A bit about us:

Virtuoso's mission is to enable and lead the world's quality-first revolution. The field of QA has not kept pace with the software industry's transition to CI/CD. We are fixing that.

Virtuoso has reimagined how software is tested by developing a game-changing platform that is already being used by the biggest names in software. We passionately believe that anyone should be able to create and maintain tests regardless of their technical skill, and that quality is a key driver for change and growth. The latest advances in AI and Machine Learning have been leveraged to produce test automation software that thinks like a human, empowers everyone to test, and for the first time delivers on the promise of codeless test automation. Achieving remarkable success has become a business-as-usual activity for us and we need to rapidly expand our team for that to continue to increase. Want to join the quality-first revolution? Then read on.

A company without borders with employees that make an impact worldwide, with offices and a remote team spread across the globe. The nature of our product is reflected in our thorough and agile culture. We do the right things fast and our application process is no different. We want exceptional people and we will act to get them.

About the Role:

As the Senior Account Manager at Virtuoso, you will be instrumental in managing and enhancing relationships with our existing customers. Your primary focus will be on renewals, upsells, and cross-sells, ensuring customers derive maximum value from Virtuoso. Acting as an escalation point, you will address customer concerns and collaborate with internal teams to deliver exceptional service.

Expansion & Cross-Sell:
Identify and qualify new opportunities for upsell and crosssell within existing customers using a MEDDIC framework.
Collaborate with Customer Experience and Customer Success teams to drive customer advocacy and ensure alignment on growth initiatives.

Account Planning:
Develop and execute comprehensive account plans, focusing on building broad and deep stakeholder relationships across large, complex accounts.
Conduct regular business reviews with key stakeholders to align on value delivery and identify expansion potential.

Renewal Support:
Partner with the Head of Customer Experience to support renewal processes, ensuring a seamless commercial engagement.
Act as the primary commercial contact, addressing escalations and aligning on renewal strategy.

Stakeholder Management:
Map and engage with key decisionmakers and influencers, building a robust network of support across technical, business, and executive levels.
Leverage a Sandler or Challenger sales approach to navigate complex, consultative sales engagements.

Sales Methodology:
Apply the MEDDIC framework to qualify opportunities effectively and ensure a disciplined approach to the sales process.
Use insights from the Sandler Sales Methodology or Challenger Sale to handle objections, go negative when necessary, and build strong value propositions.

Industry Expertise:
Demonstrate a solid understanding of the Software Development Life Cycle (SDLC), with the ability to articulate the value of Virtuoso’s QA solutions.
Previous experience as a QA, tester, or developer is highly desirable, enabling you to engage credibly with technical stakeholders.

What we would like to see in you:

• Proven track record as an Account Manager or similar role in SaaS, software, or technology sales, with a focus on expansion and crosssell.
• Experience managing and growing large, complex enterprise accounts.
• Strong understanding of the SDLC; prior experience as a QA, tester, or developer is a plus.
• Familiarity with MEDDIC (Other methodologies such as Sandler, or Challenger desirable).
• Demonstrated ability to execute strategic account plans, with a focus on stakeholder mapping and engagement.
• Excellent communication and negotiation skills, with the ability to present complex concepts to diverse audiences.
• Highly organised, with a programmatic approach to managing multiple accounts and driving revenue growth.

What's in it for You...

• Competitive Package, including generous and achievable uncapped commission
• Employee Share Options- Share in the success of Virtuoso
• A defined, transparent, career path to more senior roles
• Remote/flexible working
• Private health insurance
• Training/personal development budget of a minimum of £500 per year
• Take your birthday as a holiday every year!
• Holiday allowance increases by one day per year of service up to 5 years
• Employee Referral Scheme - we put money in your pocket for referring awesome people!

#LI-LP1