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Job Description
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About us:
SFG20 is the industry standard for building maintenance. Providing services and pioneering technologies that empower people to create and sustain safer buildings.
Our mission is to make buildings better using our standard, software, and expertise. Our vision is to become the leading authority for built environment maintenance that protects and enhances quality of life.
About the role:
The Senior Account Manager owns and grows an established portfolio of customers, driving renewals, upsell, and cross-sell opportunities while strengthening long-term relationships and accelerating software adoption.
The role supports clients to optimize building maintenance strategies through our innovative solutions. With a consultative approach, the Senior Account Manager navigates complex sales cycles and ensures seamless migration to our latest software solutions, empowering customers to build safer, more efficient buildings.
The role will require travel twice a month to our Newcastle offices.
Key Responsibilities:
- • Account Management: Build and nurture strong, strategic, long-term relationships with mid-market and enterprise clients, understanding their business needs and aligning SFG20 solutions to their strategic objectives.
- • Retention and Growth: Identify and convert upsell and cross-sell opportunities across an existing customer portfolio, while working with internal teams to strengthen retention and customer lifetime value.
- • Renewals: Proactively manage contract renewals, ensuring continued business growth.
- • Solution Selling: Tailor our software solutions to each client’s needs, positioning SFG20 as a strategic partner.
- • Product Demonstrations: Deliver engaging presentations and product demonstrations that clearly communicate the value proposition.
- • Migrations: Proactively support customers moving from legacy products to Facilities-iQ, communicating the commercial and operational benefits of the transition.
- • Contract Management: Manage contract negotiations to secure renewals while maintaining strong customer satisfaction. Balance customer needs with business objectives to maximize account profitability.
- • Adoption: Work closely with Software Trainers to maximize user adoption and ensure a frictionless transition.
- • Collaboration: Work cross-functionally with Customer Success, Sales (SDR/BDR & KAM), Learning & Development (L&D), Marketing, and Product Development to deliver exceptional service and drive shared success.
- • Data-Driven Performance: Use CRM data to prioritize accounts, maintain accurate renewal and expansion forecasts, monitor KPIs, and identify opportunities for commercial growth.
- • Industry & Product Expertise: Stay ahead of trends in SaaS, facilities management, and building maintenance to keep clients informed and empowered.
Essential Experience:
- • 5+ years of proven B2B SaaS account management experience, with measurable success against revenue growth and retention targets.
- • Strong background in managing client relationships, renewals, and software adoption with mid-market or enterprise segments.
- • Demonstrated ability to drive high-value deals, manage complex sales cycles, and navigate contract negotiations.
- • Excellent communication and presentation skills, with the ability to articulate the value of complex SaaS solutions.
- • A consultative approach to account management, with a deep understanding of customer needs.
- • Ability to build account plans and tailor engagement to customer needs, renewal timelines, and growth potential.
- • Experience using CRM platforms (HubSpot or similar) to track performance and drive engagement.
- • Highly organized, with the ability to manage multiple accounts and priorities effectively.
- • Curious, innovative, and eager to learn, with a competitive mindset and a strong desire to win.
- • Experience forecasting pipeline, handling objections, and delivering innovative solutions to client challenges.
Desirable:
- • Knowledge of Facilities Management technologies or CAFM solutions.
- • Understanding of compliance-driven industries and regulatory requirements in building maintenance.
Additional Information:
All candidates must be able to demonstrate a pre-existing right to work and travel within the UK. We are unfortunately not able to offer sponsorship. Documentary evidence will be required.
All offers are subject to satisfactory vetting and reference checks.
Our Benefits:
- 26 days holiday + Bank holidays + buy up to 5 days
- Private Medical insurance with BUPA
- Remote/Hybrid first policy
- Employee Assistance programme with WeCare
- Enhanced Family Friendly Benefits
- Gym Discounts
- and more!
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SFG20
View Company ProfileSFG20 is the industry-standard maintenance specification for building engineering services in the UK, providing a comprehensive, cloud-based platform for managing, specifying, and scheduling building maintenance. Operated by BESA Publications Limited, the service serves as a "single source of truth" for facilities managers, building owners, contractors, and consultants. By offering over 1,500 expert-written, colour-coded maintenance schedules—ranging from statutory red-coded legal obligations to discretionary green-coded tasks—SFG20 ensures that assets are maintained efficiently, safely, and in full compliance with evolving legislation like the Health and Safety at Work Act. Accessed exclusively through its advanced digital platform, Facilities-iQ, the system enables seamless integration with CMMS, CAFM, and IWMS software via bespoke APIs, allowing organizations to automate compliance notifications, tailor schedules to specific asset profiles, and maintain a rigorous audit trail. What sets SFG20 apart is its uncompromising dedication to "compliance-orchestration"; by bridging the gap between highly technical regulatory requirements and accessible, high-velocity digital interfaces, the firm empowers modern estates to radically accelerate their maintenance-efficiency, eliminate systemic safety-bottlenecks, and build an unassailable foundation for continuous operational dominance in the modern, AI-transformed global facilities management landscape.
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