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About the Role
You will own a portfolio of smaller and mid-sized financial services clients, driving retention, expansion, and advocacy. Your primary goal is to grow these accounts into broader, multi-module relationships by deepening adoption and securing client references. You will report to the Head of Sales and be measured on net revenue retention (NRR).
Responsibilities
- Own named financial services client portfolios, managing renewals, expansion, and commercial relationships end-to-end.
- Execute structured renewal processes proactively to protect gross retention.
- Maintain accurate forecast and CRM data in HubSpot.
- Develop account plans that align client regulatory agendas (e.g., DORA, Consumer Duty, SM&CR) with Decision Focus's value proposition.
- Identify, qualify, and close expansion opportunities, including new modules, entities, business units, and geographies.
- Build multi-threaded relationships from practitioner to executive sponsor level.
- Lead quarterly or annual business reviews with clients.
- Collaborate with risk, compliance, and operational resilience leaders, including CROs and CCOs.
- Partner with Pre-sales, Customer Success, Product, and Partnerships teams.
- Provide structured client insights to Product and Marketing to influence proposition development.
- Develop client references, case studies, and advocates to support the new business team.
Requirements
- Proven experience in account management or B2B software sales.
- Minimum of five years of experience selling into financial services (banks, insurers, asset managers, or pension providers).
- Experience in a scaling organization, preferably in technology, SaaS, or high-growth environments.
- Demonstrated track record of meeting retention and expansion targets.
- Sufficient working knowledge of client-facing regulations to engage with Heads of Compliance or CROs.
- Intelligent, curious, and commercially sharp.
- Able to build credibility with senior stakeholders.
- Comfortable operating with autonomy in a scale-up environment and establishing processes.
- Clear, concise written and spoken English, capable of writing board-ready business cases.
- High standards of ownership and follow-through.
Skills
- Account Management
- B2B Software Sales
- Financial Services Sales
- CRM (HubSpot)
- Account Planning
- Regulatory Knowledge (DORA, Consumer Duty, SM&CR)
- Sales Expansion
- Relationship Building
- Business Development
- Client Advocacy
- Product Feedback
- Marketing Collaboration
- Communication (Written and Spoken English)
Location
- London, UK
Work Type
- Hybrid
Experience Level
- 5+ years
Salary/Compensations
- Competitive market salary
Benefits
- 30 days of annual leave
- 8% employer pension contribution
About the Company
- Decision Focus is a European-owned GRC SaaS company serving regulated financial services firms in the UK, Nordics, and US.
- The company is bootstrapped, profitable, and commercially disciplined.
- It operates as a lean team, offering independence, direct access to senior leadership and clients.
- The company is transitioning towards more repeatable and product-led growth and seeks individuals to help shape this shift.
- This position offers high visibility, autonomy, and the opportunity to influence account management practices during scaling.