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About the Role

Manage and grow a portfolio of existing clients within the Data Solutions & Reconciliation team, focusing on contract renewals and identifying upsell opportunities to maximize revenue retention and growth.

Responsibilities

• Manage the full renewal lifecycle for an assigned portfolio of accounts.
• Proactively engage clients ahead of contract expiry to negotiate and close renewals.
• Develop tailored renewal strategies.
• Maintain accurate pipeline forecasting and renewal tracking within the CRM system.
• Identify and act on upsell opportunities triggered by client volume breaches, usage cap overruns, and evolving data processing needs.
• Collaborate with customer success and technical teams to present commercial solutions for clients exceeding contracted thresholds.
• Position additional modules, capacity increases, and enhanced service tiers in a consultative manner.
• Build compelling business cases and ROI analyses to support upsell conversations.
• Serve as the primary commercial point of contact for clients, building trust-based relationships.
• Conduct regular business reviews to understand client needs and identify risk or growth signals.
• Collaborate with internal stakeholders to advocate for client needs and resolve escalations.
• Maintain up-to-date account plans, stakeholder maps, and opportunity records within CRM.
• Develop a thorough understanding of Gresham's Data Solutions & Reconciliation product portfolio and the competitive landscape.
• Stay informed of regulatory and operational trends in financial services data management.
• Provide market and client feedback to product and commercial teams.

Requirements

• Proven experience in account management or a similar commercial role within a B2B SaaS or financial technology environment.
• Demonstrable track record of managing contract renewals and consistently meeting or exceeding revenue retention targets.
• Experience identifying and closing upsell opportunities within an existing customer base.
• Strong understanding of subscription-based commercial models, including usage-based pricing, volume tiers, and overage mechanisms.
• Excellent relationship management and communication skills, with the ability to engage credibly at all levels including C-suite.
• Highly organized with strong commercial acumen and the ability to manage a pipeline of concurrent opportunities.
• Proficiency in CRM platforms (e.g. Salesforce) and comfort working with data to track account health and usage metrics.
• Background in financial services, capital markets, or fintech, with familiarity with data reconciliation, reference data, or post-trade operations.
• Understanding of data management concepts such as data quality, data lineage, or regulatory reporting.
• Experience working with complex, multi-stakeholder enterprise accounts.
• Exposure to usage-triggered commercial conversations, such as volume breach notifications or capacity planning.

Skills

• Account Management
• Commercial Acumen
• Client Relationship Management
• SaaS Sales
• Financial Technology
• Contract Negotiation
• Upselling
• Revenue Growth
• CRM Platforms (Salesforce)
• Data Analysis
• Communication Skills
• Business Case Development
• Financial Services
• Data Management

About the Company

• Gresham is committed to building a diverse and inclusive workforce that reflects the communities we serve.
• We actively encourage applications from individuals of all backgrounds.
• We are dedicated to providing a workplace where everyone feels valued, respected and supported.
• We make employment decisions based on merit, skills and potential, and do not discriminate based on any protected characteristic.
• We are also committed to making reasonable adjustments throughout the recruitment process and employment lifecycle.

Equal Opportunity

• We are committed to building a diverse and inclusive workforce that reflects the communities we serve.
• We actively encourage applications from individuals of all backgrounds and are dedicated to providing a workplace where everyone feels valued, respected and supported.
• We make employment decisions based on merit, skills and potential, and do not discriminate based on any protected characteristic.
• We are also committed to making reasonable adjustments throughout the recruitment process and employment lifecycle.