Role Overview

We are seeking a commercially driven Account Executive to grow revenue across new, existing and lapsed customers.

This is not a passive relationship role. You will be responsible for:

Winning new platform customers
Growing spend from active customers
Reactivating dormant accounts
Increasing automated / self-serve booking behaviour
Driving contract adoption and recurring revenue

You will sell a tech-enabled logistics platform where customers book jobs directly via portal or API. Success is measured by revenue growth, automation rates and customer retention.

Key Responsibilities

1. New Business Development

Identify and target ideal customer profiles (SMEs to mid-market)
Conduct discovery calls to understand volume, service needs, frequency and margin potential
Demonstrate platform capability and onboarding process
Close new accounts and convert to contracted or committed revenue where appropriate
Build a healthy forward pipeline with accurate forecasting

2. Account Growth (Active Customers)

Review monthly trading performance
Identify under-utilisation, additional volume, new services (e.g. same day, 2-man, long distance)
Drive migration from ad hoc bookings to structured, repeat platform usage
Upsell into higher-margin services
Move customers toward contractual commitment or rebate-based models

3. Reactivation of Lapsed Customers

Analyse historical accounts and identify reactivation opportunities
Diagnose why they stopped using the platform
Reposition the offer based on current needs
Convert back into active trading accounts

4. Platform Adoption & Automation

Encourage customers to self-book and reduce manual intervention
Increase portal usage and API integration where appropriate
Reduce contact-per-order and friction points
Work closely with operations to resolve root causes of issues

5. Performance & Reporting

Maintain CRM hygiene and accurate pipeline tracking
Report weekly on:

New revenue secured
Growth revenue
Reactivated revenue
Automation % of bookings
Churn risk accounts

Own revenue target and margin contribution

Required Experience

Candidates must demonstrate:

3–7+ years in B2B sales or account management (logistics, SaaS, marketplace or platform preferred)
Experience selling operational or technology-enabled services
Proven track record of hitting revenue targets
Experience growing accounts beyond initial sale
Experience working with CRM systems (HubSpot, Salesforce or similar)
Commercial understanding of margin, pricing and contribution
Confidence handling performance reviews with customers

Desirable:

Experience in same-day, courier, freight or transport sectors
Experience selling self-serve or automated platforms
Exposure to API or systems integration conversations

Core Competencies

Commercial Acumen

Understands margin, pricing structures, and customer lifetime value. Thinks in revenue growth, not just activity.

Ownership & Accountability

Takes full responsibility for revenue number and account health.

Structured Thinking

Works from data, pipeline stages, account plans and performance metrics — not guesswork.

Resilience

Comfortable chasing, following up, and pushing through objections. Does not accept “call me next month” without a plan.

Customer Insight

Understands operational challenges of customers and can position platform as solution.

Execution Bias

Acts quickly. Follows up. Moves deals forward.

Calm Under Pressure

Handles issues without drama and focuses on resolution and retention.

On Target Earning (OTE) : £55,000 - £90,000 (through uncapped commission structure tied to revenue and margin KPIs)

Extra: Car Allowance

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