Senior Account Manager

<h3>Location</h3><p style="min-height:1.5em">London (UK)<br /></p><h3>Working Pattern</h3><p style="min-height:1.5em">This is a hybrid role. Candidates should expect to spend 3 days per week in the London office.<br /></p><p style="min-height:1.5em"><strong>Role Overview</strong></p><p style="min-height:1.5em">You will own a portfolio of smaller and mid-sized financial services clients and be accountable for retention, expansion and advocacy. You will report to the Head of Sales.</p><p style="min-height:1.5em">Many of these accounts started with a narrow scope. Your job is to grow them into broader, multi-module relationships by deepening adoption, landing new use cases and modules, and turning satisfied clients into references.</p><p style="min-height:1.5em">Your primary measure is net revenue retention (NRR): gross retention plus expansion annual recurring revenue (ARR).<br /></p><h1>Key Responsibilities</h1><h3>Portfolio and Renewals</h3><p style="min-height:1.5em">Own a named portfolio of financial services clients: renewals, expansion and commercial relationships end to end.</p><p style="min-height:1.5em">Run structured renewal processes early, protecting gross retention and removing surprises.</p><p style="min-height:1.5em">Keep forecast and customer relationship management (CRM) data in HubSpot accurate. We run on data, not optimism.</p><p style="min-height:1.5em"></p><h3>Account Planning and Expansion</h3><p style="min-height:1.5em">Build account plans that map each client's regulatory agenda, such as the Digital Operational Resilience Act (DORA), Consumer Duty, the Senior Managers and Certification Regime (SM&amp;CR) and operational resilience, to where Decision Focus can add value next.</p><p style="min-height:1.5em">Identify, qualify and close expansion opportunities: new modules, entities, business units and geographies.</p><p style="min-height:1.5em"></p><h3>Client Relationships</h3><p style="min-height:1.5em">Build multi-threaded relationships from practitioner to executive sponsor, and lead quarterly or annual business reviews.</p><p style="min-height:1.5em">Work with risk, compliance and operational resilience leaders and, as accounts grow, at Chief Risk Officer (CRO) and Chief Compliance Officer (CCO) level.</p><p style="min-height:1.5em"></p><h3>Advocacy and Client Insight</h3><p style="min-height:1.5em">Work closely with Pre-sales, Customer Success, Product and Partnerships.</p><p style="min-height:1.5em">Feed structured client insight back to Product and Marketing so that what clients ask for shapes a more repeatable proposition.</p><p style="min-height:1.5em">Develop references, case studies and advocates that help the new business team win.<br /></p><h1>Candidate Profile</h1><h3>Experience</h3><p style="min-height:1.5em">Proven experience in an account management or business-to-business (B2B) software sales role, with at least five years selling into financial services (banks, insurers, asset managers or pension providers).</p><p style="min-height:1.5em">Experience working in a scaling organisation, ideally within a technology, software as a service (SaaS) or high-growth environment.</p><p style="min-height:1.5em">A track record of hitting retention and expansion targets, with numbers you can talk through.</p><p style="min-height:1.5em">Enough working knowledge of the r