Ripjar
Senior Account & Channel Manager
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Ripjar
Ripjar was founded by veterans of GCHQ to bring national security-grade intelligence tools to the fight against financial crime. Financial crime funds human trafficking, terrorism, corruption and sanctions evasion on a global scale, and the organisations on the front line need technology built to match the threat.
Today, Ripjar's AI-native software and data fusion products are used by governments, the world's largest banks, and global enterprises to automate the detection, investigation and monitoring of serious financial crime. Every day, hundreds of customers and thousands of daily active users rely on the platform to screen hundreds of millions of names for risk in real time, prevent money laundering and stop terrorist financing.
If you want your work to matter, this is where it happens.
We are a remote first team, with a head office based in Cheltenham. This position is open to UK wide candidates. If you are based near Cheltenham, you are more than welcome to work from our office at any time.
The role
This is a Senior dual-motion account management position with direct responsibility for building Ripjar's net and gross revenue retention within a portfolio of named accounts. You will also be responsible for identifying and acquiring one new strategic channel partner.
We're looking for a Senior Account Manager to own and grow a portfolio of enterprise accounts across financial services and corporate markets. You'll be the primary commercial relationship for some of Ripjar's most strategic clients — building deep partnerships with compliance, AML, and risk stakeholders, driving renewals, and identifying opportunities to expand our footprint within each account.
On the channel side, you will be work alongside the head of Customer and Partner Success to identify and onboard one strategic channel partner for our screening solution. You will own the full partner acquisition lifecycle — from market mapping and outreach through to commercial negotiation and partner activation — with the goal of establishing a productive channel partner through whom Ripjar can sell at scale.
This is a high-impact individual contributor role for someone who thrives in a consultative environment, understands the regulatory pressures facing financial institutions, and knows how to navigate complex, multi-stakeholder enterprise deals.
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Key Tasks — Account Management
- Own the post-sale lifecycle from onboarding through renewal readiness
- Maintain executive and operational relationships across named accounts
- Deliver structured success planning and Executive Business Reviews focused on value realisation
- Proactively identify and mitigate retention risks and customer health concerns
- Identify organic expansion opportunities based on adoption and outcomes; progress and close with Head of Customer and Partner Success & Growth
- Improve cross-functional handovers (Delivery → CSG → Support) to ensure continuity and accountability
- Act as the primary voice of the customer to Product, Engineering, and leadership
- Establish and maintain customer health frameworks and engagement standards
- Collaborate with the Head of Customer and Partner Success & Growth on account strategy and renewal planning
- Act as escalation point for complex customer issue
Key Tasks — Channel Partner Acquisition & Development
- In close collaboration with the Head of Customer and Partner Success & Growth Identify and prioritise target partner archetypes — including B2B core banking SaaS vendors, RegTech platforms, compliance managed service providers, systems integrators, and consulting firms
- Lead outbound prospecting and relationship development with potential channel partners, building a qualified pipeline of partner opportunities
- Present Ripjar's channel partner value proposition, tailoring commercial models (OEM, revenue share, white-label) to each partner's business
- Negotiate and execute strategic channel partner agreement in conjunction with legal and the Head of Customer and Partner Success & Growth
- Onboard one new partner effectively, ensuring they are technically enabled, commercially aligned, and supported to bring Ripjar to market
- Work cross-functionally with Marketing, Product, and Sales to develop partner-facing collateral and enablement materials
General
- Be aware of, and respond appropriately to, issues of data confidentiality
- Support and comply with Company policies, practices and procedures, including Ripjar's Information Security Management responsibilities
- Contribute to the overall ethos and objectives of the Company
- Maintain respectful and effective communication with colleagues and stakeholders
- Comply with health and safety procedures, taking responsibility for yourself and others
- Undertake other duties reasonably assigned by your line manager or senior leaders that are commensurate with the post
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Requirements
What we are looking for
- Solid experience of enterprise B2B SaaS sales or account management experience, with a track record of expanding six- and seven-figure ARR accounts.
- Demonstrable success selling into financial services, professional services, or large corporates — ideally in RegTech, compliance, risk, data, or security software.
- Fluency navigating complex enterprise buying processes: multi-stakeholder, legal, procurement, InfoSec review, and multi-year contract negotiations.
- Strong commercial instinct: ability to build value hypotheses, articulate ROI to CFO- and CCO-level stakeholders, and defend pricing in the face of procurement pressure.
- Excellent forecasting discipline and CRM hygiene (Salesforce or equivalent); comfortable operating in a MEDDPICC or similar qualification framework.
- Curiosity about the problem space — a genuine interest in financial crime, sanctions, and how AI is changing the compliance stack.
- Executive presence: able to hold your own with senior banking, and corporate leaders, and to translate technical capability into business language.
- Right to work in the UK; willingness to travel across the UK and Europe (occasional US travel) as needed.
- Direct experience selling into MLRO, financial crime, sanctions, or trust & safety functions.
- Exposure to AI, data, or analytics products, and comfort discussing model behaviour, accuracy trade-offs, and governance.
Benefits
Why we think you'll enjoy it here
- Competitive base salary DOE
- 25 days annual leave + birthdays off, rising to 30 days after 5 years of service
- Christmas shutdown
- Fully remote working
- 35 hour working week
- Flexible working hours
- Private Family Healthcare
- Life Assurance
- Pension salary sacrifice
- Employee Assistance Programme
- Company contributions to your pension
- Enhanced maternity/paternity pay
- The latest tech including a top of the range MacBook Pro
- There is a well-stocked pantry with food, snacks and drinks when in the office
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