Account Manager

About the role

Alongside our partner-held accounts, we still have a number of direct customers, and over time they will move across to the partner model too. Looking after all of them, direct and partner-held, is what this role is about. Some of our customers have been with us for well over a decade, and we have never invested in a team that is close enough to the account to notice expansion opportunities or churn signals.

Two things make this a challenging role. The first is the partner model. Partners own the day-to-day relationship with most of our customers, which is right for the business, but it leaves us one step removed from what is going on inside an account. You will need to build relationships with customers through and alongside partners, without undermining them, and still know enough to spot both trouble and opportunities as early as possible.

The second is scale. Our customers are large oil and gas operators with procurement teams, legal teams, IT strategies and internal politics of their own. We are a small organisation. You may be dealing with several large enterprise teams per account, with little of the process or support that an account manager at a big software company would take for granted. You will have the autonomy to build this yourself.

So, this is a job for a self-starter. You’ll get guidance, context and backing, reporting to the CEO initially and to the VP Business Development once in post, with direct access to the leadership team. You’ll be expected to take a problem, ask the right questions, and work out how to approach it. There is no playbook for this role yet. If the idea of writing that playbook excites you, then this job is probably for you.

Retention comes first, and expansion is a close second. If you have run enterprise renewals with procurement teams and know how to get results through partners rather than around them, you will see the impact of your work here quickly.

Your responsibilities

• Own retention across the customer base. You’ll carry gross retention, net retention and renewal rate across every EnergySys customer, direct and partner-held. Your job is to keep the base healthy and growing, with commission/bonus tied to renewals and expansion.
• Run direct renewals end to end. For our direct customers you own the whole renewal: the relationship, the negotiation, the pricing and the terms, including moving customers onto our new agreements. You’ll be working with procurement and legal teams at large enterprises, keeping the process moving over months, and bringing Finance in when you need them.
• Support partners on the accounts they hold. Where a partner owns the customer, you’re behind them: tracking renewal dates, understanding account health, and making sure the partner has what they need from EnergySys to keep the customer happy.
• See churn coming and head it off. You’ll own identifying at-risk accounts and leading the plan to keep them. Our product is sticky and our retention is strong, but you need to get ahead of the build vs buy conversations happening within customers’ IT teams. You’ll know every account well enough to spot the early signs and act long before it reaches a renewal conversation.
• Find expansion and route it to partners. You’ll look for where customers can grow with us (new assets, new use cases, new regions) and where the wider market has openings for the applications our partners build. You’ll be working with the Partner Manager to get our partners knocking on the right doors at the right time.
• Open doors for Marketing. Marketing owns references and case studies, but you’ll have the relationships. You’ll line up the right customer contact at the right moment and make the ask easy to say yes to.
• Keep Salesforce the single source of truth. Every renewal date, every risk and every account plan lives in Salesforce, and you’ll keep it current so leadership and the board see an accurate picture of the base without chasing.
• Stay close to support, without owning it. Support sits with our partners and our platform team. You’ll be kept informed so nothing catches you out in a customer conversation, but you’re not the escalation path.

What success looks like in year one

In the first 90 days:

• You know the platform and our core use cases well enough to hold a credible conversation with a customer about how they use it. We’ll teach you; you need to be a quick study.
• You’ve met every customer and every partner, and you know who the decision makers and the day-to-day contacts are on each account.
• You’ve reviewed every contract and know every renewal date, every notice period and where the risk sits.

By the end of year one:

• Every renewal outcome is visible months in advance, and nothing lands on the VP Finance’s desk at the last minute.
• Every renewal and every risk is tracked in Salesforce, with an account health view that leadership and the board trust.
• Account plans are in place for our top accounts, agreed with the relevant partner where there is one.
• Direct customers are moving onto our new agreements, and there is a clear plan for the ones that aren’t there yet.

What would make you a good fit

• You have run renewals with large enterprise procurement and legal teams: multi-year agreements, pricing conversations, changes to terms, and the patience to see them through. This is the one thing we won’t compromise on.
• You’re a self-starter who takes ownership and isn’t afraid of change.
• You have high expectations of yourself and others. You raise the bar for those around you, rather than simply meeting it.
• You have account management experience at an SME or high-growth company, selling enterprise SaaS or PaaS, with a record of keeping retention high across a book of large accounts.
• Ideally, you have worked in a partner-led model, where the partner holds the customer relationship and you get results by supporting them rather than going around them. Not essential, but it will make your first year a lot easier.
• Oil and gas experience is useful but not required. We’ll teach you the platform and the domain. What we can’t teach is the judgement and instinct this job needs.
• You’ve worked in a PE-backed business and understand that retention is the number the board looks at first.
• You’re comfortable working with customers and partners across several time zones. Our customers are spread across the UK, Australia, New Zealand and the US, so some calls will fall outside UK hours.

What work at EnergySys?

• Uniquely positioned to displace legacy incumbents
• A chance to get in at the start of a GTM motion
• Well-funded, PE-backed business looking to scale
• Real ownership and accountability
• Fully remote, with flexible working
• Unlimited holiday
• Private medical insurance (AXA Health)
• Pension match up to 8% of salary
• Life assurance and income protection
• Global travel insurance
• Enhanced parental leave
• EV salary sacrifice scheme (Octopus)

Our interview process

• Initial conversation with the CEO
• Second stage with two leadership team members
• Meeting with our Partner Manager
• A short presentation on something you’re passionate about (any topic, not necessarily work-related)