Whitespace Work Software Ltd
Account Executive
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Job Title:
Account Executive
Team:
Commercial
Reports to:
Account Manager
Work Location:
Home-based with regular travel to the Godalming Office and clients across the UK
The Company:
Whitespace Work Software is the leading provider of waste and environmental solutions in the UK. Our software supports more than 120 local authorities and public-sector contractors, helping them deliver efficient, compliant and customer-focused waste and environmental services.
Job Purpose:
The Account Executive supports the growth and development of Whitespace's customer base by providing additional customer-facing and commercial capacity across Core, Remote Managed Services, Workforce and Routing.
Working closely with the Account Managers, the Account Executive will be responsible for agreed day-to-day account management and sales activities, including customer meetings, appropriate product demonstrations, quotations, proposals, opportunity progression, renewal support, and proactive identification of growth opportunities.
Account Managers retain overall ownership of the customer relationship, commercial strategy and revenue performance. The Account Executive's role is to support that ownership by taking responsibility for agreed activities and opportunities and ensuring their effective progression.
The role also provides a structured development pathway towards becoming an Account Manager, building the commercial judgement, product knowledge, customer-management skills, and sales experience required to manage accounts independently.
Principal Duties and Responsibilities:
Customer & Account Management
- Support Account Managers with the day-to-day management of agreed customer accounts.
- Attend and, where agreed, lead routine customer account meetings.
- Coordinate meetings, agendas, actions and customer follow-ups.
- Build strong working relationships with customer stakeholders while ensuring the Account Manager retains overall ownership of the commercial relationship.
- Maintain regular contact with assigned customers and ensure agreed actions are progressed.
- Support relationships with contractors and third-party partners where appropriate.
- Escalate significant commercial, relationship or service issues to the relevant Account Manager.
Sales & Opportunity Progression
- Progress agreed sales opportunities through the sales process.
- Proactively follow up on customer opportunities, quotations, campaigns and commercial actions.
- Support upsell and cross-sell activity across Core, Remote Managed Services, Workforce and Routing.
- Identify potential opportunities within existing accounts and raise them with the Account Manager.
- Review customer product usage and engagement, where appropriate, to identify potential growth opportunities.
- Support Account Managers with renewal activity, ensuring actions and customer engagement occur in sufficient time.
- Follow up on relevant marketing campaigns and third-party-generated opportunities.
- Maintain momentum on opportunities by ensuring that agreed next steps and actions are completed.
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Product Demonstrations & Pre-Sales
- Prepare for and deliver demonstrations of Core and other agreed demonstrable products.
- Develop sufficient product knowledge to confidently demonstrate products within the agreed Account Executive scope.
- Deliver agreed demonstrations independently where competency has been established.
- Support customer discovery and gather requirements ahead of demonstrations and proposals.
- Develop sufficient commercial understanding of Remote Managed Services, Workforce and Routing to identify opportunities, understand customer requirements and engage the appropriate Account Manager or specialist.
- Work with Account Managers and specialist Pre-Sales/technical colleagues when more complex technical discovery, demonstrations, or solution design is required.
- Continue developing commercial knowledge across the entire Whitespace portfolio.
Quotations, Proposals & Commercial Support
- Prepare customer quotations and supporting commercial documentation.
- Support the preparation of proposals and commercial responses.
- Gather the relevant customer, product, usage and pricing information required for proposals.
- Coordinate with Bids & Commercials when formal bid or tender support is required.
- Ensure commercial documentation is accurate and complies with agreed internal processes.
- Progress quotations and proposals following issue, rather than allowing opportunities to become inactive.
Customer Insight & Growth
- Proactively review customer accounts to identify opportunities to increase product or service adoption.
- Monitor usage information and customer activity where available.
- Identify potential cross-sell and upsell opportunities and discuss them with the relevant Account Manager.
- Support targeted commercial initiatives within existing accounts, including product and service adoption campaigns.
- Review Support activity and recurring themes, where appropriate, to identify customer challenges, knowledge gaps, training needs, opportunities for proactive engagement, and potential commercial opportunities.
- Feed relevant customer insights back into the wider Commercial team.
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Commercial Administration & Governance
- Maintain accurate customer and opportunity information in Monday.com and other agreed commercial systems.
- Ensure that meetings, actions, opportunities, and follow-ups are recorded and followed up on.
- Support Account Managers with forecasting information and opportunity updates.
- Assist with preparation for sales meetings, account reviews and forecast discussions.
- Maintain good commercial discipline in customer actions, opportunity stages and expected close dates.
- Support improvements in sales productivity by taking ownership of relevant administrative and coordination activities.
Essential experience, skills and attributes:
- Previous experience in a customer-facing commercial, sales, account support or account management environment.
- Experience in building and maintaining professional customer relationships.
- Experience in managing multiple customer activities and following actions through to completion.
- Experience of using CRM, sales, or other business systems to maintain accurate records.
- Strong communication and interpersonal skills, with the confidence to engage professionally with customers.
- Good commercial awareness, with the ability to understand customer needs and recognise potential opportunities.
- Proactive and self-motivated, with a strong sense of ownership and follow-through.
- Strong organisational and prioritisation skills, with the ability to manage multiple activities and deadlines.
- Able to build effective working relationships with customers and colleagues across the business.
- Able and willing to learn new products and systems and to develop strong product knowledge.
Desirable experience:
- Experience in a B2B software, SaaS or technology environment.
- Experience supporting sales, upsell or cross-sell opportunities within existing customer accounts.
- Experience of delivering customer meetings, presentations or product demonstrations.
- Experience in the waste management, environmental services or local authority sector.
Compensation and Benefits:
- Competitive base salary.
- Annual discretionary bonus.
- 25 days’ holiday in addition to bank holidays.
- Holiday Purchase Scheme.
- Contributory pension scheme.
- Private healthcare.
- Life insurance.
- Free on-site parking.
- Regular company social and team-building events.
- Ongoing training and professional development.
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