Account Manager

Unicorn; Greater London; Hybrid; GBP 66,000 - 110,000; Full time

Job summary

Unicorn in London is seeking a commercially driven Account Manager to grow relationships with SMB customers (1–200 employees). You will drive renewals, upsell opportunities, and expansion revenue while delivering measurable value from the platform.

The role involves managing a portfolio of approximately 300 existing accounts, collaborating with Customer Success, Support, Onboarding and Product teams to maximize customer lifetime value.

Qualifications

• Experience managing a large portfolio of SMB accounts.
• Proven ability to drive expansion revenue, renewals and retention.
• Strong communication, presentation and negotiation skills.
• Ability to forecast revenue accurately and manage a busy pipeline.

Responsibilities

• Account management and revenue growth across SMB portfolio.
• Manage ~10 renewals per month through full sales cycle.
• Maintain a healthy pipeline with 3x coverage month over month.
• Conduct frequent customer meetings (5+/day; 25+/week).
• Meet and exceed monthly and quarterly sales quotas with accurate forecasting.
• Apply consultative selling to diagnose customer challenges and demonstrate value of the platform.
• Prioritise accounts to maximise expansion opportunities and avert churn.
• Engage senior stakeholders across Sales, Marketing and RevOps.
• Handle objections, pricing discussions and escalations professionally.
• Maintain Salesforce records and reliable follow-ups.

Skills

Account management

Sales pipeline management

Forecasting

Stakeholder management

Consultative selling

Negotiation

High-volume workload

Tools

Salesforce

Job description

Title: Account Manager, SMB (Small and Medium-Sized Businesses)

Location: London, UK — Hybrid, three days in the office per week.

Salary & Package: Up to 110k OTE (60/40 split)

Job Summary

The company is seeking a commercially driven and results-oriented Account Manager to manage and grow relationships with existing small and medium-sized business (SMB) customers. The SMB segment covers businesses with between 1 and 200 employees.

The successful candidate will be responsible for driving account retention, increasing expansion revenue, identifying upselling opportunities, and ensuring customers achieve measurable value from the platform.

The role involves managing a portfolio of approximately 300 existing accounts, with a strong focus on renewals, account growth, and customer engagement. The Account Manager will work closely with Customer Success, Support, Onboarding, and Product teams to deliver a seamless customer experience and maximise customer lifetime value.

Key responsibilities include:

• Account management and revenue growth: Manage a portfolio of existing SMB customers, identify expansion opportunities, strengthen relationships, and drive account growth and retention.
• Renewals and sales execution: Manage approximately 10 renewals per month, overseeing the sales cycle from initial conversations and trials through demonstrations, negotiations, legal processes, and deal closure. The average sales cycle should be 30 days or less.
• Pipeline generation and management: Develop and maintain a healthy pipeline, primarily from inbound enquiries within the existing customer base, consistently generating pipeline coverage of 3x month over month.
• Customer meetings and engagement: Conduct at least five meetings per day and 25 or more meetings per week across renewals and upsell opportunities.
• Revenue targets: Consistently meet and exceed monthly and quarterly sales quotas while maintaining accurate pipeline reporting and forecasting.
• Consultative selling: Understand customer challenges through effective discovery, active listening, and value-led conversations. Demonstrate how the platform can solve business problems and deliver measurable outcomes.
• Account prioritisation: Segment and prioritise accounts to identify the strongest expansion opportunities and customers at risk of churn.
• Stakeholder management: Build relationships with Director-level and more senior stakeholders, particularly across Sales, Marketing, and Revenue Operations (RevOps).
• Negotiation and objection handling: Confidently manage objections, pricing discussions, customer escalations, and commercial negotiations.
• Sales operations: Maintain accurate Salesforce records, manage follow-ups, organise daily activities, and provide reliable forecasts with an expected accuracy within a 10% margin.
• Cross-functional collaboration: Partner with internal teams and leadership to support customer success, resolve issues, and maximise revenue opportunities.
• Continuous improvement: Take ownership of results, respond positively to feedback, and use AI and automation to improve productivity and sales effectiveness.

The company describes itself as an AI-native organisation, so candidates should be comfortable embracing new technology, finding smarter ways of working, and continuously improving their approach.

Experienced Required

• At least one year of experience managing a large portfolio of existing SMB accounts, with the job description specifying experience with approximately 500 or more accounts.
• Experience managing customers within the SMB segment, specifically businesses with fewer than 200 employees.
• Demonstrable experience driving expansion revenue, upselling, renewals, and customer retention.
• A consistent record of achieving sales targets, with evidence of meeting targets across at least three consecutive trailing quarters.
• A strong track record of performance in a current or previous commercial role.
• Experience using consultative selling techniques, particularly discovery, needs analysis, value-based selling, and objection handling.
• Strong communication, presentation, negotiation, and stakeholder-influencing skills across technical and non-technical audiences.
• Ability to manage a high-volume workload, prioritise accounts effectively, and maintain a disciplined sales pipeline.
• Strong organisational skills, commercial awareness, and the ability to forecast revenue accurately."