Smartstream on cord

Smartstream

Head of Sales & Account Management

External position
London, UK
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FinTech · Data
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Posted
a month ago
Checked
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2 days ago

Skills & Experience

Job roles: Business Development Manager
Experience level: Lead, Leadership
Core skills considered: Building Teams, Business development, Business Development Strategy, B2B
Other skills considered: CRM, Salesforce, Stakeholder Management, Pipeline management

Logistics

Base salary: Undisclosed
Some companies on cord are unable to disclose salaries publicly due to internal company policies. Message the company for salary information.
Employment type: Permanent
Remote working: Hybrid (up to 2 remote days p/w)
Visa sponsorship: Not available

Job Description

The Head of Sales & Account Management for the EMEA region (Europe, Middle East, Africa) owns the commercial performance of one of Smartstream's most complex and strategically significant territories. You will lead a team of Sales Executives, Account Managers and PreSales responsible for new logo acquisition, existing account expansion, contract renewals and long-term client retention.

This is a hands-on commercial leadership role. You will drive disciplined pipeline execution using the MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) qualification framework, own forecast accuracy at regional level, and act as the senior escalation point for strategic negotiations with C-suite stakeholders at tier-one financial institutions.


Requirements

Commercial leadership

  • Own the EMEA regional number across new business, renewals, upsell and cross-sell
  • Deliver accurate weekly, monthly and quarterly forecasts to executive leadership
  • Lead complex multi-year commercial negotiations, including renewals, restructures, acceleration clauses and multi-product commercial constructs
  • Act as executive sponsor on strategic accounts and lead client escalations where required
  • Champion the adoption of AI-enabled tools and workflows across the regional team to drive productivity, sharpen deal intelligence and improve commercial outcomes

Team leadership

  • Directly manage a team of nine Sales Executives, Account Managers and PreSales spread across the region
  • Run structured deal reviews, coaching sessions and quarterly Account Management Business Reviews (AMBRs) with rep-level accountability
  • Drive CRM hygiene, pipeline discipline and stage-funnel balance across the team
  • Recruit, develop and retain commercial talent capable of selling into tier-one financial institutions

MEDDIC-led execution

  • Embed MEDDIC as the operating qualification standard across every opportunity in the region
  • Apply MEDDIC discipline in weekly pipeline reviews and stage-gate progression
  • Coach the team on qualifying out early, elevating the economic buyer, and building genuine internal champions rather than coaches
  • Own the linkage between MEDDIC qualification quality and forecast accuracy

Cross-functional partnership

  • Partner with Pricing, Legal, Product, Professional Services and Finance to structure winning commercial proposals
  • Work with Marketing on regional demand generation, ABM strategy and event planning
  • Feed structured field intelligence back into Product on competitive positioning, feature gaps and buying-centre dynamics

Governance and process

  • Uphold the standardised pricing and quote initiation workflow, ensuring every formal quote is anchored to a live Salesforce Opportunity
  • Ensure software and Professional Services opportunities are structured correctly for accurate revenue recognition
  • Maintain the regional KYC and account planning framework to underpin strategic account coverage

What success looks like in your first 12 months

  • Regional forecast accuracy within a defined tolerance band, quarter on quarter
  • MEDDIC embedded as the operating qualification rhythm across all nine direct reports, evidenced in deal reviews and Salesforce hygiene
  • Demonstrable progression on strategic account plans across tier-one and tier-two banks
  • Attainment or overachievement against the EMEA regional ARR target
  • A stable, high-performing team with clear succession depth on each key account

Essential experience

  • 10+ years of enterprise software sales management experience, with a demonstrable record of leading and scaling regional sales teams selling complex, multi-year software subscriptions into financial institutions
  • Deep MEDDIC expertise - not just familiarity, but proven experience embedding MEDDIC as the operating rhythm across a distributed sales team, including in weekly deal inspection and forecast calls
  • Strong track record of overachievement against multi-million ARR targets in fintech, capital markets technology, banking software or adjacent enterprise B2B categories
  • Experience negotiating complex commercial constructs: multi-year term deals, perpetual licence migrations, acceleration clauses, extended support arrangements and asymmetric renewal structures
  • Confident operating at C-suite level (CFO, COO, CIO, Head of Operations) inside tier-one and tier-two banks
  • Experience managing across a culturally and geographically diverse region - comfort with the operating realities of EMEA, Middle East and Africa markets
  • Fluent user of Salesforce for pipeline management, forecasting and rep accountability

Desirable

  • MBA or equivalent post-graduate qualification
  • Prior exposure to TLM, reconciliations, payments, collateral or liquidity technology
  • Second language relevant to the region (for example Arabic, French, German or a South Asian language)

Education

  • Bachelor's degree, or equivalent professional experience
Head of Sales & Account Management at Smartstream
Position posted a month ago

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Starling Bank on cord

Starling Bank

Full Stack Engineer (ML Ops)

London, UK
FinTech · Banking · Finance
A better bank for everyone
Active
over 6 months ago
Responds to
0% of requests
Responds in
1h 55m
Requests
7 pending

Skills & Experience

Job roles: Full Stack
Experience level: Mid, Senior
Core skills considered: Java, React, Redux, AWS, JavaScript

Logistics

Base salary: £70K - £110K
Employment type: Permanent
Remote working: Hybrid (up to 2 remote days p/w)
Visa sponsorship: Not available

Job Description

Starling is the UK’s first and leading digital bank on a mission to fix banking! Our vision is fast technology, fair service, and honest values. All at the tap of a phone, all the time.

Starling is the UK’s first and leading digital bank on a mission to fix banking! We built a new kind of bank because we knew technology had the power to help people save, spend and manage their money in a new and transformative way.

We’re a fully licensed UK bank with the culture and spirit of a fast-moving, disruptive tech company. We’re a bank, but better: fairer, easier to use and designed to demystify money for everyone. We employ more than 3,000 people across our London, Southampton, Cardiff and Manchester offices.

Our technologists are at the very heart of Starling and enjoy working in a fast-paced environment that is all about building things, creating new stuff, and disruptive technology that keeps us on the cutting edge of fintech. We operate a flat structure to empower you to make decisions regardless of what your primary responsibilities may be, innovation and collaboration will be at the core of everything you do. Help is never far away in our open culture, you will find support in your team and from across the business, we are in this together!

The way to thrive and shine within Starling is to be a self-driven individual and be able to take full ownership of everything around you: From building things, designing, discovering, to sharing knowledge with your colleagues and making sure all processes are efficient and productive to deliver the best possible results for our customers. Our purpose is underpinned by five Starling values: Listen, Keep It Simple, Do The Right Thing, Own It, and Aim For Greatness.

Hybrid Working

We have a Hybrid approach to working here at Starling - our preference is that you're located within a commutable distance of one of our offices so that we're able to interact and collaborate in person. We don't like to mandate how much you visit the office and work from home, that's to be agreed upon between you and your manager.

Our Data Environment

Our Data teams are excited about the value of data within the business, powers our product decisions to improve things for our customers and enhance effective and agile decision making, regardless of what their primary tech stack may be. Hear from the team in our latest blogs or our case studies with Women in Tech.

We are looking for talented data professionals at all levels to join the team. We value people being engaged and caring about customers, caring about the code they write and the contribution they make to Starling. People with a broad ability to apply themselves to a multitude of problems and challenges, who can work across teams do great things here at Starling, to continue changing banking for good.

Requirements

We have built our entire banking platform in house and mostly in Java. We are looking for people who want to work on building the tooling that is used by our engineers on a daily basis.

We are looking for people who are truly full stack, and are as comfortable polishing their javascript front end as they are debugging the innards of their java applications database interactions, or standing up infrastructure with terraform. We are looking for people who can:

  • Design REST apis.
  • Code backend services, ideally using Java, or another other server side compiled language.
  • Develop modern front ends, ideally using React and Redux.
  • Get their code into the cloud and support it there, ideally on AWS.
  • Believe in clean coding, simple solutions, automated testing and continuous deployment.
  • Like to take ownership of a feature from the original idea through to live.
  • Think (like us) that a small number of empowered developers is the right way to deliver software.

Company Benefits

  • 33 days holiday (including flexible bank holidays)
  • An extra day’s holiday for your birthday
  • 16 hours paid volunteering time a year
  • Part-time and/or flexible hours available for most roles
  • Salary sacrifice, company enhanced pension scheme
  • Life insurance at 4x your salary
  • Hybrid/remote working
  • Private Medical Insurance with VitalityHealth including mental health support and cancer care. Partner benefits include discounts with Waitrose, Mr&Mrs Smith and Peloton
  • Generous family-friendly policies
  • Varied social groups set up and run by our employees
  • Perkbox membership giving access to retail discounts, a wellness platform for physical and mental health, and weekly free and boosted perks
  • Access to initiatives like Cycle to Work, Salary Sacrificed Gym partnerships and Electric Vehicle (EV) leasing

Full details are available on our careers site

Interview Process

Interviewing is a two way process and we want you to have the time and opportunity to get to know us, as much as we are getting to know you! Our interviews are conversational and we want to get the best from you, so come with questions and be curious. In general you can expect the below, following a chat with one of our Talent Team:

  • Stage 1 - 30 mins with one of the team
  • Stage 2 - Take home challenge
  • Stage 3 - 90 mins technical interview with two team members
  • Stage 3 - 45 min final with an executive and a member of the people team
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Message Alex Yeates at Starling Bank
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