Job Purpose
The Account Executive is responsible for managing and expanding a portfolio of strategic clients at Jolera. Working independently and with a long-term vision, this role leads complex consultative sales cycles, develops structured account plans and contributes directly to the company’s ARR/MRR growth within a B2B technology and managed services context
Key Responsibilities
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Take ownership of a portfolio of strategic clients, with a focus on retention and growth
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Define and execute structured account plans geared towards revenue growth
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Identify and develop opportunities for upsell, cross-sell and expansion within the portfolio
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Lead consultative sales cycles involving multiple stakeholders, including C-level executives
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Ensure alignment between the client, pre-sales and delivery teams for frictionless execution
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Manage the pipeline rigorously and predictably, with regular reporting to leadership
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Actively contribute to the team’s ARR/MRR targets and retention rates
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Represent Jolera at high-value meetings, events and negotiations
People Management
- This role does not involve direct people management, though it may coordinate pre-sales resources in the context of proposals.
Financial Responsibility
- Responsible for meeting individual revenue targets (ARR/MRR). Direct involvement in managing commercial proposals and contract negotiations with strategic clients.
Key Performance Indicators (KPIs):
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Sales target achievement (%)
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Portfolio retention and growth rate (Net Revenue Retention)
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Volume and quality of the managed pipeline
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Number of converted upsell/cross-sell opportunities
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Customer satisfaction (CSAT / NPS)
Required Qualifications
Education & Certifications
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Degree in Management, Engineering, Technology or a related field
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Certifications in technology areas (cloud, cybersecurity, infrastructure) are an advantage
Experience
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5+ years’ experience in B2B sales roles, preferably in IT or technology
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Proven track record of meeting and exceeding sales targets
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Experience in managing strategic accounts and complex sales cycles
Skills & Competencies
Technical Skills
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Knowledge of Managed Services, Cloud, Cybersecurity or Infrastructure (preferred)
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Familiarity with recurring revenue models (MRR/ARR)
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Ability to navigate enterprise organisations and multi-stakeholder environments
Soft Skills
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Strong negotiation and influencing skills
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Strategic thinking combined with disciplined execution
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Autonomy, accountability and a results-oriented approach
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Clear and assertive executive communication
Tools/Software
Career Path/Progression
- This role offers the opportunity to progress to Sales Manager. Lateral moves are possible into Business Development or Partner Sales
Work Environment & Conditions