At a Glance
- Tasks: Manage key enterprise accounts and build strong relationships with C-suite stakeholders.
- Company: Fast-growing ServiceNow boutique with a supportive and inclusive culture.
- Benefits: Competitive salary, private healthcare, generous holiday, and professional development opportunities.
- Other info: Enjoy a dynamic environment with excellent career growth potential.
- Why this job: Make a real impact by helping customers optimise their ServiceNow experience.
- Qualifications: Experience in strategic account management or enterprise sales is preferred.
The predicted salary is between 60000 - 80000 € per year.
Office location: The Ministry, London SE1 Hybrid working 2-3 days a week.
UP3 is a fast‑growing ServiceNow boutique working with complex, regulated organisations across public sector, CNI, transport, defence and legal. We’re hiring an Account Director to look after a small portfolio of enterprise customers and help those relationships grow. For customers, you’ll be their go‑to person, building relationships up to C‑suite and helping them get more from ServiceNow through adoption, optimisation, automation and AI‑led change. For UP3, you’ll help us stay sharp on what matters in each account and keep sales and delivery tightly aligned, so we sell the right work and deliver it brilliantly. It’s a high‑trust role with real autonomy. You’ll own the whole process (prospecting, proposals, pricing and negotiation) and set the direction for each account, without the layers of process you’d usually see in a big SI or global consultancy.
Role and Key Responsibilities
- Own the commercial relationship across a small set of key enterprise accounts (2-3), and build a clear plan to grow them over the next few years.
- Build strong relationships with senior stakeholders (up to C‑suite) so you can spot, shape and close bigger, more complex opportunities.
- Lead pricing and contract conversations, partnering closely with delivery leaders so what we sell is realistic and what we deliver is excellent.
- Run commercial conversations on scope, pricing and terms, and keep your pipeline up to date so everyone’s clear on what’s landing when.
- Be the person customers come to when something needs sorting quickly.
- Bring a steady rhythm to forecasting and keep things transparent internally.
What You’ll Be Selling
- High‑value, consultative services (not licences):
- Managed Support Services (MSS) – ongoing support, triage and issue resolution.
- Managed Development Services (MDS) – ServiceNow app development (days per year).
- Professional Services (PS) – project‑based delivery.
Customers are usually mid‑market (around 3,000‑20,000 people) and operate in regulated or mission‑critical environments. Alongside our managed and project services, we also help customers get more from ServiceNow through adoption and optimisation, plus AI‑led automation.
Who You’ll Be Selling To
- Mid‑market enterprise and public‑sector organisations, often operating at national or global scale.
- Regulated, mission‑critical settings (defence, CNI, transport, legal, healthcare).
- Long‑term relationships rather than one‑off, transactional work.
You’ll work with customers who are investing heavily in ServiceNow as a core platform for operations and transformation, including AI‑led automation.
Deal Profile, Sales Motion and Compensation
- Salary: Competitive salary and generous OTE (50/50), aligned to experience and overall target.
- Account model: Land and expand within existing enterprise customers.
- Expected deal sizes: £500k - £2m+ (with multi‑year expansion potential).
- Sales cycles: Expect 18‑24 months, shorter than this is uncommon.
- Stakeholders: Platform owners, IT leadership, transformation leads and procurement.
- Growth expectation: c. 20‑30% YoY growth across a small portfolio of accounts.
You’ll do well here if you’re disciplined, patient and credible, this isn’t about quick wins. We build real relationships with customers and keep conversations honest, which is what creates the opportunities (and the impact) over time.
What We’re Looking For
- You don’t need to tick every box, if you recognise yourself in most of these we’d like to talk:
- ServiceNow experience is beneficial, but not essential – transferrable enterprise sales experience matters more.
- Strong experience in strategic account management and/or enterprise sales.
- Proven track record of expanding large, complex accounts.
- Background in managed services, consulting or enterprise technology environments.
- Comfortable engaging at executive and board level.
- Commercially sharp, with a structured way of running deals.
- Enjoys a fast‑moving environment with high standards.
- Experience from large SIs is welcome if you enjoy being hands‑on and operating without layers of process.
What’s in it for you
- A genuinely Great Place to Work – we’ve been certified since 2022.
- Inclusive and supportive working environment.
- Vitality private healthcare, GP access, Bupa dental care and onsite gym.
- Enhanced parental leave package, pension (4% employer contribution) and life insurance.
- Comprehensive training, professional development and career progression – we invest in our people and actively promote from within.
- 25 days holiday (increasing with tenure), plus bank holidays.
- £250 home office setup allowance to get your desk, chair and kit sorted.
- Best in class tech stack, tools and training – we’re committed to providing everything you need to be successful in this role.
- Amazing customers and a best‑in‑class solution.
Account Director employer: UP3
UP3 is an exceptional employer, offering a dynamic and inclusive work culture that prioritises employee growth and well-being. With a commitment to professional development, competitive benefits including private healthcare and generous holiday allowances, and the opportunity to work with prestigious clients in a fast-paced environment, UP3 empowers its employees to thrive while making a meaningful impact in the public sector and beyond.
StudySmarter Expert Advice🤫
We think this is how you could land Account Director
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. Building relationships can open doors to opportunities that aren’t even advertised.
✨Tip Number 2
Prepare for those interviews by researching the company and its culture. Understand their values and how they align with your own. This will help you tailor your responses and show them you’re genuinely interested in being part of their team.
✨Tip Number 3
Practice your pitch! You need to be able to clearly articulate your experience and how it relates to the role. Think about specific examples where you’ve made an impact in previous positions, especially in account management or enterprise sales.
✨Tip Number 4
Don’t forget to follow up after interviews! A quick thank-you email can go a long way in keeping you top of mind. It shows your enthusiasm for the role and gives you another chance to reiterate why you’re the perfect fit.
We think you need these skills to ace Account Director
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Account Director role. Highlight your experience in strategic account management and any relevant achievements that align with what we’re looking for at UP3.
Showcase Your Relationship-Building Skills:In your application, emphasise your ability to build strong relationships with senior stakeholders. We want to see examples of how you've successfully engaged with C-suite executives and navigated complex sales environments.
Be Clear and Concise:Keep your application straightforward and to the point. Use clear language to describe your experience and skills, making it easy for us to see why you’d be a great fit for the role without wading through unnecessary fluff.
Apply Through Our Website:We encourage you to submit your application directly through our website. This way, you’ll ensure it reaches the right people and you can easily track your application status. Plus, it’s super simple!
How to prepare for a job interview at UP3
✨Know Your Accounts
Before the interview, research the specific enterprise accounts you'll be managing. Understand their business models, challenges, and how ServiceNow can add value. This will help you demonstrate your ability to build strong relationships with C-suite stakeholders.
✨Showcase Your Strategic Thinking
Prepare to discuss your approach to account management and how you plan to grow these relationships over time. Be ready to share examples of how you've successfully expanded complex accounts in the past, highlighting your strategic mindset and commercial acumen.
✨Master the Art of Negotiation
Since you'll be leading pricing and contract conversations, brush up on your negotiation skills. Think of scenarios where you've navigated tough discussions and come out on top. This will show that you're comfortable handling commercial conversations and can keep things transparent.
✨Emphasise Relationship Building
In this role, building long-term relationships is key. Prepare to talk about how you've fostered trust and credibility with clients in previous roles. Share specific examples of how you've maintained open communication and resolved issues quickly to keep customers satisfied.
