Senior Account Manager

About us

SFG
20 is the industry standard for building maintenance. Providing services and pioneering technologies that empower people to create and sustain safer buildings.

Our mission is to make buildings better using our standard, software and expertise. Our vision is to become the leading authority for built environment maintenance that protects and enhances quality of life.

The Senior Account Manager drives revenue growth by leveraging SaaS expertise to boost retention, expand accounts, and accelerate product adoption.

The role supports clients to optimise building maintenance strategies through our innovative solutions. With a consultative approach, the Senior Account Manager navigates complex sales cycles and ensures seamless migration to our latest software solutions, empowering customers to build safer, more efficient buildings.

The role will require travel twice a month to our Newcastle Offices

Key Responsibilities:

• Account Management
  :
  Build and nurture strong, strategic, long-term relationships with mid-market and enterprise clients, understanding their business needs and aligning SFG
  20 solutions to their strategic objectives.
• Retention and Growth
  :
  Drive customer retention by identifying upsell and cross-sell opportunities. Collaborate with internal teams to enhance customer experience and maximise customer lifetime value.
• Renewals
  :
  Proactively manage contract renewals, ensuring continued business growth
• Solution Selling
  :
  Tailor our software solutions to each client’s needs, positioning SFG
  20 as a strategic partner.
• Product Demonstrations
  :
  Deliver engaging presentations and product demonstrations that clearly communicate the value proposition.
• Migrations
  :
  Proactively drive migration from legacy products to F-iQ, leading clients through seamless transition.
• Contract Management
  :
  Manage contract negotiations to secure renewals while maintaining strong customer satisfaction. Balance customer needs with business objectives to maximise account profitability.
• Adoption
  :
  Work closely with Software Trainers to maximise user adoption and ensure a frictionless transition.
• Collaboration
  :
  Work cross-functionally with Customer Success, Sales (SDR/BDR & KAM), L&D, Marketing, and Product Development to deliver exceptional service and drive shared success.
• Data-Driven Performance
  :
  Leverage CRM tools to track account progress, analyse customer data, and develop data-driven strategies. Monitor KPIs to measure and improve account performance.
• Industry & Product Expertise
  :
  Stay ahead of trends in SaaS, facilities management, and building maintenance to keep clients informed and empowered

Essential experience

• 5+ years of experience in SaaS sales and account management, with a proven track record of exceeding revenue and retention targets.
• Strong background in managing client relationships, renewals, and software adoption with mid-market or enterprise segments
• Demonstrated ability to drive high-value deals, manage complex sales cycles, and navigate contract negotiations.
• Excellent communication and presentation skills, with the ability to articulate the value of complex SaaS solutions
• A consultative approach to account management, with a deep understanding of customer needs
• A deep understanding of the customer journey and the ability to tailor your approach to each client's needs.
• Experience using CRM platforms (Hub Spot or similar) to track performance and drive engagement
• Highly organised, with the ability to manage multiple accounts and priorities effectively
• Curious, innovative, and eager to learn. With a competitive mindset and a strong desire to win.
• Experience forecasting pipeline, handling objections, and delivering innovative solutions to client challenges.
• Demonstrable experience of handling objections and finding solutions to customer pain points

Desirable

• Knowledge of Facilities Management technologies or CAFM solutions
• Experience with managing Large Public Sector accounts, such as the NHS.
• Understanding of compliance-driven industries and regulatory requirements in building maintenance.

All candidates must be able to demonstrate a pre-existing right to work and travel within the UK. We…