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About the Role
The Strategic Account Manager is responsible for retaining and growing subscription revenue across Insurance Insider's most valuable client portfolio. 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.
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.
- 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 the voice of the customer internally — feeding insight back to Editorial, Product, and Marketing to shape offerings.
Requirements
- 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).
- Experience in insurance, reinsurance, or financial services.
- Familiarity with Salesforce and usage/consumption data analytics.
- Experience mentoring peers within a sales team.
Skills
- Commercial Acumen
- Problem-Solving
- Stakeholder Management
- Collaboration & Team Impact
- Consultative Selling
- Adaptability
Location
- London
Work Type
- Hybrid working
- 3 days remote
Salary/Compensations
- Competitive base salary plus performance-based commission.
Benefits
- 25 days' holiday plus bank holidays
- Pension scheme
- Private healthcare
- Career development through the Growth Blueprint competency framework.
About the Company
- Insurance Insider is the leading provider of insights and analysis for the world's top insurers, distributors, service providers, and investors.
- Since 1996, we've been helping clients uncover new business opportunities and protect against risks through our exclusive news, deep analysis and actionable insights on the insurance market.
- Our coverage extends across the London market, global (re)insurance market, insurance-linked securities market and US property and casualty market.
Equal Opportunity
- 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.