SmartSearch's distinctive Anti-Money Laundering verification software protects our clients by offering the most advanced and comprehensive features available from an AML provider.
SmartSearch has grown rapidly by fostering an incredibly collaborative and supportive culture. As we continue our ambitious growth plans, we will strive to remain a truly exciting, rewarding, and unique place to work.
HOW WILL YOU MAKE A DIFFERENCE?
The Key Accounts & Mid-Market Sales Manager will lead and develop a team of experienced Account Executives and Associates. They will own the full Key Accounts (KA) and Mid-Market revenue target, driving the team to consistently over-perform across all KPIs.
This role is highly strategic, requiring strong leadership, sophisticated coaching capabilities, and deep expertise in complex sales cycles.
VARIED DAY TO DAY RESPONSIBILITIES
Strategic Sales Leadership & Revenue Ownership
* Own the Key Accounts & Mid-Market revenue target end-to-end, ensuring consistent achievement and over-delivery.
* Develop clear sales strategies that optimise performance across pipeline creation, deal velocity, and forecast accuracy.
* Drive excellence in territory planning, account prioritisation, and opportunity qualification.
* Analyse performance data to identify trends, gaps, and opportunities for accelerated growth.
Advanced Coaching & Team Development
* Provide high-level coaching to experienced sellers on complex discovery, multi-stakeholder management, commercial strategy, and enterprise-grade negotiations.
* Join strategic discovery, advanced negotiation, and executive-level customer calls to strengthen deal quality and elevate team performance.
* Lead structured deal coaching sessions and account planning workshops, building deep commercial acumen and strategic thinking across the team.
* Create development plans tailored to upskill and challenge a seasoned sales team.
Deal Strategy & Execution
* Act as a strategic partner on high-value opportunities, influencing deal roadmap, account strategy, and commercial structures.
* Ensure consistent adoption of sales methodologies and governance approaches across the full sales cycle.
* Guide the team in managing complex buying committees, competitive cycles, and risk mitigation.
Cross-Functional Collaboration
* Work closely with Revenue Operations to optimise forecasting, pipeline analysis, sales tooling, and process efficiency.
* Partner with Marketing to support ABM initiatives, segment-specific campaigns, and demand-generation strategies for key accounts.
* Collaborate with the Partnerships team to strengthen channel-led opportunities and expand footprint within strategic accounts.
* Provide customer and market insights to Product and GTM leadership to shape segment strategy.
Operational Excellence
* Ensure CRM accuracy, rigorous pipeline management, and consistent utilisation of sales processes and tools.
* Identify opportunities to streamline workflows, enhance enablement, and improve the selling experience.
* Foster a culture of accountability, strategic discipline, and continuous improvement.
WHAT ARE WE LOOKING FOR IN A CANDIDATE?
* Proven experience coaching in and/or selling AML, KYC, Compliance, Risk or RegTech SaaS solutions, with a deep understanding of regulatory buyers, use cases, and complex compliance-driven sales cycles.
* Demonstrated success owning and delivering Key Accounts and Mid-Market revenue targets end-to-end, including forecasting accuracy and consistent over-performance.
* Strong background in strategic sales leadership, with the ability to design and execute account and territory strategies that improve pipeline quality, deal velocity, and win rates.
* Extensive experience coaching and developing experienced, senior sellers, particularly on complex discovery, multi-stakeholder engagement, and enterprise-level negotiation.
* Proven ability to act as a strategic deal partner on high-value opportunities, shaping account strategy, commercial structures, and deal roadmaps.
* Highly analytical and data-driven, with confidence using CRM, pipeline analytics, and performance metrics to identify trends, gaps, and growth opportunities.
* Strong cross-functional leadership experience, collaborating effectively with Revenue Operations, Marketing, Partnerships, and Product to drive aligned GTM execution.
* Track record of driving operational excellence and sales discipline, including CRM hygiene, sales methodology adoption, and continuous process improvement.
WHAT IS LIFE LIKE AT SMARTSEARCH?
* We are a multi-award winning Tech company with an aspirational mentality
* Some of our most recent recognitions include: named in the renowned RegTech100 list for 2024, listed in the Top 100 Fasted Growing Tech Companies by Northern Tech Awards 2024 as well as being named Technology Provider of the Year by Corporate Finance Awards 2024
* We have been Great Place To Work Certified since 2022
* There are excellent progression opportunities due to our growth and you will have personal development goals, regular feedback and support
* We are a diverse and inclusive team committed to promoting Diversity & Inclusion and Social Responsibility. Through our DE&I group, charitable initiatives and support for local schools, we actively foster a positive Impact on our community
COMPANY BENEFITS
Our comprehensive benefit package includes:
* 25 days holiday rising to 30 with each year of service
* Private Medical Insurance covering dental and optical
* Company pension scheme
* Life Assurance - 4x your annual salary
* 1 day paid volunteering per year
* Enhanced maternity / paternity offerings
* Employee Assistance Programme
* Cycle to work scheme
* On site gym