Head of Account Management

We are the leading provider of insight and analysis for the primary capital markets community.

For over 35 years, we have been helping investment banks, issuers, investors, law firms, rating agencies, tech platforms, and regulators keep pace with the most important trends, challenges, and opportunities in the industry.

As a trusted and reputable voice for capital markets participants, we work together to deliver independent news and data products that provide transparency into primary DCM activity, all guided by our core values.

GlobalCapital — Head of Account Management

GlobalCapital is a leading provider of news, insight, and analysis for the primary capital markets community. Our news and data products provide transparency into primary DCM activity and enable trend analysis and the identification of new business opportunities. Our customers span the DCM community, including banks, borrowers, investors, law firms, rating agencies, tech platforms, and regulators.

We have an impressive domain authority backed by a respected editorial team, tenured brand, deep market access, and strong industry relationships. Meanwhile, our editorial sourcing model facilitates an independent and clear perspective on complex market activity and sentiment through both on and off-record commentary from dealmakers, issuers, and investors.

Job Purpose

Managing the day-to-day renewal strategy for GlobalCapital’s subscription business, namely driving annually recurring revenues from our subscriptions book through running our renewals and upsell machine.

Principal Responsibilities

1. Management of Renewal and Upsell Unit — Account Managers and Customer Success
2. Development and implementation of renewals process and ensure roll out and held accountable across all renewal team
3. Ensure renewal processes and notices are logged entirely in Salesforce
4. Ensure all sales activity i.e. call logs, renewal opps etc. are logged in Salesforce
5. Consistent use of subscriptions dashboards
6. Weekly reporting to Head of Sales
7. Identify renewal opportunities through accreditation and marketing services sponsorship activities
8. Manage monthly forecasts for renewal revenues
9. Manage revenue targets through objectives, clear forecasts and agreed processes and systems (including Salesforce), specifically the renewals process, upsell opportunities
10. Work alongside MD, Head of Sales, and HR to recruit and coach sales teams
11. Oversee creation and maintenance of media kits and rate cards across ARR business
12. Oversee creation and maintenance of renewal kits and sales aides
13. Build deep relationships with the DCM community that extend beyond transactional sales and elevate towards Trusted Advisor status

Key Interfaces

1. MD of GlobalCapital
2. Head of Sales – GlobalCapital
3. Head of Marketing (subscriptions)
4. Subscriptions marketing executives
5. AMS marketing
6. London and New York bureau chiefs
7. Section editors
8. Lead finance partners
9. Director of Ops

Knowledge, Experience, and Skills

1. Bachelor’s degree or equivalent, required
2. Accurate forecasting of revenues
3. Understanding and interpreting customer insight
4. Skilled people manager
5. Highly organized — to work within agreed systems and create one’s own – and cool under pressure
6. Understanding of capital markets and key drivers for our customers
7. You must be able to keep to deadlines and you should be able to pick things up quickly and to multi-task
8. A great listener and willing learner
9. You must have integrity and a passion for accuracy
10. Ambitious with a real drive to succeed in this role

Experience

1. B2B media and/or capital markets experience desired
2. Global sales and market intelligence/data experience
3. Growing ARR on a consistent basis
4. Developing and launching new products
5. Sales team management

We offer a competitive compensation package which empowers our employees to thrive both professionally and personally. Our benefits package includes medical, dental and vision coverage, employer matching retirement plan, flexible work arrangements, vacation time & paid holidays, tuition reimbursement & learning resources.

GlobalCapital provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, colour, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

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