Purpose of the Role

The Enterprise Account Manager will take ownership of high-value inbound enterprise opportunities, converting them into long-term strategic contracts that drive sustainable growth. This is a senior, commercially driven role requiring credibility at executive level, strong technical understanding and exceptional presentation skills.

The role holder will elevate enterprise-level conversations, confidently present plan.com’s technology solutions, including delivering studio-based and in-person demonstrations, and lead complex negotiations with maturity and commercial sharpness. Operating calmly under pressure, they will be able to think on their feet, command a room and build credibility quickly with senior decision makers.

As a visible ambassador of the plan.com brand, the Enterprise Account Manager will protect and enhance the company’s reputation while working closely with in-house technology teams to deliver compelling, technically sound solutions. The role will also play a key part in shaping and building the foundations of a future Enterprise acquisition function, making it a high-impact position within a scaling business.

Main Duties and Responsibilities

Enterprise Lead Ownership

• Own and progress high-value inbound enterprise opportunities from qualification to close
• Analyse complex commercial and technical requirements to shape tailored solutions
• Lead senior-level negotiations to secure long-term strategic contracts

Technology & Solution Presentation

• Deliver commercially-focused demonstrations of plan.com’s portal and technology solutions
• Present confidently in-person, on-camera and in studio environments
• Translate technical capability into clear business value for enterprise stakeholders

Commercial Strategy & Growth

• Structure complex proposals and pricing models aligned with client requirements
• Protect margin while maximising contract value and long-term revenue
• Identify and secure upsell and cross-sell opportunities within enterprise accounts

Cross-Functional Collaboration

• Partner with in-house technical teams to scope and deliver bespoke solutions
• Act as the commercial lead and primary interface between clients and delivery teams
• Ensure alignment between commercial commitments and technical delivery

Enterprise Function Development

• Contribute to the design and evolution of the Enterprise acquisition function
• Support future recruitment, onboarding and mentoring as the team expands

Person Specification

Personal Qualities

• Confident, articulate and professional communicator
• Commercially driven with strong ownership mindset
• Calm under pressure with the ability to think clearly in complex situations
• Resilient and tenacious in long sales cycles
• Ambitious, motivated and collaborative
• High level of personal integrity and brand awareness

Knowledge, Skills & Attributes

Essential:

• Proven experience managing and closing complex enterprise-level sales opportunities
• Strong negotiation skills with the ability to protect margin and structure commercially sound agreements
• Ability to develop strategic account plans and long-term partnership opportunities
• Ability to scope bespoke requirements and align them with internal delivery teams
• Exceptional presentation skills across multiple formats (boardroom, on-camera, virtual)
• Confident leading high-level commercial discussions and negotiations

Desirable:

• Skilled in translating technical capability into clear commercial value
• Strong technical curiosity with the ability to understand and articulate complex systems
• Capability to contribute to the development of a new Enterprise function
• Potential to mentor and support future team members as the function grows

Desirable:

• Previous sales experience in SaaS, Technology, IT Services, or Managed Services