Account Executive

Lightfoot; Exeter; Hybrid; GBP 40,000 - 60,000; Full time

Job summary

Lightfoot is looking for an Account Executive to manage and grow a portfolio of customers from our Exeter base. You will develop strong relationships, drive engagement and maximise value through upsell, cross-sell, and renewals while supporting the Account Manager and Account Director.

This hybrid role requires proactive collaboration across Product, Engineering and Support, regular business reviews, and travel for customer meetings.

Qualifications

• Experience in B2B or SaaS environments is preferred.
• Commercial mindset with a track record of growth opportunities.
• Strong organisational and communication abilities across multiple customers.
• Proficiency with CRM systems and data-driven insights.
• Willingness to travel for customer-facing activities.

Responsibilities

• Manage and grow a portfolio of Lightfoot customers, building relationships and driving engagement.
• Identify upsell, cross-sell, and expansion opportunities and convert them to revenue.
• Deliver the renewal process to protect and grow portfolio value.
• Schedule and attend customer meetings, including on-site visits and training sessions.
• Support the Account Manager/Director across customers as a secondary contact.
• Collaborate with Product, Engineering and Support to meet customer needs.

Skills

Account management

Customer success

Business development

CRM systems

Data interpretation

Communication skills

Tools

Salesforce

Microsoft Office

Job description

The Account Executive is responsible for managing and growing their own portfolio of Lightfoot customers, building strong relationships and identifying opportunities to expand value across their accounts. In addition, the Account Executive provides support to the Account Manager and Account Director across their customers, acting as a further point of contact and assistance where needed.

A particular focus of the role is growing customers within their own portfolio – identifying and progressing upsell, cross-sell, and expansion opportunities, and securing client renewals to protect the portfolio and build margin over time. The role requires excellent communication, proactivity, and the ability to work across teams to drive customer engagement and success. The Account Executive reports to the Account Director and works closely with the wider Account Management team to ensure customers gain maximum value from their Lightfoot solutions.

Hours: 37.5 hours per week, Monday to Friday.

Location: This is a hybrid role – two office days per week (Tuesdays and Wednesdays) based at our Exeter office.

Key Responsibilities

This is a growth-focused role, suited to someone with a commercial mindset who is driven to identify and convert upsell, renewal, and expansion opportunities across their portfolio.

• Manage and grow a portfolio of Lightfoot customers, building strong relationships and driving engagement, adoption, and account performance.
• Take ownership for growing customers within their own portfolio, proactively identifying upsell, cross-sell, and expansion opportunities from usage data and customer review meeting.
• Build and progress account growth plans, converting identified opportunities into confirmed revenue.
• Schedule and attend customer meetings, including calls, on-site visits, and training sessions.
• Deliver the customer renewal process to protect and grow portfolio value and achieve retention KPIs.
• Adopts the Account Management Playbook in providing the framework to successfully manage our customers.
• Supports the implementation/onboarding process for assigned customers, working with that team to ensure smooth implementation and high initial satisfaction.
• Deliver training on Lightfoot’s portal, InsightHub and products to demonstrate value and ensure effective use by customers.
• Promotes Lightfoot’s key differentiators, including Driver Rewards and Gamification, and drives customer engagement with these initiatives.
• Monitor customer performance data and provide insights to support adoption, retention, and growth opportunities through regular business reviews.
• Support the Account Manager and Account Director across their customers – acting as a further point of contact for customer queries when they are unavailable and assisting with other tasks relating to their portfolio as directed by the Account Director.
• Work closely with teams including Product, Engineering, and Customer Support to ensure customer needs are met.
• Contribute to internal initiatives to enhance the customer experience and improve service delivery.

Key Skills, Experience, and Qualifications

• Previous experience in account management, customer success, or a client-facing role, ideally in a B2B or SaaS environment.
• Commercial mindset with a proven drive to identify, pursue, and close growth opportunities, including upselling, renewals, and account expansion.
• Strong organisational and communication skills, with an ability to manage multiple customer relationships and work closely with Account Managers and Account Directors.
• Proficiency in CRM systems (Salesforce preferred) and Microsoft Office tools.
• Ability to interpret customer data and apply insights effectively, spotting opportunities for account growth and expansion.
• Team player, capable of working collaboratively and independently.
• Experience with technology products or SaaS platforms is desirable.
• Willingness to travel for customer-facing activities.

Lightfoot invests in the development of its people, and this role offers a genuine career pathway, with the opportunity to progress to an Account Manager as skills and experience grow.