Enterprise Account Manager

Glassbox Ltd.; Norwich; On-site; GBP 90,000 - 130,000; Full time

Job summary

Glassbox Ltd. is seeking a Senior Enterprise Account Manager to grow and manage strategic enterprise accounts in the UK. You will deepen partnerships, expand value, and identify cross-sell opportunities while aligning with Glassbox’s product roadmap and customer objectives.

The role focuses on large, complex accounts with a metrics-driven approach, requiring strong stakeholder engagement and a proven ability to drive revenue expansion in regulated environments.

Qualifications

• 5+ years of experience in Account Management or Enterprise Sales.
• Proven land-and-expand track record with cross-sell opportunities.
• Excellent relationship, communication, and negotiation skills.

Responsibilities

• Cultivate and maintain relationships with key stakeholders across enterprise accounts.
• Identify expansion opportunities and cross-sell across departments within customers.
• Lead end-to-end sales cycles for expansion opportunities and close deals.
• Collaborate with Support, Product, and Solutions Engineering to ensure onboarding and adoption.
• Forecast revenue and pipeline; provide regular account health updates.
• Monitor market trends to inform account strategies and roadmap.

Skills

Relationship management

Cross-sell opportunities

Commercial acumen

Forecasting

Market intelligence

Job description

The Company

Glassbox's mission is to empower enterprises to shape trusted, frictionless digital experiences.

Glassbox is a leading force in shaping digital experiences. It helps organizations uncover digital issues, boost conversion rates, enhance accessibility, prevent fraud, and more. Leveraging AI-driven customer intelligence, Glassbox enables enterprises to deliver secure, proactive, and preventative digital experiences. Its solutions are trusted by highly regulated organizations, including SoFi, Cal, and many others. We are growing and have been recognized by G2 as one of 2024's Top 50 Software Companies in the world.

The Opportunity

Glassbox is seeking a highly motivated and experienced Senior Enterprise Account Manager to join our growing team, focusing specifically on Enterprise and core ICP customers. In this critical role, you'll be responsible for managing and expanding relationships, driving significant value through proactive engagement and identifying new revenue opportunities across their organizations.
If you are a dynamic, successful, experienced metrics-driven Account Manager, Glassbox might be a great fit.
You will be instrumental in deepening our partnerships with top-tier customers, becoming a trusted advisor who understands their unique challenges and helps them leverage the full power of Glassbox to achieve their digital experience goals.

What You'll Do:

• Relationship Management: Cultivate and maintain strong, long-lasting relationships with key stakeholders across all levels of your assigned enterprise accounts, including C-suite executives, departmental heads, and technical teams.
• Value-Driven Expansion: Proactively identify and develop a robust expansion pipeline by understanding the client’s broader business objectives and pain points. You'll champion the value of Glassbox solutions, uncovering “cross-sell” opportunities for new use cases and departments within the customer’s ecosystem.
• Commercial Acumen: Drive the entire sales cycle for expansion opportunities, from qualification and discovery to negotiation and closing, ensuring alignment with client needs and Glassbox’s strategic goals.
• Team Player: Collaborate closely with our Support, Product, and Solutions Engineering teams to ensure seamless onboarding, adoption, and ongoing success for your clients, maximizing their ROI and fostering long-term loyalty.
• Forecasting & Reporting: Accurately forecast revenue and pipeline within your territory, providing regular updates on account health and strategic initiatives.
• Market Intelligence: Stay abreast of industry trends, competitor activities, and emerging technologies to inform your account strategies and contribute to Glassbox’s product roadmap.

What You'll Need:

• 5+ years of experience in an Account Management or Enterprise Sales role, with a proven track record of success managing and growing large, complex enterprise accounts preferably within the Financial Services Industry.
• Demonstrable experience in “land and expand” strategies, with a strong emphasis on identifying and closing significant cross-sell opportunities within existing customer organizations.
• Exceptional relationship-building skills with the ability to influence and engage stakeholders at all levels, from technical users to executive leadership.
• Deep understanding of the digital landscape, including customer journeys, regulatory compliance and key performance indicators.
• Proven ability to articulate complex technical solutions into tangible business value for large and complex institutions.
• Strategic thinker with strong business acumen and the ability to develop, maintain and execute comprehensive account plans.
• Excellent communication, presentation, and negotiation skills.
• Self-motivated, results-oriented, and able to work independently in a fast-paced, dynamic environment.

Bonus Points If You Have:

• Experience with Digital Experience (DX) analytics, Product Analytics, Fraud, or similar B2B SaaS solutions.
• Familiarity with the specific challenges and opportunities related to digital transformation within financial services, insurance, travel/hospitality and telco companies.

Our Commitment

At Glassbox, we value curiosity, ownership, and a constant drive to learn and improve, no matter the gender, age, nationality, religion, or background. We believe diverse perspectives make us better, and that potential matters just as much as experience, and encourage people of all shapes and sizes to apply.
If this role excites you and you're motivated to make an impact - we'd love to hear from you, even if you don't meet every listed qualification.