Strategic Account Manager

Role Purpose:

The Strategic Account Manager is responsible for retaining and growing subscription revenue across Insurance Insider's most valuable client portfolio. Reporting to the Head of Account Management, you will act as a trusted partner to senior stakeholders within key accounts — protecting recurring revenues, driving engagement, and identifying expansion opportunities across our suite of market intelligence products.

Reporting Line \& Team:

Reports to the Head of Account Management within the Subscriptions Sales team. Works closely with Editorial, Product, and Marketing functions. No direct reports.

Key Responsibilities:

• Own the full renewal lifecycle across an assigned book of business, maintaining a 90\-day pipeline and ensuring no contract reaches renewal without a clear plan.


• Build multi\-threaded stakeholder relationships across key accounts, mapping decision\-makers, budget owners, and day\-to\-day champions.


• Identify and execute expansion opportunities — additional licences, cross\-sell into new product lines, and upsell into higher\-tier subscriptions.


• Run structured discovery conversations to uncover evolving client needs and tailor value propositions by persona (C\-suite to end user).


• Lead renewal and expansion negotiations, anchoring on value and holding price under pressure while preserving the client relationship.


• Maintain accurate 30/60/90\-day commercial forecasts and CRM records; provide regular pipeline and account health updates to the management team.


• Develop and deliver onboarding and engagement plans for new stakeholders within key accounts.


• Act as voice of the customer internally — feeding insight back to Editorial, Product, and Marketing to shape offerings.


• Key Performance Indicators:

Logo retention rate

Expansion revenue generated

Forecast accuracy

CRM data quality \& pipeline hygiene

Detailed account planning

In\-person Client meetings

Key stakeholder relationship

Customer satisfaction / NPS

Required Skills \& Experience:

Essential

• Proven track record in B2B account management, client success, or subscription sales (professional services, media, or SaaS preferred).


• Experience managing a multi\-million pound book with demonstrable renewal and expansion results.


• Commercially driven; skilled in value\-based negotiation with C\-suite and Director\-level stakeholders.


• Excellent written and verbal communication to a senior executive standard.


• Structured and organised with strong CRM discipline; familiarity with a sales methodology (e.g. Challenger, MEDDIC).

• Experience in insurance, reinsurance, or financial services.


• Familiarity with Salesforce and usage/consumption data analytics.


• Experience mentoring peers within a sales team.

Commercial Acumen

Stakeholder

Management

Consultative Selling

Problem\-Solving

Collaboration \& Team Impact

Adaptability

What We Offer:

• Competitive base salary plus performance\-based commission.


• Hybrid working: 3 days in our central London office


• 25 days' holiday plus bank holidays; pension scheme; private healthcare.


• Career development through the Growth Blueprint competency framework.

Insurance Insider is committed to building a diverse, equitable, and inclusive workplace. We welcome applications from all backgrounds and are committed to making reasonable adjustments throughout our hiring process. If you require any accommodations, please let us know.

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