Job Purpose:
The Account Executive is responsible for managing and expanding a portfolio of strategic clients at Jolera. Working independently and with a long-term vision, this role leads complex consultative sales cycles, develops structured account plans and contributes directly to the company’s ARR/MRR growth within a B2B technology and managed services context
Key Responsibilities:
• Take ownership of a portfolio of strategic clients, with a focus on retention and growth
• Define and execute structured account plans geared towards revenue growth
• Identify and develop opportunities for upsell, cross-sell and expansion within the portfolio
• Lead consultative sales cycles involving multiple stakeholders, including C-level executives
• Ensure alignment between the client, pre-sales and delivery teams for frictionless execution
• Manage the pipeline rigorously and predictably, with regular reporting to leadership
• Actively contribute to the team’s ARR/MRR targets and retention rates
• Represent Jolera at high-value meetings, events and negotiations
People Management:
• This role does not involve direct people management, though it may coordinate pre-sales resources in the context of proposals.
Financial Responsibility:
• Responsible for meeting individual revenue targets (ARR/MRR). Direct involvement in managing commercial proposals and contract negotiations with strategic clients.
Key Performance Indicators (KPIs):
• Sales target achievement (%)
• Portfolio retention and growth rate (Net Revenue Retention)
• Volume and quality of the managed pipeline
• Number of converted upsell/cross-sell opportunities
• Customer satisfaction (CSAT / NPS)
Required Qualifications:
Education & Certifications:
• Degree in Management, Engineering, Technology or a related field
• Certifications in technology areas (cloud, cybersecurity, infrastructure) are an advantage
Experience:
• 5+ years’ experience in B2B sales roles, preferably in IT or technology
• Proven track record of meeting and exceeding sales targets
• Experience in managing strategic accounts and complex sales cycles
Skills & Competencies:
Technical Skills:
• Knowledge of Managed Services, Cloud, Cybersecurity or Infrastructure (preferred)
• Familiarity with recurring revenue models (MRR/ARR)
• Ability to navigate enterprise organisations and multi-stakeholder environments
Soft Skills:
• Strong negotiation and influencing skills
• Strategic thinking combined with disciplined execution
• Autonomy, accountability and a results-oriented approach
• Clear and assertive executive communication
Tools/Software:
• CRM (Salesforce or equivalent)
• Microsoft 365
• Pipeline management and forecasting tools
Career Path/Progression:
• This role offers the opportunity to progress to Sales Manager. Lateral moves are possible into Business Development or Partner Sales
Work Environment & Conditions:
• Model: Hybrid
• Hours: Monday to Friday, with flexibility for client meetings
• Travel: As required by the client