Senior Strategic Account Manager

Location: Hybrid (office central London)

About the Business:

Since its launch in 2017, From Counsel has developed a reputation for offering an unmatched premium Q&A-based knowledge and precedent service to corporate lawyers. Adding an R&I knowledge service this year, our aim is to make our legal content more comprehensive, more insightful, and more accessible than anyone else in the market. We work with leading Chambers so our content reflects the most authoritative views on complex topics.

Our solutions span Knowledge services, Automated Documents and Training. The Training Product was launched in April 2024 and is fast being adopted by a broad range of customers across both private practice and inhouse legal teams.

From Counsel uniquely offers the insight and combined expertise of market leading Barristers Chambers and our own inhouse teams. These solutions enhance our clients' ability to manage legal information, advise clients with confidence, improve efficiency, and maintain professional competency in their chosen areas of practice.

We have ambitious expansion plans for 2027 and beyond and will be launching a number of new knowledge services in the next 12-18 months. We are therefore increasing in size as we seek to take our premium services into new areas and to new customers, including Banking and Finance, Tax, Commercial and Disputes.

About the Team:

The commercial sales team at From Counsel manages relationships with the top 200 UK law firms, the top 50 US law firms, the Big 4 accountants, General Counsel, and in-house teams across numerous corporate legal departments and other professional organisations.

Job Summary: We are seeking a highly motivated and experienced Senior Strategic Account Manager to help drive revenue growth. This is a new role as we look to drive growth from our largest accounts as we rapidly increase our product offering. The ideal candidate will have a proven track record in B2B sales, ideally from the legal sector, strong strategic thinking, and exceptional client management skills.

This role involves managing our largest customer accounts, fostering long-term client relationships both in terms of retaining existing customers, growing ARR as well as seeking new sales opportunities in those accounts. The focus will be on building deep trusted relationships.

Key Responsibilities:

1. Revenue Focused

• Revenue objectives
  :
  As the owner of a defined list of our biggest spending customers, you will be personally responsible for renewing all customer contracts within your base.
• Retaining 100% of Annual Recurring Revenue (ARR) and growing future revenues.
• You will also explore, introduce, and secure commitment to new services within that same customer base, exceeding annual revenue objectives, driving new business growth.
• Create detailed sales plans for each account, including all relevant information about the account.
• Identify opportunities and plan how you will engage with and broaden your network with senior stakeholders in each account.
• Forecast sales results and revenue projections from your defined account base, across both renewal and new business opportunities.

3. Customer Relationship Management

• Establish and maintain excellent customer relationships at all levels, to ensure customer satisfaction, loyalty and repeat business.
• Act as the liaison between sales support and our customer onboarding specialists to provide a superior client experience and become a trusted advisor to those accounts you own, to ensure they maximise the value of their subscriptions.
• Be the voice of the client internally, working closely with our content teams providing tangible and constructive feedback to our internal teams so that we may improve our solutions.

4. Negotiation and Contract Management:

• Negotiate contracts and close deals for new services within existing client accounts to achieve sales targets.
• Ensure contract terms align with the company's financial and operational goals.
• Ensure all renewal deadline are met.

Qualifications:

1.

Education:

• Bachelor's degree preferred but not required.

2.

Experience:

• Proven experience in B2B sales, with a minimum of 7 years in a senior sales, account management role.
• Demonstrate success in managing key accounts and driving revenue growth in a subscription-based business model.

3.

Skills:

• Excellent strategic thinking and analytical skills.
• Exceptional communication and negotiation skills.
• Proficient in CRM software and sales analytics tools.
• Ability to build and maintain strong client relationships.

4. Personal Attributes:

• Highly motivated and results driven.
• Strong problem-solving skills and a proactive approach to challenges.
• The ability to thrive in a dynamic environment.
• Excellent organizational and time management skills.
• Communication:
  First-class communication skills with the ability to engage with a range of stakeholders at all levels.
• Customer focused:
  Excellent understanding of customer needs and ability to support buyers.
• CRM proficiency:
  Familiarity with Hub Spot (or similar) and the…