Senior Account Manager

Sfg20

4d•Remote

About The Position

SFG20 is the industry standard for building maintenance, providing services and technologies that help people create and sustain safer buildings. Its mission is to make buildings better through its standard, software and expertise, and its vision is to become the leading authority for built environment maintenance that protects and enhances quality of life. The Senior Account Manager owns and grows an established portfolio of customers, driving renewals, upsell and cross-sell opportunities, strengthening long-term relationships and accelerating software adoption. The role helps clients optimise building maintenance strategies using SFG20 solutions. Through a consultative approach, the Senior Account Manager navigates complex sales cycles and supports seamless migration to the latest software solutions. The position is home-based, with regular travel to SFG20’s Manchester Spinningfields office, client meetings and events. Candidates should live within reasonable commuting distance of Manchester. Candidates must demonstrate a pre-existing right to work and travel within the UK; sponsorship is not available. Offers are subject to satisfactory vetting and reference checks.

Requirements

At least 5 years of proven B2B SaaS account management experience, with measurable success against revenue growth and retention targets.
Experience managing client relationships, renewals and software adoption with mid-market or enterprise customers.
Demonstrated ability to drive high-value deals, manage complex sales cycles and navigate contract negotiations.
Excellent communication and presentation skills, including the ability to articulate the value of complex SaaS solutions.
A consultative approach to account management and a deep understanding of customer needs.
Ability to build account plans and tailor engagement to customer needs, renewal timelines and growth potential.
Experience using CRM platforms such as HubSpot or similar to track performance and drive engagement.
Strong organisation and ability to manage multiple accounts and priorities effectively.
Curiosity, innovation, eagerness to learn, a competitive mindset and a strong desire to win.
Experience forecasting pipeline, handling objections and delivering innovative solutions to client challenges.
Ability to demonstrate a pre-existing right to work and travel within the UK.

Nice To Haves

Knowledge of Facilities Management technologies or CAFM solutions.
Understanding of compliance-driven industries and regulatory requirements in building maintenance.

Responsibilities

Build and nurture strategic, long-term relationships with mid-market and enterprise clients, understand their business needs and align SFG20 solutions with their objectives.
Identify and convert upsell and cross-sell opportunities across an existing customer portfolio, working with internal teams to strengthen retention and customer lifetime value.
Proactively manage contract renewals to support continued business growth.
Tailor software solutions to client needs and position SFG20 as a strategic partner.
Deliver presentations and product demonstrations that communicate the value proposition.
Support customers moving from legacy products to Facilities-iQ and communicate the commercial and operational benefits.
Manage contract negotiations to secure renewals, maintain customer satisfaction and balance customer needs with business objectives to maximise account profitability.
Work with Software Trainers to maximise user adoption and ensure a smooth transition.
Collaborate with Customer Success, Sales (SDR/BDR and KAM), L&D, Marketing and Product Development to deliver service and shared success.
Use CRM data to prioritise accounts, maintain accurate renewal and expansion forecasts, monitor KPIs and identify opportunities for commercial growth.
Keep up to date with trends in SaaS, facilities management and building maintenance to inform and support clients.