Xperience helps SMEs unlock the full potential of their business using Digital Solutions, built with Xperience. Our industry experts get to know our client’s business inside and out, exploring processes, pain points and people, to build tailored technology across Cloud & IT Services, Cyber Security, CRM, and ERP. With solutions designed around client operations, we provide the freedom to be more productive and focus on what is important for your business – without getting side tracked by the admin. At Xperience, we create digital solutions with the power to improve and protect your business, both now and in the future. Our people are what make us different. They are the primary reason our clients recommend us. Their unique skills and infectious energy help our clients focus on what matters most. Our people actively engage with clients using a collaborative style that prioritises teamwork and trust. As a rapidly growing business, we look for people who share our values (of integrity, collaboration, ambition and success) to come on our growth journey with us, and create an amazing career BuiltwithXperience About the Role The Account Director is a senior commercial role with dual responsibility for: Leading and growing our largest strategic client accounts, and Achieving defined new business revenue targets through proactive acquisition of new customers. Working closely with the Regional Business Development Director and the wider Commercial team, you will be accountable for delivering profitable growth, strong client retention and new logo acquisition across our core solution pillars (Managed IT, Cyber, Cloud, Data & AI, and also introduce our specialist teams within CRM and ERP). This role combines strategic account leadership, consultative selling, and hands-on new business development. You will act as a trusted advisor to existing clients while also driving pipeline creation, closing new opportunities and expanding our footprint within target markets and verticals. You will also act as an escalation point for key clients. What you’ll be getting up to on a day-to-day basis: Strategic Account Leadership & Retention Lead the account management strategy for our largest and most strategic clients. Develop and execute robust Account Plans to drive retention, cross-sell and up-sell opportunities. Act as the senior escalation point for client issues, proactively managing risk and service improvement. Chair and attend Quarterly Business Reviews (QBRs), ensuring alignment with client objectives and value realisation. Ensure all client contracts deliver maximum profitability, managing renewals, WIP and commercial performance. Achieve net-zero customer attrition across managed accounts. New Business Generation & Growth Proactively target and acquire new customers within defined regions or vertical markets, aligned to our GTM strategy. Build and manage a rolling 90-day outbound prospecting plan using phone, email, LinkedIn, events and partner referrals. Qualify and manage all inbound enquiries, ensuring rapid follow-up and progression through the sales process. Build referral partnerships with regional networks, professional services firms and industry groups. Consistently achieve monthly and annual new business revenue targets. Pipeline Management & Sales Execution Own the end-to-end sales process from initial engagement through to deal close. Run high-quality discovery conversations focused on business outcomes and operational challenges. Collaborate with presales, solution architects and delivery teams to design compelling, outcome-led solutions. Prepare proposals, quotations, commercial models and SOW inputs. Navigate complex, multi-stakeholder decision-making and procurement processes. Maintain accurate pipeline, forecasting and activity tracking in ConnectWise and Dynamics365. Cross-Functional Collaboration Ensure full and compliant use of ConnectWise to support account strategies, pre-sales engagement and forecasting. Work closely with Delivery teams to ensure smooth handover from sale to implementation. Partner with Marketing to support campaigns, content creation, lead generation and event follow-ups. Share market insights, competitor intelligence and best practices across the Commercial team. Support peer learning, coaching and collaboration across departments and locations. Leadership & Professional Standards Establish and monitor account KPIs, client risk indicators and growth opportunities. Demonstrate company values and behaviours in all client and internal interactions. Take ownership of personal development, maintaining strong product and market knowledge through continuous learning. Key Deliverables Achievement of new business revenue targets Growth and profitability of strategic accounts Cross-sell and up-sell revenue generation High client satisfaction and retention Accurate forecasting and CRM discipline Person Specification Essential Criteria: Minimum 5 years’ experience in account management and/or new business sales within technology, IT services, SaaS or managed services. Proven track record of winning new business, growing accounts and exceeding revenue targets. Strong consultative selling skills with the ability to articulate business value at both strategic and technical levels. Confident engaging and influencing senior stakeholders, including MDs, FDs, CIOs and Heads of IT. Highly organised, self-motivated and disciplined in prospecting, follow-up and pipeline management. Proficient in Microsoft Word and Excel. Valid Right to Work in the UK (no visa sponsorship available). Desirable Criteria: Experience selling Cloud, Managed IT, Cyber Security, Data & AI, CRM or ERP solutions. Familiarity with ConnectWise, D365 or similar CRM platforms. Experience working within SME or mid-market environments. Knowledge of vertical markets such as construction, manufacturing, professional services or Not-For-Profit. Competencies required for role: Building Relationships & Influencing Builds trust-based relationships and promotes organisational values internally and externally. Teamwork & Collaboration Works effectively across departments, removing barriers and encouraging shared ownership of outcomes. Client & Commercial Focus Anticipates client and market trends, identifying opportunities to differentiate and grow. Results Focused & Problem Solving Demonstrates accountability for results, ensuring the right resources and actions are in place to deliver success. Benefits Package: *subject to specific contract terms Private Medical Insurance on completion of probationary period for you, with option to add spouse and children and reduced cost* Salary Sacrifice Pension Scheme, 5% ER, 3% EE contributions Death in Service Benefit x 3 time base salary from commencement of employment Generous 30 Day Annual Holiday Entitlement (Jan-Dec) 8 Public Holidays Additional Guaranteed Birthday Leave- 1 Day Volunteering Day per year to support an Xperience chosen charity, or a charity of your choice Enhanced Sick Pay on completion of probationary period Bereavement Leave Policy Enhanced Parental Leave Policy Wellbeing Benefits (Mental Health Support, Flu Vaccinations etc) Long Service Awards commencing from 1 years’ service Monthly/ Annual Recognition Awards 36.25 hours working week Hybrid Working* Salary Sacrifice Cycle to Work Scheme* Employee Referral Bonus of £1500 per hire Discounted IT Purchase Scheme Company Funded Social Events Easily accessible and free car parking* Xperience is an equal opportunities employer.