Enterprise Account Manager

Overview

In this role you will drive enterprise revenue growth across Auror’s UK retail partners, owning expansion, renewals, and long-term ARR. You’ll lead commercial strategy, close upsell opportunities, and partner with Customer Success to ensure value realization. You will engage executives and shape strategic partnerships, positioning Auror as a long-term enterprise-wide partner. This role sits at the intersection of sales, partnerships, and enterprise value, with a focus on high-profile accounts. You’ll work in a mission-driven, high-growth environment that leverages AI to boost crime prevention outcomes.

Pay / Benefits

• competitive salary range: 67,500–82,500 (IC4)
• 29 days annual leave + public holidays
• employee share scheme
• Wellness Days: 10 per year
• Friday afternoons off (shorter weeks)
• Private Medical Insurance with Vitality

Responsibilities

• Own revenue growth through structured account planning and alignment to executive objectives
• Drive upsell, cross-sell, and renewal outcomes end-to-end including discovery, business case development, negotiation, and close
• Apply MEDDICC rigor to qualify opportunities, map buying groups, and maintain deal accuracy across the portfolio
• Maintain disciplined use of Salesforce, Trumpet Deal Rooms, and core sales tooling for forecast accuracy and pipeline hygiene
• Multi-thread across economic buyers and executive sponsors to accelerate deal velocity and reduce revenue risk
• Anchor commercial decisions in quantified value and ROI, structuring multi-year agreements to maximise ARR growth
• Lead executive presentations, demos, and strategic discussions to articulate Auror’s platform value
• Build executive-level partnerships with senior retail executives and Loss Prevention leaders
• Manage customer expectations and align internal stakeholders to prioritized product requests and commitments
• Be an industry advocate representing Auror at key events and shaping retail sector approaches to crime prevention
• Execute the Land-to-Expand model with pilot phases and post-initial sale ownership
• Build 12–24 month expansion roadmaps aligned to customer objectives and remove deployment blockers
• Collaborate with Customer Success, Product, and Marketing to support growth, manage pilots, and ensure successful deployments
• Project-manage complex deployments and prove-of-concept pilots with accurate forecasting and pipeline discipline

Key requirements

• Proven Enterprise Sales experience with success in managing and expanding enterprise accounts
• Strong commercial acumen with a track record of closing expansions and renewals
• Experience using MEDDICC or similar enterprise frameworks to qualify and close complex deals
• Negotiation experience with multi-year SaaS contracts
• Executive presence with ability to influence senior stakeholders
• Excellent communication and presentation skills; ability to articulate value clearly
• Strong project management skills and experience leading multi-workstream initiatives
• Analytical and data-informed in building account strategy
• Self-motivated, highly organized with disciplined pipeline management
• Experience with Salesforce; willingness to travel

• Collaborative by nature; strong internal relationship-building
• Clear, compelling communicator with confidence in presenting to executives
• Adaptable and comfortable operating in a high-growth, ambiguous environment
• MEDDICC or equivalent (MEDDIC, SPIN, Challenger)
• Salesforce
• Trumpet Deal Rooms

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