Insurance Insider
Strategic Account Manager
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About Insurance Insider
Insurance Insider is the leading provider of insights and analysis for the world's top insurers, distributors, service providers, and investors.
Since 1996, we've been helping clients uncover new business opportunities and protect against risks through our exclusive news, deep analysis and actionable insights on the insurance market. Our coverage extends across the London market, global (re)insurance market, insurance-linked securities market and US property and casualty market.
About the Role
The Strategic Account Manager is responsible for retaining and growing subscription revenue across Insurance Insider's most valuable client portfolio. Reporting to the Head of Account Management, you will act as a trusted partner to senior stakeholders within key accounts – protecting recurring revenues, driving engagement, and identifying expansion opportunities across our suite of market intelligence products.
Reporting Line & Team
Reports to the Head of Account Management within the Subscriptions Sales team. Works closely with Editorial, Product, and Marketing functions. No direct reports.
Key Responsibilities
- Own the full renewal lifecycle across an assigned book of business, maintaining a 90-day pipeline and ensuring no contract reaches renewal without a clear plan.
- Build multi-threaded stakeholder relationships across key accounts, mapping decision-makers, budget owners, and day-to-day champions.
- Identify and execute expansion opportunities — additional licences, cross-sell into new product lines, and upsell into higher-tier subscriptions.
- Run structured discovery conversations to uncover evolving client needs and tailor value propositions by persona (C-suite to end user).
- Lead renewal and expansion negotiations, anchoring on value and holding price under pressure while preserving the client relationship.
- Maintain accurate 30/60/90-day commercial forecasts and CRM records; provide regular pipeline and account health updates to the management team.
- Develop and deliver onboarding and engagement plans for new stakeholders within key accounts.
- Act as the voice of the customer internally — feeding insight back to Editorial, Product, and Marketing to shape offerings.
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Skills & Experience
Essential
- Proven track record in B2B account management, client success, or subscription sales (professional services, media, or SaaS preferred).
- Experience managing a multi-million pound book with demonstrable renewal and expansion results.
- Commercially driven; skilled in value-based negotiation with C-suite and Director-level stakeholders.
- Excellent written and verbal communication to a senior executive standard.
- Structured and organised with strong CRM discipline; familiarity with a sales methodology (e.g. Challenger, MEDDIC).
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Desirable
- Experience in insurance, reinsurance, or financial services.
- Familiarity with Salesforce and usage/consumption data analytics.
- Experience mentoring peers within a sales team.
Key Performance Indicators
- Net Revenue Retention (NRR)
- Logo retention rate
- Expansion revenue generated
- Forecast accuracy
- Customer satisfaction / NPS
- CRM data quality & pipeline hygiene
Competencies & Behaviours
- Commercial Acumen
- Problem-Solving
- Stakeholder Management
- Collaboration & Team Impact
- Consultative Selling
- Adaptability
What We Offer
- Competitive base salary plus performance-based commission.
- Hybrid working: 2 days in our central London office, 3 days remote.
- 25 days' holiday plus bank holidays; pension scheme; private healthcare.
- Career development through the Growth Blueprint competency framework.
Equal Opportunities
Insurance Insider is committed to building a diverse, equitable, and inclusive workplace. We welcome applications from all backgrounds and are committed to making reasonable adjustments throughout our hiring process. If you require any accommodations, please let us know.
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