Account Director

About Waystone

Waystone is a leading asset-servicing solutions provider of institutional governance, administration, risk and compliance services to financial institutions. With over 25 years’ experience and a comprehensive range of specialist services to its name, Waystone helps our clients structure, operate and grow through our expertise, innovation and digitisation, backed by the operational scale to support global expansion.

Reporting to the Global Head of Client Engagement, you are an experienced and effective relationship professional who will form part of our dynamic team  this role, you will manage a portfolio of existing client relationships, engaging directly with clients to deepen those relationships, identify new opportunities within the account, and run cross-sell and upsell opportunities through to close with the aim of driving revenue growth.

The ideal candidate will have proven experience in client relationship management and business development within financial services, including familiarity with business development systems such as Salesforce, and a good understanding of the asset management industry.

Within Waystone, we have a structure to support new revenue growth which includes defined roles for New Logo Business Development, Key Account Management, and Relationship Management (the Commercial Team). The Account Director sits within this Commercial Team, supported by a dedicated Sales Operations function that manages the operational execution of opportunities once identified and scoped.

• Client Relationship Management:
  Build and maintain strong relationships with key decision-makers within your assigned portfolio of clients, acting as their day-to-day point of contact at Waystone.
• Opportunity Identification & Triage:
  Proactively identify cross-sell and upsell opportunities and map whitespace through the development of account plans across your client portfolio. Triage each opportunity to determine whether it can be run directly, requires support from a specialist team, or should be passed to New Logo Business Development or Key Account Management to run a competitive process.
• Running Opportunities:
  Lead client-facing discussions to scope out opportunities identified within your portfolio, prepare proposals for the client, negotiate fees and services, and follow Waystone sales process, with support from Sales Operations as needed.
• Account Engagement & Planning:
  Maintain regular contact with your client portfolio, including periodic check-ins, to stay close to their evolving needs. Through this ongoing engagement, identify further opportunities for medium and long-term growth and document client strategy as part of a detailed account plan. Where appropriate, bring in the relevant members of the Commercial Team to help execute the strategy.
• Collaboration with the Commercial Team:
  Work closely with New Logo Business Development, Key Account Management, and the Global Head of Client Engagement to ensure opportunities are routed to the right team and that your outreach is aligned with priority accounts and services.
• Market Insight:
  Stay updated on industry trends, regulatory changes, and competitor activities to inform client conversations and identify relevant opportunities.
• Relationship & Pipeline Reporting:
  Provide regular updates on account activities, revenue contributions, and client feedback to the Global Head of Client Engagement, using established methodologies for comprehensive reporting.

• Client Relationship & Commercial
  
  Experience:
  
  Proven experience in relationship management, account management, or client-facing commercial roles within financial services, with a track record of sourcing and executing new business opportunities from existing clients.
• Industry Knowledge:
  Preferred but not essential, a good understanding of the asset management industry, including market trends, regulatory environment, and competitive landscape, is helpful for effectively positioning Waystone's services and identifying relevant opportunities for clients.
• Ability to quickly learn the Waystone products and services:
  An understanding of the global suite of Waystone services to identify relevant cross-sell and upsell opportunities for your client portfolio is critical to being effective in the role.
• Understanding of Sales systems and processes: A good understanding of Waystone's systems and processes, including Salesforce, Ebstas and Altify to support the…