Principal Account Development Manager

OpenKrill; United States; Remote; USD 120,000 - 190,000; Full time

Job summary

IRIS Software Group's iSAMS is seeking a Principal Account Manager to own a portfolio of its most strategic school-group customers, protect and grow relationships, and turn complex needs into clear commercial opportunities across the UK and international markets.

You will lead executive reviews, map stakeholders, negotiate multi-year terms, expand product usage across groups, and coordinate with product, implementation, support and legal to deliver measurable value.

Qualifications

• Extensive senior account management experience with large enterprise customers.
• Ability to navigate multiple stakeholders and lead high-value commercial conversations.
• Strong track record of retaining and expanding existing accounts.

Responsibilities

• Own senior relationships across each customer, from group executives to regional and school leaders.
• Map how each group is structured, including decision makers and influencers.
• Lead executive business reviews that demonstrate value delivered across the group.
• Negotiate framework agreements, renewals and pricing terms for multi-year contracts.
• Protect revenue by identifying risk early during restructures or consolidations.
• Grow accounts by adding newly acquired schools and expanding modules and services.
• Maintain clear account plans, opportunities, and forecasts for every customer.
• Coordinate internal specialists and represent customer priorities in product and commercial discussions.

Skills

Senior account management

Stakeholder mapping

Executive relationship building

Contract negotiations

C-suite communications

Forecasting

Job description

ABOUT IRIS

IRIS Software Group is one of the UK's largest privately held software companies, trusted by 100,000+ businesses, schools and accountancy firms to keep their operations running. Our software pays 1 in 6 UK employees, supports over 12,000 schools, and is relied on by 91 of the top 100 UK accountancy firms.

We're a Great Place to Work certified employer, recognised for our commitment to well-being, inclusion and development - and we're growing fast.

Help some of the world’s largest school groups get more value from the technology at the heart of their operations. As Principal Account Manager, you will own a small portfolio of iSAMS’s most strategic customers, protect and grow those relationships, and turn complex needs into clear commercial opportunities.

Why This Role Matters

iSAMS is a management information system (MIS) for independent and international schools. A school MIS brings essential activities such as admissions, timetabling, assessment, reporting, fees and parent communication together on one platform. iSAMS is part of IRIS Software Group, a leading business software and services provider trusted by more than 100,000 customers across 135 countries.

Our largest customers are international, multi-school groups, often backed by investment firms and growing through acquisition. Their structures, stakeholders and priorities can vary widely. This role gives them one senior commercial partner who can bring clarity, coordinate the right expertise and help each group realise more value from iSAMS.

About the Team You'll Join

You will join the iSAMS Account Management team within IRIS Education and report to the Sales Manager. You will manage 4–6 strategic school-group accounts across the UK and international markets, working closely with colleagues in product, implementation, support, training, finance and legal.

This is an expansion role, not a high-volume new-business position. Your focus will be existing customers: understanding their goals, strengthening executive relationships and identifying opportunities to add schools, modules and professional services. Professional services means tailored expert support, such as consultancy, solution design, implementation or training.

What You'll Be Doing

• Own senior relationships across each customer, from group executives to regional and school leaders.
• Map how each group is structured, including who makes, signs off and influences decisions.
• Lead executive business reviews that demonstrate the value iSAMS delivers across the group.
• Negotiate framework agreements, renewals and contract changes, including pricing and multi-year terms.
• Protect revenue by identifying risk early, particularly when customers restructure, sell schools or consolidate suppliers.
• Grow accounts by bringing newly acquired schools onto iSAMS and expanding the products and services each group uses.
• Maintain clear account plans, sales opportunities, and forecasts for every customer.
• Coordinate internal specialists and represent customer priorities in product and commercial discussions.

What We're Looking For

You are a senior strategic account leader who has managed large, complex national or international customers. Education experience is not essential. We are more interested in your ability to navigate many stakeholders, lead high-value commercial conversations, and grow established customer relationships.

• Extensive senior account management experience, with a strong track record in complex enterprise customers with multiple sites and significant revenue.
• Experience negotiating high-value, multi-year contracts and renewals with senior buyers and procurement teams.
• Evidence of retaining and expanding existing accounts, rather than focusing only on winning new customers.
• Confidence with C‑suite leaders, meaning chief executives and other senior decision-makers such as CFOs, COOs and CIOs.
• Strong commercial judgement across pricing, deal structure and contract terms.
• Strategic account planning, stakeholder mapping, accurate forecasting, and clear executive communication.
• A calm, organised and resilient approach to ambiguity and difficult conversations.

Useful, but not essential: experience in B2B software as a service (SaaS), enterprise software, investment-backed businesses, international account management, or independent and international schools.

What Success Looks Like

• Within 3 months: account plans and stakeholder maps are in place for every group.
• Within 6 months: executive relationships are established, and regular business reviews are running.
• Within 12 months: renewals are secured on target terms, revenue is retained, and measurable growth is coming from expansion and newly added schools.

Why Join Us?

IRIS develops integrated software that reduces administration, improves business processes, and gives organisations more time for what matters. You will take ownership of a strategically important customer portfolio, work with senior leaders in complex international organisations and shape how IRIS Education supports some of its largest iSAMS customers.

WHY YOU’LL LOVE WORKING HERE

• Impact: Your work will influence millions globally.
• Growth: Continuous learning and career development opportunities.
• Belonging: A culture that celebrates diversity and empowers every individual.

WHAT TO EXPECT FROM OUR HIRING PROCESS

Our process is designed to be fair, transparent and straightforward. Stages vary depending on the role — more senior positions may involve additional steps, and some areas include role-specific assessments such as a technical test or case study — but typically you can expect:

1. Application review — we assess your experience and potential
2. Initial call — a short conversation to learn about you and share more about the role
3. Skills assessment — tailored to the position, e.g. case study, coding challenge or portfolio review
4. Final interview — meet the team and explore how you'll make an IMPACT at IRIS

We'll always walk you through the specific stages at the start of the process so you can prepare with confidence.

If you need any adjustments or accommodations during the process, let us know, we’re committed to making this experience accessible for everyone.