Account Management for Current Accounts in the UK & Ireland
The Opportunity
We are a fast-growing B2B technology start-up that powers field workforce productivity and safety using AI. Our digital platform, FYLD, reduces safety hazards, regulatory fines, and productivity losses facing industrial field workers.
FYLD provides real-time workflow visibility and actionable insights to deliver greater business efficiency while eliminating paperwork and unnecessary disruption to field teams.
This is a career-defining position where you'll collaborate with industry-renowned leaders and accelerate your career as an astute operational leader.
FYLD recognised that many utility businesses were stuck in early digitalisation. We launched our innovative platform by leveraging artificial intelligence and computer vision, focusing on behavioural safety, and powering productivity, safety, and efficiency in field teams worldwide.
You'll work with leading utility companies and partner with them on their data-led transformation, enjoying unparalleled access to some of the world's best organisations.
We're looking for people motivated by our collaborative environment and its potential to create a career-defining experience.
We trust the numbers, not our instincts. We experiment rapidly, prioritising customer value and driving user growth with analytical thinking.
A positive culture is essential to us, with planning, delivery, agility, and accountability second nature in our business. We've developed a culture that's open, transparent, and empowers our people with career-defining experiences, industry-leading benefits, employee care, and learning opportunities.
Transparency is central to our culture – every team member is important to the success of the business.
The Role
* Develop an account renewal and expansion sales strategy, conduct account planning and periodic reviews, and implement account workshops/training to accelerate product/feature/user adoption and ROI realisation.
* Own end-to-end customer engagement, including education, onboarding, product adoption, paid trials, and negotiating/closing multi-year SaaS agreements while forging long-term relationships with enterprise customers.
* Deploy customer-facing launch programs, craft a data-driven approach to product feature/user insights, manage user adoption and reporting in CRM/CSM tools, and create a customer adoption roadmap to realise ROI benefits across safety, efficiency, and sustainability.
* Track implementation progress, participation, product adoption, user retention/growth, and accounting health with timely communications and reports, delivering consistent account retention, renewal, and CSAT results.
* Plan and lead account reviews, run onsite and digital workshops, work through challenges with executives and day-to-day users, prepare proposals/pricing, and demonstrate ROI benefits of FYLD's technology.
* Juggle multiple customer engagements in parallel and work cross-functionally to deliver an exceptional experience for our customers and enable users to achieve short time to value (6 weeks to positive ROI).
* Be the trusted advisor, role model, and trailblazer, delivering repeatable renewals and account expansion agreements while embedding FYLD's cultural principles – deliver customer value, win as a team, growth mindset, and mindfulness as we scale the business in the UK&I and beyond.
* Work collaboratively and lead a solution-based selling approach based on customer requirements with internal cross-functional stakeholders to remove deal blockers, negotiate and close client agreements, and support new customers through onboarding to new feature/solution adoption to achieve quick time to value.
Your Knowledge, Experience, and Skills
* 3+ years' experience in account management, customer management, or full cycle account-based sales with proven exec relationship building, customer education, and onboarding programs, product adoption roadmap, user activity reporting, account renewals/expansion, and business value/ROI selling experience.
* Experience in strategic account management and relationship building in the UK&I region, working collaboratively with business development, pre-sales, deployment, customer success, support, and product colleagues.
* Self-starter with a proven track record of CSAT and consistent sales quota over-achievement (quarterly, annual) with direct experience managing and closing complex sales renewal/expansion processes involving VP/IT/CXOs stakeholders.
* Self-managed professional with confidence and experience handling and owning mid-large deal sizes, sales pipeline management and reporting, and closing multi-year SaaS agreements.
* Proven track record of building trust and communicating effectively with a wide variety of stakeholders: executives, customer success, support, product, and engineering leadership, day-to-day users of our software.
* High energy, collaborative with a growth mindset and excellent communication skills, organisation, and contact management capabilities with attention to detail.
* Comfortable in a dynamic, customer-facing environment in target industries including utilities, infrastructure, and manufacturing.
* Diplomacy, tact, and poise under pressure when working through customer issues.
* Excited about solving customer problems in innovative and data-driven ways.
Our Offering
* Market competitive remuneration package with an equity component.
* Substantial annual allowance invested in your learning and development.
* Pension scheme, BUPA healthcare, GymPass membership, death in service, and more.
* Regular FYLD Camps.
* Hybrid working model, embracing flexibility to deliver the role between home working, office work, and out on-site with clients.
An Inclusive and Flexible Work Environment
We welcome everyone regardless of background, race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, etc. We nurture an inclusive work environment and are committed to ensuring equal opportunity in employment for qualified persons with disabilities.
We have implemented a flexible way of working which enables teams and individuals to do their best work, regardless of where they're based.
All offers of employment are contingent upon an individual's ability to secure and maintain the legal right to work at the company.
Welcome to the Future of Fieldwork Execution