[Hiring] Strategic Account Manager @Gladstone Software

Role Description

The Strategic Accounts Development Manager is responsible for growing and protecting revenue across Gladstone’s key strategic customers. This role focuses on long-term relationships rather than short-term sales, working closely with senior stakeholders to understand their goals, unlock new opportunities, and ensure Gladstone is a trusted, long-term partner.

You will act as the commercial lead for a portfolio of high-value accounts and prospects, driving growth in the strategic accounts across the UK, while collaborating internally to deliver real value for customers.

Key Responsibilities

• Strategic Account Management
  • Own and manage a portfolio of strategically important customers across the leisure, public sector, and enterprise markets.
  • Build strong, trusted relationships with senior decision-makers, including C-Suite, Heads of Service, Directors, and Commercial Leads.
  • Develop and maintain clear account plans that align customer objectives with Gladstone’s solutions and roadmap.
• Account Growth & Revenue Development
  • Increase Gladstone's market penetration in targeted strategic accounts.
  • Identify and convert opportunities for upsell, cross-sell, and solution expansion across existing accounts.
  • Lead commercial discussions around acquisitions, contract variations, and long-term agreements.
  • Forecast account revenue accurately and contribute to overall business growth targets.
• Customer Value & Retention
  • Deeply understand each customer’s operational challenges and strategic priorities.
  • Position Gladstone as a partner that supports digital transformation, efficiency, and improved customer experiences.
  • Work closely with Customer Success, Support, and Product teams to ensure customers achieve measurable value from the platform.
• Stakeholder & Internal Collaboration
  • Act as the voice of the customer internally, feeding insights into product development, service improvements, and roadmap planning.
  • Collaborate with the wider Sales, Marketing and Implementation teams to ensure joined-up account management.
  • Support framework opportunities, tender responses, and account-specific proposals where required.
• Governance & Commercial Control
  • Manage contractual compliance, pricing discussions, and commercial risk within your account base.
  • Ensure CRM data, account notes, and forecasts are accurate and up to date.
  • Contribute to continuous improvement of account management processes and best practice.

Qualifications

• Proven experience managing and growing strategic or enterprise accounts within a B2B software or technology environment.
• Strong commercial acumen with experience of contract negotiations, renewals, and long-term agreements.
• Ability to build credibility with senior stakeholders and influence at board or executive level.
• Experience working with complex organisations, ideally within public sector, leisure, health, or education.
• Excellent communication skills, with the ability to explain technical solutions in plain English.

Requirements

• Experience within leisure management, SaaS platforms, or regulated/public sector environments.
• Familiarity with framework agreements and public sector procurement processes.
• Understanding of digital transformation challenges within membership-based or customer-facing services.

Personal Attributes

• Strategic thinker who can balance long-term relationships with commercial outcomes.
• Confident, professional, and consultative in approach.
• Organised, proactive, and comfortable managing multiple high-value accounts.
• Collaborative team player who puts customer success at the centre of decision-making.

Benefits

• Be part of a market-leading leisure management software provider with over 40 years of sector experience.
• Work with organisations that make a real difference to health, wellbeing, and communities across the UK.
• Backed by Jonas Software and Constellation Software, offering long-term stability, investment, and growth.
• A culture that values collaboration, innovation, and doing the right thing for customers.
• Salary will be commensurate with experience and job responsibilities. We offer excellent benefits.
• Only candidates who are eligible to live and work in the UK need apply.