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.

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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 .

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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.

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The Role

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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.

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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.

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

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Key responsibilities will include:

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

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

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

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

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

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Alongside this, you’re likely to bring:

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

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Why Consider It?

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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.

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

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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.