Head of Account Management

GlobalCapital — Head of Account Management 
  
GlobalCapital is a leading provider of news, insight and analysis for the primary capital markets community
Our news and data products provide transparency into primary DCM activity and enable trend analysis and the identification of new business opportunities. Our customers span the DCM community, including banks, borrowers, investors, law firms, rating agencies, tech platforms and regulators.
We have an impressive domain authority backed by a respected editorial team, tenured brand, deep market access and strong industry relationships
Meanwhile, our editorial sourcing model facilitates an independent and clear perspective on complex market activity and sentiment through both on and off-record commentary from dealmakers, issuers and investors.

Job purpose

Managing the day-to-day renewal strategy for GlobalCapitals subscription business, namely driving  annually recurring revenues from our subscriptions book through running our renewals and upsell machine.

Principal responsibilities
•    Management of Renewal and Upsell Unit — Account Managers and Customer Success
•    Development and implementation of renewals process and ensure roll out and held accountable across all renewal team
•    Ensure renewal processes and notices are logged entirely in Salesforce
•    Ensure all sales activity i.e. call logs, renewal opps etc. are logged in Salesforce
•    Consistent use of subscriptions dashboards
•    Weekly reporting to Head of Sales 
•    Identify renewal opportunities through accreditation and marketing services sponsorship activities
•    Manage monthly forecasts for renewal revenues
•    Manage revenue targets through objectives, clear forecasts and agreed processes and systems (including Salesforce), specifically the renewals process, upsell opportunities
•    Work alongside MD, Head of Sales and HR to recruit and coach sales teams
•    Oversee creation and maintenance of media kits and rate cards across ARR business
•    Oversee creation and maintenance of renewal kits and sales aides
•    Build deep relationships with the DCM community that extend beyond transactional sales and elevate towards Trusted Advisor status

Key interfaces
•    MD of GlobalCapital
•    Head of Sales – GlobalCapital
•    Head of Marketing (subscriptions)
•    Subscriptions marketing executives
•    AMS marketing
•    London and New York bureau chiefs
•    Section editors
•    Lead finance partners
•    Director of Ops

Knowledge, experience and skills
•    Bachelor’s degree or equivalent, required
•    Accurate forecasting of revenues
•    Understanding and interpreting customer insight
•    Skilled people manager
•    Highly organized — to work within agreed systems and create one’s own – and cool under pressure
•    Understanding of capital markets and key drivers for our customers
•    You must be able to keep to deadlines and you should be able to pick things up quickly and to multi-task
•    A great listener and willing learner 
•    You must have integrity and a passion for accuracy
•    Ambitious with a real drive to succeed in this role

Experience
•    B2B media and/or capital markets experience desired
•    Global sales and market intelligence / data experience
•    Growing ARR on a consistent basis
•    Developing and launching new products
•    Sales team management