Overview
We are seeking a commercially driven Account Executive to grow revenue across new, existing and lapsed customers. This is not a passive relationship role. You will be responsible for:
* Winning new platform customers
* Growing spend from active customers
* Reactivating dormant accounts
* Increasing automated / self-serve booking behaviour
* Driving contract adoption and recurring revenue
You will sell a tech-enabled logistics platform where customers book jobs directly via portal or API. Success is measured by revenue growth, automation rates and customer retention.
Responsibilities
* New Business Development
* Identify and target ideal customer profiles (SMEs to mid-market)
* Conduct discovery calls to understand volume, service needs, frequency and margin potential
* Demonstrate platform capability and onboarding process
* Close new accounts and convert to contracted or committed revenue where appropriate
* Build a healthy forward pipeline with accurate forecasting
* Account Growth (Active Customers)
* Review monthly trading performance
* Identify under-utilisation, additional volume, new services (e.g. same day, 2-man, long distance)
* Drive migration from ad hoc bookings to structured, repeat platform usage
* Upsell into higher-margin services
* Move customers toward contractual commitment or rebate-based models
* Reactivation of Lapsed Customers
* Analyse historical accounts and identify reactivation opportunities
* Diagnose why they stopped using the platform
* Reposition the offer based on current needs
* Convert back into active trading accounts
* Platform Adoption & Automation
* Encourage customers to self-book and reduce manual intervention
* Increase portal usage and API integration where appropriate
* Reduce contact-per-order and friction points
* Work closely with operations to resolve root causes of issues
* Performance & Reporting
* Maintain CRM hygiene and accurate pipeline tracking
* Report weekly on:
o New revenue secured
o Growth revenue
o Reactivated revenue
o Automation % of bookings
o Churn risk accounts
* Own revenue target and margin contribution
Requirements
* 3-7+ years in B2B sales or account management (logistics, SaaS, marketplace or platform preferred)
* Experience selling operational or technology-enabled services
* Proven track record of hitting revenue targets
* Experience growing accounts beyond initial sale
* Experience working with CRM systems (HubSpot, Salesforce or similar)
* Commercial understanding of margin, pricing and contribution
* Confidence handling performance reviews with customers
Desirable
* Experience in same-day, courier, freight or transport sectors
* Experience selling self-serve or automated platforms
* Exposure to API or systems integration conversations
Core Competencies
* Commercial Acumen: Understands margin, pricing structures, and customer lifetime value. Thinks in revenue growth, not just activity.
* Ownership & Accountability: Takes full responsibility for revenue number and account health.
* Structured Thinking: Works from data, pipeline stages, account plans and performance metrics — not guesswork.
* Resilience: Comfortable chasing, following up, and pushing through objections. Does not accept "call me next month" without a plan.
* Customer Insight: Understands operational challenges of customers and can position platform as solution.
* Execution Bias: Acts quickly. Follows up. Moves deals forward.
* Calm Under Pressure: Handles issues without drama and focuses on resolution and retention.
Benefits
On Target Earning (OTE): £55,000 - £90,000 (through uncapped commission structure tied to revenue and margin KPIs)
Extra: Car Allowance
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