(Snr) Account Manager - (AdTech / MarTech / SaaS)

Adverity · London, UK

Base: £32K
OTE: £60K–£80K
Quota attainment: Not disclosed
Posted: 26d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon Adverity's careers page

Apply on Adverity →

The job

Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Not stated in the posting.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: Base and OTE both listed. Roughly a 53/47 base-to-variable split.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 26 days. Normal, but not fresh.
Company hiring: This is their only open sales role.

Red lights

None spotted.

Green lights

Publishes OTE. It tells you the on-target earnings up front. Most postings don't.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Adverity? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

As a strategic commercial partners, Account Managers are responsible for securing and expanding a high-value portfolio by guiding customers along their data maturity journey and uncovering new revenue opportunities. Through a deep understanding of customer objectives, the role positions Adverity as a critical enabler of strategic business outcomes—not just a platform provider. By consistently demonstrating measurable ROI and influencing executive stakeholders, the Account Manager plays a pivotal role in turning customer partnerships into long-term, revenue-generating growth engines. This is a full-time position based in our London Office working on a hybrid basis. Base Salary Range: £60,000 – £80,000 (depending on experience and level) Variable Compensation (OTE): Target of £32,000 gross per annum, capped at £25,000 per quarter Some of the things you’ll work on: - Drive revenue growth through strategic upsells and cross-sells, aligning Adverity’s evolving capabilities (e.g., AI analytics, Data Quality) with customer pain points. - Proactively identify commercial opportunities within your portfolio, turning business challenges into expansion conversations. - Build and deliver compelling, data-backed business cases that connect product functionality to measurable ROI and strategic business outcomes. - Consistently exceed Net Revenue Retention (NRR) targets by unlocking new revenue streams and minimizing contraction. - Position Adverity as a critical pillar in the customer’s data strategy, steering conversations away from features and toward long-term value. - Own the commercial execution of your accounts end-to-end—from opportunity spotting to deal closing and internal alignment. - Build deep, multi-threaded relationships with executive stakeholders to secure influence and elevate commercial positioning. - Anticipate renewal risks early and neutralize churn threats with value reinforcement and competitive differentiation. - Maintain rigorous CRM documentation to support account planning, forecasting, and stakeholder visibility. - Champion the customer’s voice across internal teams to ensure our roadmap and services fuel commercial expansion and retention. We’re excited if you have: - Proven track record of driving revenue expansion in SaaS, ideally in a Data Platform or AdTech / MarTech environment. - Strong sales instincts with demonstrated success in identifying, developing, and closing expansion, upsell and cross-sell opportunities. - Skilled in crafting persuasive business cases and commercial narratives tied to customer KPIs and ROI outcomes. - Deep understanding of enterprise buying cycles, commercial drivers, and stakeholder motivations. - Comfortable engaging and influencing executive-level stakeholders and economic buyers to drive deal progression. - Experience navigating complex accounts and multi-threaded relationships to accelerate commercial outcomes. - Strong financial and strategic acumen—able to link data and product features to top-line impact. - Proficiency in CRM and success tools (e.g., Gainsight), including forecasting, account planning, and stakeholder mapping. - Effective at using AI tools and modern productivity tech to streamline operations and focus on revenue-driving activities. - Self-directed and outcome-obsessed, with a relentless focus on growth. Why you’ll love it here: - Flexible working hours and home-office - Internal shares program (EDPP) - Regular team events - Sustainable merch for all employees - Adverity Social Responsibility Days (+1 day paid off)

Apply →