Senior Account Development Executive

About IRIS Software Group: IRIS Software Group is one of the UK's largest privately held software companies, trusted by 100,000+ businesses, schools and accountancy firms to keep their operations running. Our software pays 1 in 6 UK employees, supports over 12,000 schools, and is relied on by 91 of the top 100 UK accountancy firms. We're a Great Place to Work® certified employer, recognised for our commitment to well-being, inclusion and development - and we're growing fast.

As we continue to grow, we're looking for an experienced Senior Account Development Executive to join our commercial sales team and help us develop and grow our existing customer base.

The Opportunity: As a Senior Account Development Executive, you'll manage and develop a portfolio of existing IRIS customers. You'll take a proactive, commercial approach to your accounts – understanding each customer's business, identifying whitespace and uncovering opportunities where additional IRIS solutions could add value. You'll own opportunities throughout the full sales cycle, from identifying the initial opportunity through to presenting solutions, overcoming objections, negotiating and closing.

What You'll Be Doing:

• Build relationships – Develop strong relationships with key stakeholders and decision-makers across your customer portfolio.
• Spot opportunities – Proactively identify whitespace and uncover upsell and cross-sell opportunities.
• Build pipeline – Create and maintain a healthy pipeline rather than simply relying on inbound customer demand.
• Sell solutions – Understand customer challenges and confidently position relevant solutions from across the IRIS portfolio.
• Own the sales cycle – Manage opportunities from initial discovery through to proposal, negotiation and close.
• Deliver revenue – Consistently work towards and achieve your individual sales targets and KPIs.
• Handle commercial conversations – Confidently manage objections, negotiate and have value-led conversations with customers.
• Forecast accurately – Maintain strong CRM discipline and provide clear visibility of pipeline, opportunities and forecast.
• Collaborate – Work closely with Customer Success, Product, Marketing and other teams to deliver great customer outcomes.
• Lead by example – As a senior member of the team, share best practice and support the development of colleagues.

What We're Looking For: We're looking for someone who combines excellent relationship management with a strong commercial mindset. You'll ideally bring:

• Strong B2B sales or Account Management experience
• A proven track record of achieving or exceeding revenue targets
• Experience proactively generating your own pipeline
• Strong upselling and cross-selling experience
• Experience managing an end-to-end sales cycle
• Excellent stakeholder and relationship-management skills
• Confidence discussing targets, pipeline, forecasting and KPIs
• Strong objection-handling, negotiation and closing skills
• A proactive, resilient and results-driven approach
• Experience within SaaS, software or technology would be a bonus

What Does Success Look Like? You'll become a trusted commercial partner to your customers while consistently delivering revenue growth. You'll know your accounts inside out – who the key stakeholders are, what challenges they're facing, where the whitespace exists and where IRIS can provide additional value. Ultimately, you'll combine great customer relationships, proactive selling, and strong commercial performance.

Why IRIS? You'll be joining an established software business with a broad portfolio of solutions and a significant existing customer base. That means plenty of opportunity to:

• Develop your sales career
• Drive meaningful revenue growth
• Build expertise across multiple software solutions
• Develop long-term strategic customer relationships
• Take on increasingly complex commercial opportunities

Ready for your next sales challenge? We'd love to hear from you.

Why You’ll Love Working Here:

• Impact: Your work will influence millions globally.
• Growth: Continuous learning and career development opportunities.
• Belonging: A culture that celebrates diversity and empowers every individual.

Ready to Apply? Click Apply - we’re excited to learn about your unique perspective and experience. If you need adjustments during the process, let us know. We’re committed to making this opportunity accessible to everyone.

What to expect from our hiring process: Our process is designed to be fair, transparent and straightforward. Stages vary depending on the role — more senior positions may involve additional steps, and some areas include role-specific assessments such as a technical test or case study — but typically you can expect:

• Application review — we assess your experience and potential
• Initial call — a short conversation to learn about you and share more about the role
• Skills assessment — tailored to the position, e.g. case study, coding challenge or portfolio review
• Final interview — meet the team and explore how you'll make an IMPACT at IRIS

We'll always walk you through the specific stages at the start of the process so you can prepare with confidence. If you need any adjustments or accommodations during the process, let us know, we’re committed to making this experience accessible for everyone.