Growth Account Manager

Role 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.

Key Responsibilities

1. 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

2. 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

3. 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

4. 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

5. Performance & Reporting

• Maintain CRM hygiene and accurate pipeline tracking
• Report weekly on:
• New revenue secured
• Growth revenue
• Reactivated revenue
• Automation % of bookings
• Churn risk accounts
• Own revenue target and margin contribution

Required Experience

Candidates must demonstrate:

• 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.

On Target Earning (OTE) : £55,000 - £90,000 (through uncapped commission structure tied to revenue and margin KPIs)

Extra : Car Allowance