The Role
We are seeking a highly commercial, results-driven New Business Account Director to drive significant revenue growth across our Managed Services, Security SaaS, and Professional Services portfolio. This is a quota-carrying, new‑logo focused role for a proven enterprise and mid‑market deal closer who thrives on targets, pipeline ownership, and closing complex, high‑value opportunities.
This role is heavily numbers-focused. You will be accountable for building and converting a strong personal pipeline, consistently closing new business, and delivering against stretching revenue targets. While you will provide leadership and deal support to a small team of sellers, success in this role is measured first and foremost on your own new business performance.
The ideal candidate is a commercially sharp Account Director with deep experience in MSP and technology‑led services, strong forecasting discipline, and the drive to chase, shape, and close large, multi‑year deals.
What you’ll be doing
- Own and deliver a significant individual new business target, with clear accountability for revenue performance.
- Proactively hunt for new logo opportunities across MSP, Security SaaS, and professional services, focusing on mid‑market and enterprise accounts.
- Build and maintain a high‑quality pipeline that consistently supports quarterly and annual targets.
- Lead complex, high‑value sales cycles from prospecting through to close, including multi‑stakeholder enterprise deals.
- Structure and negotiate commercial terms, contracts, and multi‑year agreements to maximise revenue and margin.
- Act as the deal owner, ensuring momentum, qualification discipline, and timely progression through the pipeline.
- Maintain accurate forecasts, pipeline hygiene, and deal qualification using CRM tools.
- Demonstrate strong control of numbers, ratios, conversion rates, deal values and velocity.
- Identify gaps early and take decisive action to recover pipeline and revenue shortfalls.
- Provide hands‑on deal support, coaching, and commercial input to a small group of sellers, particularly on larger or more complex opportunities.
- Lead by example through personal performance, execution, and deal success rather than through layered management.
- Identify priority target accounts and verticals, developing clear pursuit and account‑based strategies.
- Stay close to market trends, competitors, and customer needs to sharpen value propositions and positioning.
- Work closely with marketing and technical teams to convert demand into revenue.
- Build senior‑level relationships with prospective customers, acting as a trusted commercial advisor.
- Represent the business effectively with C‑suite and senior IT decision‑makers throughout the sales cycle.
What we’re looking for
Commercial & Sales Excellence
- Proven track record as an Account Director / Senior New Business Sales professional in MSP, Security SaaS, or technology services.
- Consistent history of exceeding new business targets and closing large, complex deals.
- Strong understanding of professional services and consultancy‑led sales motions.
Numbers & Execution Focus
- Highly disciplined in forecasting, pipeline management, and KPI tracking.
- Comfortable being measured against hard revenue targets and performance metrics.
- Relentless in pursuing deals and closing business in competitive environments.
Deal Leadership
- Strong negotiation and commercial skills with experience closing six‑ and seven‑figure opportunities.
- Ability to control complex sales cycles, manage risk, and drive urgency.
Communication & Influence
- Confident engaging at all levels, including C‑suite and senior stakeholders.
- Clear, credible, and commercially sharp communicator.
Experience & Qualifications
- 8+ years’ experience in B2B technology sales, with a strong focus on new business acquisition.
- Demonstrable experience selling MSP, Security SaaS, and/or technology consulting services.
- Strong CRM proficiency (e.g. Salesforce) and data‑driven sales management approach.
- Bachelor’s degree preferred; commercial experience and results outweigh formal qualifications.
Personal Attributes
- Results‑obsessed: Motivated by targets, revenue performance, and closing deals.
- Hunter mentality: Proactive, persistent, and comfortable chasing challenging opportunities.
- Commercially sharp: Thinks in numbers, margin, deal value, and conversion.
- Resilient: Thrives in a fast‑paced, high‑expectation sales environment.
Benefits & Perks
Time Off: 25 days annual leave plus public holidays.
Birthday Leave: One extra day off to celebrate.
Company Pension Scheme.
Employee Assistance Programme (EAP).
EkcOlympics: Global team wellbeing challenges.
Unlimited access to Pluralsight for continuous development.
Career growth opportunities, including international progression.
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