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. This 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. You will advise clients on the benefits of expanding their relationship with Vuelio, demonstrating how greater product integration can help them achieve their key communications objectives. Success requires understanding the inner workings of client organisations, driving internal stakeholders to action, being creative in your approach, and closing deals to meet both a pure retention target and an upsell revenue target.

Key Responsibilities

• Be the key commercial contact for a set of Vuelio clients with responsibility for renewing their existing client subscriptions.
• Work with the Implementation team to onboard Vuelio media monitoring, media database and political monitoring and SRM clients effectively.
• Directly onboard new clients, building rapport, understanding the client’s needs and objectives for the system, initial training on how the client can meet those objectives using Vuelio and ensuring that the client knows all the relevant touchpoints within Vuelio for the duration of their contract.
• Deal with day‑to‑day client queries relating to product, contract and usability, finding suitable solutions through collaboration with colleagues in departments such as support/training/finance.
• Effectively manage each client’s usage/adoption levels of their current system, ensuring they derive maximum value from their subscription and identifying upsell opportunities based on their usage.
• Analyse opportunities to understand threats or barriers with the ability to accurately forecast sales pipeline to consistently perform in line with targets.
• Take control and ownership of your territory to map and target organisations strategically to drive upsell revenues from key accounts.
• Rigorously record account and opportunity data in Salesforce for successful opportunity mapping to ensure consistency across the business and transparency in measuring KPIs and targets.
• Build relationships at all levels within the client and focus on delivering value throughout the client journey.
• Be creative in finding ways around sales barriers and converting opponents into champions.
• Use market knowledge to strategically position against competitors.
• Demonstrate collective responsibility, working with other members of Account Management to ensure client satisfaction.
• Build a market reputation, seeking referrals and testimonials from clients.

Profile Core experience, skills & interests

• A self‑starter; motivated and driven to succeed.
• Previous experience of revenue‑generating, quota‑bearing roles with top tier accounts.
• Track record of upselling and growing accounts.
• Extremely organised and efficient, able to manage multiple responsibilities and projects simultaneously.
• Great communication skills, conveying information clearly and engagingly.
• Comfortable with technology and eager to learn about our product and competitors.
• Negotiating skills with the ability to influence decision-making processes.
• Numerate and analytical.
• Keen interest in current affairs.
• Interest in adopting and leveraging AI tools to enhance efficiency and productivity.

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.

Additional abilities

• Strong active listening skills, with the ability to understand needs and translate feedback into effective actions.
• Ability to use product and industry knowledge to question a client’s ‘status‑quo’ and advise confidently.
• Assertive with the confidence and tenacity to find and create needs.
• Developer of collaborative relationships to facilitate work goals.
• Willingness to share knowledge and experience with others.
• Collaborative team player motivated by collective success.
• Highly adaptable in a fast‑paced environment, with a proactive approach to ownership and change.
• Embraces challenges with a growth mindset, willing to take risks and learn from failure.

Benefits

• Salary £30,000-£40,000 dependent on experience.
• Commission – Double OTE.
• 25 days holidays + 8 public holidays.
• Day off on your birthday.
• Hybrid working.
• Up to 4× 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.
• A friendly and sociable environment with office perks and Company parties!

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 policies and processes outlined in 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 being welcoming to others, considerate of difference, responsible in our behaviour, constructive in disagreement and open to learn. 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 with us how your perspective will bring something unique and valuable to our team.