Account Director

Xperience Bury St Edmunds, England, United Kingdom

The Account Director is a senior commercial role with dual responsibility for:

• Leading and growing our largest strategic client accounts.
• Achieving defined new business revenue targets through proactive acquisition of new customers.

Working closely with the Regional Business Development Director and the wider Commercial team, you will be accountable for delivering profitable growth, strong client retention and new logo acquisition across our core solution pillars (Managed IT, Cyber, Cloud, Data & AI, and specialist teams within CRM and ERP).

This role combines strategic account leadership, consultative selling and hands‑on new business development. You will act as a trusted advisor to existing clients while also driving pipeline creation, closing new opportunities and expanding our footprint within target markets and verticals.

• Lead the account management strategy for our largest and most strategic clients.
• Develop and execute robust Account Plans to drive retention, cross‑sell and up‑sell opportunities.
• Act as the senior escalation point for client issues, proactively managing risk and service improvement.
• Chair and attend Quarterly Business Reviews (QBRs), ensuring alignment with client objectives and value realisation.
• Ensure all client contracts deliver maximum profitability managing renewals, WIP and commercial performance.
• Achieve net‑zero customer attrition across managed accounts.

• Proactively target and acquire new customers within defined regions or vertical markets, aligned to our GTM strategy.
• Build and manage a rolling 90‑day outbound prospecting plan using phone, email, Linked In, events and partner referrals.
• Qualify and manage all inbound enquiries, ensuring rapid follow‑up and progression through the sales process.
• Build referral partnerships with regional networks, professional services firms and industry groups.
• Consistently achieve monthly and annual new business revenue targets.
• Own the end‑to‑end sales process from initial engagement through to deal close.
• Run high‑quality discovery conversations focused on business outcomes and operational challenges.
• Collaborate with presales, solution architects and delivery teams to design compelling, outcome‑led solutions.
• Prepare proposals, quotations, commercial models and SOW inputs.
• Navigate complex, multi‑stakeholder decision‑making and procurement processes.
• Maintain accurate pipeline, forecasting and activity tracking in Connect Wise and Dynamics
  365.

• Ensure full and compliant use of Connect Wise to support account strategies, pre‑sales engagement and forecasting.
• Work closely with Delivery teams to ensure smooth handover from sale to implementation.
• Partner with Marketing to support campaigns, content creation, lead generation and event follow‑ups.
• Share market insights, competitor intelligence and best practices across the Commercial team.
• Support peer learning, coaching and collaboration across departments and locations.

• Establish and monitor account KPIs, client risk indicators and growth opportunities.
• Demonstrate company values and behaviours in all client and internal interactions.
• Take ownership of personal development, maintaining strong product and market knowledge through continuous learning.
• Achievement of new business revenue targets
• Growth and profitability of strategic accounts
• Cross‑sell and up‑sell revenue generation
• High client satisfaction and retention
• Accurate forecasting and CRM discipline

• Minimum 5 years’ experience in account management and/or new business sales within technology, IT services, SaaS or managed services.
• Proven track record of winning new business, growing accounts and exceeding revenue targets.
• Strong consultative selling skills with the ability to articulate business value at both strategic and technical levels.
• Confident engaging and influencing senior stakeholders, including MDs, FDs, CIOs and Heads of IT.
• Highly organised, self‑motivated and disciplined in prospecting, follow‑up and pipeline…