Senior Account Manager

Location

London (UK)

Working Pattern

This is a hybrid role. Candidates should expect to spend 3 days per week in the London office.

Role Overview

You will own a portfolio of smaller and mid-sized financial services clients and be accountable for retention, expansion and advocacy. You will report to the Head of Sales.

Many of these accounts started with a narrow scope. Your job is to grow them into broader, multi-module relationships by deepening adoption, landing new use cases and modules, and turning satisfied clients into references.

Your primary measure is net revenue retention (NRR): gross retention plus expansion annual recurring revenue (ARR).

Key Responsibilities

Portfolio and Renewals

Own a named portfolio of financial services clients: renewals, expansion and commercial relationships end to end.

Run structured renewal processes early, protecting gross retention and removing surprises.

Keep forecast and customer relationship management (CRM) data in HubSpot accurate. We run on data, not optimism.

Account Planning and Expansion

Build account plans that map each client’s regulatory agenda, such as the Digital Operational Resilience Act (DORA), Consumer Duty, the Senior Managers and Certification Regime (SM&CR) and operational resilience, to where Decision Focus can add value next.

Identify, qualify and close expansion opportunities: new modules, entities, business units and geographies.

Client Relationships

Build multi-threaded relationships from practitioner to executive sponsor, and lead quarterly or annual business reviews.

Work with risk, compliance and operational resilience leaders and, as accounts grow, at Chief Risk Officer (CRO) and Chief Compliance Officer (CCO) level.

Advocacy and Client Insight

Work closely with Pre-sales, Customer Success, Product and Partnerships.

Feed structured client insight back to Product and Marketing so that what clients ask for shapes a more repeatable proposition.

Develop references, case studies and advocates that help the new business team win.

Candidate Profile

Experience

Proven experience in an account management or business-to-business (B2B) software sales role, with at least five years selling into financial services (banks, insurers, asset managers or pension providers).

Experience working in a scaling organisation, ideally within a technology, software as a service (SaaS) or high-growth environment.

A track record of hitting retention and expansion targets, with numbers you can talk through.

Enough working knowledge of the regulation your clients face to hold a credible conversation with a Head of Compliance or a CRO.

Experience selling governance, risk and compliance (GRC), regulatory technology (RegTech) or risk software would help but is not essential, and neither is experience of long, multi-stakeholder enterprise sales cycles.

Experience in the Nordic, DACH (Germany, Austria and Switzerland) or French markets, a Nordic language, German or French, or exposure to a structured sales methodology such as MEDDICC would also help.

Capabilities and Approach

Intelligent and curious: you want to understand the client’s business, not just the renewal date.

Commercially sharp: you protect value and know when to walk away from a bad deal.

Credible with senior people, and pleasant to work with internally.

Comfortable operating with autonomy in a scale-up: you build the process where none exists yet.

Clear, concise written and spoken English: you can write a board-ready business case.

High standards and ownership: you finish what you start.

Background

Likely currently working in account management, selling software into financial services.

Looking for ownership of client relationships from day one, and a clear path to larger, strategic accounts, with a short line to the leadership team.

Compensation And Benefits

Competitive market salary.

30 days of annual leave.

8% employer pension contribution.

About Us

Decision Focus is a European-owned GRC SaaS company serving regulated financial services firms across the UK, the Nordics and the US. We are profitable and commercially disciplined.

We are a lean team. That means real independence, direct access to senior leadership and clients, and a high bar for everyone. We are moving from complex, bespoke sales cycles towards growth that is more repeatable and product-led, and we want people who will help shape that shift.

This po…