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 autonomy and a fast-paced environment with excellent career growth.
- Why this job: Join a dynamic team and make a real impact in regulated sectors.
- 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
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 in London employer: UP3
UP3 is an exceptional employer, offering a dynamic and inclusive work culture that prioritises employee growth and well-being. With a competitive salary, generous benefits including private healthcare and a comprehensive training programme, employees are empowered to thrive in their roles while enjoying the flexibility of hybrid working in the vibrant setting of London SE1. Join us to build meaningful relationships with enterprise customers and contribute to impactful projects in a supportive environment that values autonomy and innovation.
StudySmarter Expert Advice🤫
We think this is how you could land Account Director in London
✨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 that a CV just can’t.
✨Tip Number 2
Prepare for those interviews by researching the company inside out. Know their values, recent projects, and how they operate. This will help you tailor your answers 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 sell yourself just like you’d sell a product. Keep it concise, highlight your achievements, and make sure to convey how you can add value to their team.
✨Tip Number 4
Don’t forget to follow up after interviews! A simple thank-you email can go a long way. It shows your enthusiasm for the role and keeps you fresh in their minds as they make their decision.
We think you need these skills to ace Account Director in London
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 enterprise sales, and show how you can build relationships with C-suite stakeholders.
Showcase Your Achievements:Don’t just list your responsibilities; share specific examples of how you've expanded large accounts or improved customer relationships. Numbers speak volumes, so include metrics where possible!
Be Authentic:We value honesty and transparency, so let your personality shine through in your application. Share your passion for building long-term relationships and how you approach complex sales cycles.
Apply Through Our Website:For the best chance of success, make sure to apply directly through our website. This way, we can easily track your application and get back to you quicker!
How to prepare for a job interview at UP3
✨Know Your Accounts Inside Out
Before the interview, dive deep into the 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
Be prepared to discuss how you would create a growth plan for the accounts. Think about how you can spot opportunities for upselling and cross-selling. Highlight any past experiences where you've successfully expanded complex accounts.
✨Master the Art of Negotiation
Since you'll be leading pricing and contract conversations, brush up on your negotiation skills. Be ready to discuss your approach to ensuring that what you sell is realistic and aligns with delivery capabilities. Share examples of successful negotiations from your past.
✨Emphasise Relationship Building
This role is all about trust and long-term relationships. Prepare to talk about how you’ve built and maintained relationships in previous roles, especially at the executive level. Use specific examples to illustrate your ability to keep conversations honest and transparent.
