Account Manager

Duco; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Competitive salary

Healthcare insurance

Life assurance

Unlimited annual leave

Family leave

Cycle to Work

Home working allowance

Learning & development

Volunteer days

Job summary

Duco, a London-based data automation platform, is seeking an Account Manager to own European client relationships and drive growth across strategic accounts. You will partner with senior stakeholders, close upsell opportunities, and manage Salesforce pipeline to reduce churn and increase ROI.

With 5–8 years of software sales/account management experience, you will understand capital markets and regulations, and work across multiple stakeholders to deliver measurable results for clients and Duco.

Qualifications

• 5–8 years’ experience in software sales/account management, preferably in financial services technology.
• Track record of retaining and growing revenue across complex, multi-stakeholder accounts.
• Solid understanding of capital markets or post-trade technology.
• Experience with relationship management governance frameworks.
• Awareness of MiFID II, SFTR, EMIR, MAS, and Trade Reporting.
• Experience with Miller Heiman or SPIN advantageous.

Responsibilities

• Develops comprehensive and strategic account plans to maximize revenue and client satisfaction.
• Maintains high client retention by addressing needs, resolving issues and ensuring ROI.
• Identifies opportunities to deliver added value and improve client outcomes.
• Owns renewals and maintains relationships with key stakeholders.
• Anticipates and mitigates risks affecting relationships or outcomes.
• Represents the client within Duco to help shape the roadmap.

Skills

Account management

Software sales

Relationship governance

Regulatory awareness (MiFID II, SFTR)

Negotiation

Tools

Salesforce

Job description

About Us

Duco is on a mission to reduce the time spent on data-related work by 90%. Our enterprise data automation platform empowers teams to work more efficiently and meaningfully by giving them the ability to automate data controls with the latest technology, such as no-code, the cloud, and AI.

We help firms to start trusting their data, by giving them one intuitive platform to automate the front-to-back processing of all kinds of data (from structured Excels and RTFs to unstructured PDFs and emails). This eliminates the boring manual work across the data lifecycle and enables firms to act faster, work smarter, save money, reduce risk and comply with regulatory requirements.

We’re headquartered in London and have offices in New York, Wroclaw, Singapore, and Antwerp. We’re proud to call some of the largest global financial institutions our clients, including over 15 of the world’s largest international banks, as well as brokers, exchanges, asset managers, hedge funds, administrators, service providers and corporates.

About the role
Step into a pivotal role on Duco’s Account Management team, taking ownership of our Europeanregional client relationships. Working closely with the wider commercial organisation, you’ll be thestrategic force behind your accounts’ growth, shaping account plans and staying ahead of risk.

What you will be working on

Growing the footprint and ACV of your accounts by:

• Working with senior business stakeholders to align on business objectives and develop plans for growth and success
• Creating, nurturing and closing upsell and cross-sell opportunities, and managing pipeline in Salesforce
• Achieving the Revenue and Professional Services growth targets set for the territory and reducing churn.
• ‘Walking the halls’ of your accounts to identify additional areas of expansion and establish relationships with new stakeholders
• Developing and maintaining strategic account growth and expansion plans

Ensuring the retention and success of these strategic accounts by:

• Owning the renewal of accounts across your portfolio
• Establishing and maintaining solid relationships with key and senior business stakeholders
• Frequently conducting business reviews with senior stakeholders to ensure ROI is being achieved and measured
• Anticipating and mitigating risks that could affect the relationship or business outcomes
• Being the voice of the client within Duco — working closely with Product leadership to help shape the strategic roadmap

Ideally, you will have

• 5–8 years’ experience in software sales/account management, preferably in financial services technology
• A track record of success retaining and growing revenue across complex, multi-stakeholder accounts
• A solid understanding of capital markets or post-trade technology
• Experience with relationship management governance frameworks
• Awareness of relevant financial market regulations such as MiFID II & SFTR, EMIR, MAS, and Trade Reporting
• Experience with formal sales techniques such as Miller Heiman or SPIN advantageous

What’s expected of you

Client Relationship Management

• Develops and executes comprehensive and strategic account plans to maximize revenue and client satisfaction.
• Maintains high client retention rates by proactively addressing client needs, resolving issues and ensuring client satisfaction.
• Identifies opportunities to deliver added value to clients, enhancing their ROI and business outcomes.
• Anticipates and mitigates risks that could affect the relationship or business outcomes.

Industry and Product Knowledge

• Great understanding of the products or services being sold.
• Keeping up-to-date with industry trends, market conditions and competitor activities.
• Excellent understanding of, and ability to explain, our products and services to a wide variety of audiences and stakeholders, cogently and succinctly.

Sales Excellence

• Ability to handle long sales cycles with multiple decision-makers and larger deals.
• Solid track record in negotiating high-stakes contracts, often involving complex terms and conditions.
• Identifying and capitalizing on opportunities to upsell and cross sell relationships within the account by introducing additional products or services.
• Achieves or exceeds revenue targets and sales quotas.

Strategic Thinking and Planning; Problem-Solving

• Developing tailored strategies to manage and grow client accounts.
• Setting clear, achievable goals for client engagement and sales performance.
• Identifying challenges and finding creative solutions that meet client needs.

Time Management and Organization

• Ability to manage multiple accounts and prioritise tasks effectively.
• Managing timelines, deadlines and deliverables for multiple clients simultaneously.
• Ensuring accuracy and thoroughness in all aspects of client management and reporting.

Analytical and Data-driven Approach

• Ability to interpret sales data, client metrics and market research to inform strategies.
• Understanding and communicating the return on investment (ROI) for clients

Benefits:

• Competitive salary package aligned with your skills and experience. Reviewed annually.
• Generous variable compensation plan with accelerators and uncapped upside
• Healthcare cashback scheme and private medical insurance
• 4X salary life assurance
• Unlimited annual holiday, because we trust our people to manage their own time off
• Enhanced family leave
• Employee Assistance Programme
• Cycle to Work and Tech Scheme
• 4 Volunteering days off
• Flexible working policy (2 days per week in office)
• Home working allowance
• Opportunity to work abroad for up to 6 weeks per year
• Personal learning and development opportunities
• Referral bonus if we hire someone great who you’ve recommended to us
• Spot Rewards
• Employee of the Month and Employee of the Year awards

Want to do a little more research before you apply?

Head over to our Glassdoor page to learn about our benefits, culture and to find out what our team thinks about life at Duco. You can also find out more about us on LinkedIn

Disclaimer

Because we are committed to inclusivity, we strive to provide equitable opportunities for everyone. If you require accommodation during the recruitment process, please let us know at [e-mail]. Include your contact information, the role you’re applying for, and how we can accommodate you.

During the interview process and after hire, Duco does not discriminate on the basis of race, colour, gender or gender expression, sexual orientation, marital or pregnancy status, national origin, age, disability, religion or creed, socioeconomic background or status, size, or any other protected characteristic