experience in B2B software sales, strategic account management, business development or another commercial customer-facing role
• A track record of growing and retaining existing SaaS accounts
• Experience identifying and closing expansion opportunities within enterprise customers
• Confidence engaging senior finance, operational and technical stakeholders
• Strong commercial negotiation and closing skills
• Experience working within a recurring-revenue SaaS environment
• A proactive, commercially minded approach — you will be expected to create opportunities rather than simply manage incoming customer requests
• Strong communication, presentation and relationship-building skills
• Excellent organisation and the ability to manage multiple strategic accounts simultaneously

Experience selling alongside or integrating with ERP platforms such as Oracle E-Business Suite, Oracle Fusion Financials, Microsoft Dynamics, NetSuite or Sage Intacct would also be beneficial.

Why Consider It?

This is an opportunity to join an established software business in a commercially important role where you can take genuine ownership of major customer relationships.

You’ll have the opportunity to work with strategic enterprise accounts, develop long-term growth plans and directly influence retention, expansion and recurring revenue.

If you have experience selling or managing strategic customers within the procurement, Accounts Payable or financial automation software market, we’d be keen to speak with you.