Head of Enterprise Accounts (HF1305998)

Flourish are recruiting for a head of enterprise accounts for our client in the data and software industry. London based (hybrid). Starting salary - £100k per year (double OTE).

Job Purpose

The Head of Enterprise Accounts is responsible for the growth and retention of the full portfolio of our largest and most strategic accounts. They focus on strategic, senior-level client relationship management, team leadership, and driving the revenue growth of large, key clients. Their responsibilities include managing and mentoring a team of Enterprise Account Managers, developing account plans, identifying upsell/cross-sell opportunities, and acting as a primary point of contact for clients, especially at the executive level.

Responsibilities

• Create and own the strategic plan for the most important account segment.
• Managing, mentoring, and leading a team of Enterprise Account Managers, ensuring they provide high-quality service and meet their individual goals.
• Hiring, onboarding and training new team members, as well as organising ongoing training, ensuring all formal training is adopted and used.
• Maintaining a clean and accurate, up-to-date pipeline of the Enterprise Team’s opportunities, demonstrating a high conversion and closing rate.
• Identifying and closing opportunities for upselling and cross-selling to meet and exceed revenue targets and performance objectives.
• Developing and executing long-term account plans to drive revenue growth, optimise client usage, and increase satisfaction.
• Ensuring the team’s portion of the monthly target is delivered; accurately forecasting and reporting any blockers to upper management.
• Providing feedback to management on team performance, abilities and areas for improvement, as well as product and commercial trends, and customer patterns of behaviour.
• Testing, implementing and providing feedback on changes in Salesforce or wider systems/processes.
• Collaborating with marketing, product, and finance teams to drive overall business growth and achieve company objectives.

Skills

• Proven track record of success in enterprise sales, strategic account management, and closing high-value deals.
• A developed ability to effectively organise and prioritise workload, ensuring that all tasks are completed or escalated early if this is not possible.
• Strong commercial acumen and the ability to develop strategic business plans.
• Proficiency in managing a sales pipeline and CRM systems like Salesforce.
• A developed ability to correctly and effectively manage a team’s sales pipeline and forecast with confidence and accuracy.
• Exceptional communication, presentation, negotiation, and interpersonal skills.
• Strong ability to build and maintain relationships with clients, partners, and internal stakeholders.
• Experience in delivering performance reviews and regular one to ones with all team members to improve their sales performance.

Knowledge

• Advanced knowledge of Salesforce.
• Advanced knowledge of sales methodologies.
• Knowledge of software industry.

Behaviours

• Acts as a trusted advisor to clients, understanding their business needs.
• Builds strong relationships and trust in the team, leading by example.
• Comfortable giving direction and feedback both to direct reports and management.
• Proactively finds resources to improve management, sales and product knowledge and skills.
• Regularly provides customer feedback based on phone and email interactions to management as appropriate.
• Escalates feedback from team members, or feedback on team members’ performance, to management as appropriate.