Job Description

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