Account Manager - Not For Profit

Company Overview

Pulsar Group Plc is a tech innovator, delivering high‑quality SaaS products that address the fundamental business needs of clients in the marketing and communications industries. We combine AI technologies with human expertise to analyse data and create insights to understand what has impact on an organisation and their key audiences – from customers to stakeholders, politicians to influencers and the media. The evolving Pulsar Group portfolio includes Isentia, the market‑leading media monitoring, intelligence and insights solution provider; Pulsar, the most advanced audience intelligence and social listening platform; Vuelio, which provides monitoring, insight, engagement and evaluation tools for politics, editorial and social media in one place; and ResponseSource, the network that connects journalists and influencers to the PR and communications industry. Pulsar Group is an AIM‑listed SaaS provider with over 1,000 employees across 10 countries. Our technology is used by 6,000 organisations every day, from global blue‑chip enterprises and communications agencies to public sector organisations and not‑for‑profits.

Role Overview

The Account Manager within Vuelio’s Not‑For‑Profit (NFP) Team is crucial for maximizing and expanding our client base. This role focuses particularly on key NFP sectors: Charities, Education, Trade & Professional Bodies, Housing, and the Arts. Many of these accounts present growth potential, offering the chance to increase contract value over time through cross‑selling and adding services. The position is an excellent opportunity to develop expertise in SaaS account management, relationship building, and account development. NFP Account Managers collaborate with PR, Communications and Public Affairs professionals, managing a diverse product portfolio. The primary objectives are to ensure high customer satisfaction and adoption, which drives service renewal, and to strategically map existing accounts for opportunities to grow subscriptions and value with additional Vuelio products. You will be expected to understand the strategic and operational goals of each client and their industries, advise on the benefits of expanding the relationship with Vuelio, and demonstrate how greater product integration can help them achieve key communications objectives. Success requires understanding client organisations, driving internal stakeholders to action, creativity, and closing deals to meet both retention targets and upsell revenue targets.

Key Responsibilities

• Be the key commercial contact for a set of Vuelio clients with responsibility for renewing their existing subscriptions.
• Work with the Implementation team to onboard Vuelio media monitoring, media database, political monitoring, and SRM clients effectively.
• Directly onboard new clients, building rapport, understanding client needs and objectives, providing initial training, and ensuring clients know all relevant Vuelio touchpoints during their contract.
• Handle day‑to‑day client queries related to product, contract and usability; collaborate with support, training, finance and other departments to find suitable solutions with a high level of professionalism.
• Effectively manage each client’s usage/adoption, ensure they derive maximum value, and use product knowledge to identify natural upsell opportunities.
• Analyse opportunities to understand threats or barriers, accurately forecast the sales pipeline, and consistently meet monthly, quarterly and annual targets.
• Take control of your territory, map and target organisations strategically using case studies, renewal data, Salesforce information, industry news, and targeted marketing campaigns to drive upsell revenues from key accounts with low spend.
• Rigorously record account and opportunity data in Salesforce for consistent opportunity mapping and transparent KPI and target measurement.
• Build relationships at all levels within the client and focus on delivering value throughout the client journey.
• Be creative in navigating sales barriers and converting opponents into champions.
• Use market knowledge to position against competitors and become the sole viable option.
• Be tactical to drive timelines, create urgency and control the close date where possible.
• Demonstrate collective responsibility, working with other members of Account Management to ensure client satisfaction.
• Build a market reputation, seeking referrals and testimonials from clients.

All staff have a responsibility and an essential role to play in safeguarding Pulsar Group’s information and that of its customers. You are required to take all reasonable steps to comply with the Pulsar Group Information Security Policy and the Pulsar Group Information Security Management System (ISMS). We can all play a part in creating the inclusive and diverse environment that enables us to do our best work through welcoming others, considering difference, being responsible, constructive in disagreement and open to learn.

Profile Core Experience, Skills & Interests:

• A self‑starter; motivated and driven to succeed.
• Previous experience of revenue‑generating, quota‑carrying with top‑tier accounts.
• Track record of proven ability to upsell and grow accounts.
• Extremely organised and efficient – able to manage multiple responsibilities, tasks and projects simultaneously with a primary focus on retention and revenue generation.
• Great communication skills – conveying information and ideas verbally and in writing to diverse audiences.
• Comfortable with technology, constantly learning – understanding product features, new releases and competitors to strengthen positioning.
• Negotiating skills – demonstrable ability to understand an organisation’s decision‑making unit and procurement processes to drive next steps and influence close dates.
• Numerate and analytical.
• Keen interest in current affairs.
• Demonstrates a keen interest in adopting and leveraging AI tools to enhance efficiency, productivity and decision‑making, with a focus on augmenting human capability rather than full automation.

Experience that is desirable but not necessarily essential includes:

• Use of Salesforce, Salesloft, Jiminny and Intercom.
• Account management or sales for SaaS products.
• Experience within PR, Communications and/or Public Affairs professionals.

Additional Abilities

• Strong active listening skills, asking thoughtful questions and translating feedback into clear, effective actions.
• Ability to use product and industry knowledge to challenge status‑quo and advise confidently on communications strategy to sell complex solutions, additional services and longer‑term deals.
• Assertive with natural confidence and tenacity to find and create needs even when they are not obvious.
• Developer of collaborative relationships to facilitate the accomplishment of work goals.
• Willingness to share knowledge and experience with others.
• Collaborative team player, motivated by collective success, actively supporting colleagues and contributing positively to shared goals and wider business outcomes.
• Highly adaptable in a fast‑paced product development environment, proactively taking ownership, staying up‑to‑date with evolving priorities and responding effectively to change.
• Embraces challenges with a growth mindset, willing to take calculated risks, learn from failure and continuously improve through coaching and feedback.

Benefits

• Salary £30,000‑£40,000 dependent on experience.
• Commission – Double OTE.
• 25 days holiday + 8 public holidays.
• Day off on your birthday.
• Hybrid working.
• Up to 4x salary Life Assurance.
• Opt‑in Private Healthcare.
• Access to self‑paid Dental Insurance.
• Superstars Awards Scheme & sales incentives.
• Other benefits such as Cycle Scheme, Season Ticket Loans, a Workplace Nursery scheme and SmartHealth (for access to private GP appointments and a range of health and wellbeing services).
• A friendly and sociable environment with office perks and company parties.

We know that innovation thrives in teams where diverse points of view come together to solve hard problems. As such, we are explicitly seeking individuals who will bring diverse life experience, educational background, culture and work experience. Please be prepared to share how your perspective will bring something unique and valuable to our team.