About the Role
Our client is seeking an Account Executive to drive growth within an existing portfolio of customer accounts across the property management and real estate sector. This is a consultative, revenue-generating role focused on expanding customer relationships, identifying new commercial opportunities, and increasing product adoption across assigned accounts.
The successful candidate will act as the primary commercial contact for their portfolio, partnering closely with Customer Success and other internal stakeholders to deliver value, strengthen client relationships, and achieve expansion revenue targets. This role combines strategic account planning with hands-on customer engagement and is well suited to someone who enjoys building relationships, uncovering opportunities, and managing complex sales cycles within existing accounts.
Key Responsibilities
Revenue Growth & Account Expansion
- Manage and grow a portfolio of existing customer accounts, with responsibility for expansion revenue and account development.
- Identify, qualify, and close upsell, cross-sell, and expansion opportunities within assigned accounts.
- Develop and execute strategic account plans designed to increase customer adoption, retention, and revenue growth.
- Build relationships with key decision-makers and stakeholders across customer organisations to uncover business needs and future opportunities.
- Deliver compelling presentations, business reviews, and commercial proposals that demonstrate value and support expansion initiatives.
- Maintain an accurate sales pipeline and forecast, ensuring all opportunities and account activities are tracked within CRM systems.
Customer Engagement & Relationship Management
- Act as a trusted advisor to customers, developing a deep understanding of their business objectives and operational challenges.
- Conduct regular customer meetings, site visits, and account reviews to strengthen relationships and identify growth opportunities.
- Support customer education and adoption initiatives by sharing best practices, product updates, and industry insights.
- Re-engage dormant or underutilised accounts through targeted outreach and strategic account planning.
- Gather customer feedback and market intelligence to support product development and go-to-market initiatives.
Cross-Functional Collaboration
- Partner closely with Customer Success teams to ensure a seamless customer experience and maximise long-term account value.
- Collaborate with internal teams to support customer onboarding, implementation, renewals, and expansion opportunities.
- Share customer insights and commercial opportunities with leadership and key stakeholders.
- Contribute to territory planning, account strategy discussions, and broader revenue growth initiatives.
Reporting & Performance
- Consistently achieve or exceed quota, expansion revenue targets, and key performance metrics.
- Maintain accurate records of customer interactions, opportunities, and account plans within CRM platforms.
- Provide regular pipeline updates, forecasts, and account performance reports.
- Monitor account health and proactively address risks that could impact customer retention or growth.
Requirements
Essential
- 3+ years of experience in Account Executive, Business Development, Account Management, or other quota-carrying sales roles.
- Proven track record of exceeding sales targets and driving revenue growth within a B2B environment.
- Experience managing and expanding existing customer accounts through upselling, cross-selling, and strategic account development.
- Strong consultative selling skills and the ability to navigate multiple stakeholders within complex organisations.
- Excellent communication, presentation, negotiation, and relationship-building abilities.
- Highly organised with strong pipeline management and forecasting capabilities.
- Proficiency with CRM platforms and sales engagement tools.
- Willingness to travel within an assigned territory to meet customers and support business growth.
Preferred
- Experience selling into property management, real estate, housing, facilities management, or related industries.
- SaaS, technology, or subscription-based sales experience.
- Experience working alongside Customer Success, Operations, and Implementation teams.
- Background in territory-based or field sales roles with regular face-to-face customer engagement.
Key Competencies
- Commercially driven with a strong focus on revenue growth and customer value.
- Skilled at building trusted relationships with senior stakeholders and decision-makers.
- Proactive and resourceful in identifying and converting new opportunities.
- Collaborative, team-oriented, and able to work effectively across functions.
- Strong business acumen with the ability to understand customer challenges and align solutions accordingly.
- Self-motivated, accountable, and comfortable operating autonomously in a fast-paced environment.
