Strategic Accounts Executive

Tes; Greater London; Hybrid; GBP 59,000 - 72,000; Full time

Job summary

Tes Australia is seeking an energetic Strategic Accounts Executive to secure high-value new customers and cross-sell within existing accounts. This role requires ownership of the full sales cycle, from prospecting to closing, and involves managing relationships at a senior level.

You will engage in long-term strategic planning, maintain a robust pipeline, and share best practices with the team. Hybrid work arrangement with in-office presence.

Qualifications

• Experience in enterprise sales within the B2B software or SaaS industry.
• Proven track record of securing high-value deals and meeting/exceeding sales targets.
• Ability to independently manage the entire sales cycle with minimal supervision.
• Strong strategic planning skills with long-term pipeline management experience.
• Excellent communication, negotiation and relationship-building skills.
• Proficiency with CRM tools; Salesforce or similar platforms preferred.

Responsibilities

• Autonomously manage the full sales cycle from lead generation to closing deals across new and existing accounts.
• Execute Tes’s sales strategies to secure high-value new customers and cross-sell opportunities.
• Respond to and manage high-value tenders; align proposals with customer needs and Tes’s value proposition.
• Lead renewal activity on key accounts and maintain long-term client relationships.
• Develop mid-to-long-term sales plans to meet revenue targets and sustain growth.
• Provide regular sales forecasts and reports to leadership and refine approaches based on data.

Skills

Enterprise sales

B2B SaaS

CRM tools

Negotiation

Account management

Tools

Salesforce

Job description

Job Title: Strategic Accounts Executive

Department: Revenue

Location: Hybrid, 3 days a week in office, 2 days from home

Contract Type: Full time, permanent

Line manager: Director, Key Accounts

Salary: up to £65,000 + £40,000 commission

Basic scope and primary objectives

We are seeking an energetic Strategic Accounts Executive who will play a pivotal role in securing high-value new customers through Business Development and generating large cross-sell orders within our existing accounts. This individual contributor role requires an experienced, autonomous professional with a comprehensive understanding of the full sales cycle, from prospecting and qualification to closing deals and managing customer relationships at a senior level.

The Strategic Accounts Executive will also engage in long-term strategic planning and ensure a robust pipeline to drive consistent revenue growth. As an individual contributor within Tes’s sales structure, this role also carries the responsibility to share best practices and coach other team members.

Key responsibilities

• 1. Sales Execution: - Autonomously manage the entire sales cycle, from lead generation to closing high-value deals across new and existing accounts. - Execute Tes’s sales strategies and methodologies to secure high-value new customers and cross-sell opportunities. - Respond to and manage high-value tenders, ensuring the alignment of proposals with customer needs and Tes’s value proposition. - Lead renewal activity on key accounts
• 2. Strategic Planning & Pipeline Management: - Develop and implement mid-to-long-term sales plans to meet and exceed revenue targets. - Maintain a robust and healthy sales pipeline through proactive lead generation, networking, and relationship building. - Regularly review and analyse pipeline health and sales metrics to drive consistent revenue performance.
• 3. Customer Relationship Management: - Build and nurture strong relationships with key stakeholders within customer accounts, acting as a trusted advisor. - Drive customer satisfaction and loyalty through understanding customer needs, delivering tailored solutions, and providing proactive support. - Work closely with the accounts' teams to align sales objectives and manage any post-sales support required to ensure continued satisfaction.
• 4. Revenue Growth: - Consistently achieve and exceed individual sales targets by securing high-value deals. - Identify and capitalize on opportunities to up-sell and cross-sell within existing client portfolios. - Collaborate with marketing and product teams to stay informed on product developments, market trends, and customer feedback.
• 5. Sales Best Practices & Coaching: - Act as a mentor and coach to less experienced team members, sharing sales best practices, strategies, and insights. - Lead by example, demonstrating the highest level of professionalism, sales acumen, and customer engagement. - Participate in the development of training programs and resources to elevate the overall competency of the sales team.
• 6. Market Analysis & Reporting: - Conduct thorough market analysis to stay ahead of industry trends and identify opportunities for growth. - Provide regular and accurate sales forecasts and reports to the Senior Enterprise Sales Director. - Use data-driven insights to refine sales approaches and address potential challenges proactively.

What will you need to succeed?

• Experience in enterprise sales within the B2B software or SaaS industry.
• Proven track record of securing high-value deals and consistently meeting or exceeding sales targets.
• Ability to independently manage the entire sales cycle with minimal supervision.
• Strong strategic planning skills with experience in long-term pipeline management.
• Excellent communication, negotiation, and relationship-building skills.
• Proficiency in CRM tools and sales analytics; experience with Salesforce or similar platforms is highly preferred.
• Demonstrable experience responding to and managing high-value tenders (desirable).
• Analytical and data-driven approach to sales with a proven ability to make informed decisions.
• Ability to work effectively in a fast-paced, dynamic environment.
• Willingness to travel as needed to engage with clients and support sales activities.

Personal Attributes:

• High level of self-motivation and intrinsic drive to achieve exceptional results.
• Strategic thinker with the ability to plan ahead while executing day-to-day tasks effectively.
• Collaborative and approachable, with a willingness to share knowledge and mentor others
• Exceptional problem-solving skills and a proactive mindset.