About this role
Role Purpose:
The Strategic Account Manager is responsible for retaining and growing subscription revenue across Insurance Insider's most valuable client portfolio. Reporting to the Head of Account Management, you will act as a trusted partner to senior stakeholders within key accounts — protecting recurring revenues, driving engagement, and identifying expansion opportunities across our suite of market intelligence products.
Reporting Line & Team:
Reports to the Head of Account Management within the Subscriptions Sales team. Works closely with Editorial, Product, and Marketing functions. No direct reports.
Key Responsibilities:
• Own the full renewal lifecycle across an assigned book of business, maintaining a 90-day pipeline and ensuring no contract reaches renewal without a clear plan.
• Build multi-threaded stakeholder relationships across key accounts, mapping decision-makers, budget owners, and day-to-day champions.
• Identify and execute expansion opportunities — additional licences, cross-sell into new product lines, and upsell into higher-tier subscriptions.
• Run structured discovery conversations to uncover evolving client needs and tailor value propositions by persona (C-suite to end user).
• Lead renewal and expansion negotiations, anchoring on value and holding price under pressure while preserving the client relationship.
• Maintain accurate 30/60/90-day commercial forecasts and CRM records; provide regular pipeline and account health updates to the management team.
• Develop and deliver onboarding and engagement plans for new stakeholders within key accounts.
• Act as voice of the customer internally — feeding insight back to Editorial, Product, and Marketing to shape offerings.
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Key Performance Indicators:
Net Revenue Retention (NRR)
Logo retention rate
Expansion revenue generated
Forecast accuracy
CRM data quality & pipeline hygiene
Detailed account planning
In-person Client meetings
Key stakeholder relationship
Customer satisfaction / NPS
Required Skills & Experience:
Essential
• Proven track record in B2B account management, client success, or subscription sales (professional services, media, or SaaS preferred).
• Experience managing a multi-million pound book with demonstrable renewal and expansion results.
• Commercially driven; skilled in value-based negotiation with C-suite and Director-level stakeholders.
• Excellent written and verbal communication to a senior executive standard.
• Structured and organised with strong CRM discipline; familiarity with a sales methodology (e.g. Challenger, MEDDIC).
Desirable
• Experience in insurance, reinsurance, or financial services.
• Familiarity with Salesforce and usage/consumption data analytics.
• Experience mentoring peers within a sales team.
Competencies & Behaviours:
Commercial Acumen
Stakeholder
Management
Consultative Selling
Problem-Solving
Collaboration & Team Impact
Adaptability
What We Offer:
• Competitive base salary plus performance-based commission.
• Hybrid working: 3 days in our central London office
• 25 days' holiday plus bank holidays; pension scheme; private healthcare.
• Career development through the Growth Blueprint competency framework.
Equal Opportunities:
Insurance Insider is committed to building a diverse, equitable, and inclusive workplace. We welcome applications from all backgrounds and are committed to making reasonable adjustments throughout our hiring process. If you require any accommodations, please let us know. £60,000 OTE + uncapped