About Us:
insightsoftware is a global provider of reporting, analytics, and performance management solutions that unlock the potential of business data and transform the way finance and data teams operate. We empower leaders from over 32,000 organizations to make timely and intelligent decisions. Our comprehensive solutions span Financial Planning and Analysis (FP&A), Controllership, and Data and Analytics. We deliver finance teams the insights required to navigate any economic climate and drive greater financial intelligence, while increasing productivity, visibility, accuracy, and compliance. Learn more at insightsoftware.com.
Job Description:
insightsoftware is seeking a Lease Accounting Sales Specialist to join our EMEA team. This role requires deep product expertise in our lease accounting and lease administration solutions to assist sellers in landing new business and expanding relationships with existing customers. The ideal candidate combines strong expertise in lease accounting, lease administration, and regulatory compliance (ASC 842, IFRS 16, FRS 102, GASB 87/96) with the ability to translate complex product capabilities into compelling business value.
The Lease Accounting Sales Specialist will own the Lease Accounting quota for the EMEA region and work in an overlay capacity, supporting regional Account Executive and Account Management teams to successfully close LeaseAccelerator opportunities with both existing customers and new prospects. This is a full-time remote role reporting to the Vice President, EMEA Sales.
Key Responsibilities
Product Expertise & Sales Support
* Maintain deep product expertise in LeaseAccelerator and EZLease, including lease accounting calculations, administration workflows, ERP integrations, and compliance reporting across ASC 842, IFRS 16, FRS 102, and GASB 87/96
* Deliver compelling, tailored product demonstrations that translate complex lease accounting capabilities into clear business value for finance, accounting, and real estate stakeholders
* Articulate the key differentiators between insightsoftware's lease portfolio and regional competitors - including CoStar/Visual Lease, Nakisa, MRI Software, Trullion, and CCH Tagetik - with confidence and specificity
* Engage proactively in the sales process when opportunities are identified by Business Development, Customer Success, Account Executive, or Account Manager teams
* Provide technical and functional support during solution design and proposal development, including RFP and RFI responses
* Demonstrate understanding of how lease portfolios are managed across multinational organisations and the compliance challenges they face under IFRS 16 and other EMEA-relevant standards, including the forthcoming FRS 102 (FRED 82) amendments in the UK
Financial Systems & Migrations
* Lead assessment of legacy lease management systems and spreadsheet-based processes, and develop structured migration strategies that minimise business disruption while maximising adoption
* Support customers transitioning from manual processes or legacy lease accounting platforms, providing clear guidance on data migration, cut-over planning, and parallel run approaches
* Develop migration roadmaps tailored to each customer's ERP landscape, accounting calendar, and internal resource constraints
* Provide deep expertise in lease administration, lease accounting, compliance reporting, and ERP integration workflows, including GL posting logic, subledger reconciliation, and period-end close processes
Cross-Functional Collaboration
* Work closely with Business Development and Sales teams during qualification of new opportunities, contributing lease domain expertise to pipeline assessment and go/no-go decisions
* Partner with Account Executives and Account Managers to deliver value propositions, validate product fit, and accelerate deal progression
* Collaborate with Account Managers and Customer Success Managers to identify expansion use cases - including additional compliance standards, lessor functionality, or Real Estate Manager integration - within existing accounts
* Enable and upskill Hybrid Sellers and regional Account Executives with lease product knowledge, competitive positioning, and objection-handling frameworks
* Support Partner relationships across Big Four accounting firms, lease accounting consultancies, and implementation partners (EY, Deloitte, Baker Tilly, WIPFLI, and regional EMEA partners)
* Provide structured field feedback to Product Management on prospect pain points, competitive gaps, and feature requests observed in EMEA sales cycles
Market Intelligence & Thought Leadership
* Stay current on IFRS 16 / FRS 102 regulatory developments, ERP integration trends, and the evolving competitive landscape across EMEA
* Participate in industry events, customer roundtables, webinars, and accounting standards forums as a recognised lease domain expert and insightsoftware representative
* Build and maintain lease-specific competitive intelligence, contributing to battle cards, objection guides, and positioning materials for the EMEA sales team
* Contribute to demo environment development and maintenance, ensuring EMEA-relevant configurations (multi-currency, IFRS 16, FRS 102, local GAAP) are available and current
Required Qualifications
Lease Domain Expertise
* Deep functional knowledge of IFRS 16 and/or ASC 842 lease accounting standards - including lessee classification, ROU asset recognition, modification accounting, subledger posting, and disclosure reporting
* Practical understanding of lease administration workflows: critical date management, rent escalations, lease modifications, terminations, and portfolio-level reporting
* Knowledge of EMEA regulatory requirements and how lease accounting standards apply across multiple jurisdictions, including the UK (FRS 102 / FRED 82), continental Europe (IFRS 16), and public sector (GASB 87/96 for US-parented multinationals)
* Familiarity with financial data governance, audit requirements, segregation of duties, and internal controls as they apply to lease accounting
Technical Skills
* Strong understanding of financial systems architecture and data flows, including ERP integration patterns (bidirectional sync, flat file, API)
* Experience with ERP platforms - SAP, Oracle, Microsoft Dynamics, NetSuite, or Workday - and their lease accounting limitations and integration requirements
* Knowledge of lease portfolio management platforms and financial data integration; experience with platforms such as LeaseAccelerator, Visual Lease, Nakisa, MRI ProLease, Accruent LX Contracts, or similar is a significant advantage
* Understanding of AI-powered lease abstraction and OCR capabilities - including use cases, data validation requirements, and typical buyer questions
* Advanced Excel capability for lease calculation validation and prospect data modelling
Business Acumen
* Ability to speak the language of CFOs, Controllers, Chief Accounting Officers, and Finance Directors - connecting lease software capabilities to balance sheet impact, audit readiness, and finance transformation objectives
* Experience articulating ROI and business value for compliance and finance automation initiatives, including labour efficiency, error reduction, and risk mitigation framing
* Understanding of lease accounting and finance business processes including month-end close, lease modifications, portfolio reporting, and treasury/cash flow forecasting
* Knowledge of EMEA procurement dynamics and how enterprise software buying decisions are made across different regional market contexts
Experience
* Experience in lease accounting, financial systems, lease software pre-sales, or lease accounting consulting / implementation roles
* Proven track record supporting or owning enterprise B2B software sales cycles - quota-carrying experience preferred
* Background in consulting, implementation, pre-sales, or product management for financial or lease accounting solutions strongly preferred
* Experience engaging with Big Four implementation partners and lease accounting advisory firms in a sales, project, or advisory context
* Bachelor's degree in Accounting, Finance, Business Administration, or equivalent experience; professional accounting qualification (ACA, ACCA, CPA, CMA) is an advantage
Preferred Qualifications
* Working knowledge of FRS 102 (UK GAAP) lease accounting, including forthcoming FRED 82 amendments - a meaningful differentiator in the UK market given insightsoftware's 2026 compliance roadmap
* Exposure to lessor accounting, Equipment-as-a-Service (EaaS) leasing models, or dual-side (lessee and lessor) lease accounting platforms
* Experience with AI-powered lease abstraction tools and the ability to position automation benefits in enterprise procurement conversations
* Professional accounting qualification (ACA, ACCA, CPA, or CMA) or active pursuit of qualification
* Additional European language skills (German, French, Dutch, or Nordic languages) a significant advantage for EMEA coverage
Role-Based Competencies
* Consultative discovery skills - ability to quickly understand complex lease portfolio environments and map prospect pain points to solution capabilities
* Outstanding presentation and communication skills in English; ability to adapt register for technical, financial, and executive audiences across diverse EMEA cultures
* Competitive intelligence awareness - able to confidently position insightsoftware against named competitors with factual, specific differentiation
* Strong ability to build credibility and trust with sophisticated finance buyers through domain depth and authentic engagement
* Self-motivated with the ability to manage an independent quota-carrying overlay territory across multiple AE and AM relationships simultaneously
* Collaborative, team-first mindset with a track record of successful cross-functional partnership in sales, CS, and partner channels
* Intellectual curiosity and growth mindset - enthusiasm for an evolving product roadmap including AI-powered lease automation and agentic administration workflows
* Comfortable with up to 30% travel across the EMEA region for customer meetings, partner events, and team activities
Compensation
The salary range in United Kingdom for this position is £83,000.00 to £104,000.00 GBP Annual.
Your specific offer within this range will be determined by your skills, experience, and qualifications. For non-sales roles, you may be eligible for a bonus. For sales roles, this range includes a commission target.
We are committed to pay transparency and fair compensation practices. If you have questions about our compensation approach, please don't hesitate to ask during the interview process.
Additional Information
All your information will be kept confidential according to EEO guidelines.
Background checks are required for employment with insightsoftware, where permitted by country, state/province.
Equal Employment Opportunity Statement
At insightsoftware, we are committed to equal employment opportunity regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, veteran status, or other class protected by applicable law. We are proud to be an equal opportunity workplace.
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