Account Manager

Valsoft Corporation · Remote · UK

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 2mo 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 Valsoft Corporation's careers page

Apply on Valsoft Corporation →

The job

What you'd do: Look after a set group of existing customers in the UK, such as councils, housing associations and property developers, and sell them more of SDS's software.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly handed to you: inbound leads or a set list of customers.

The Braun Read

Ask hard questions

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

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 89 days. Ask why it's been hard to fill.
Company hiring: 22 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Green lights

SDR or inbound support. You won't be building all of your own pipeline from zero.

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 are the base and the OTE for this role?
No point investing hours before you know the number.
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 Valsoft Corporation? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

SDS is the leader in development software tailored to the housing industry, delivering market-leading solutions and consultancy services to optimise the development of both affordable and commercial homes. In the UK, our tools are valuable to those navigating the complexities of social housing, supporting local authorities, housing associations, and private developers in meeting the growing demand for council homes and other affordable options. Our software suite, designed by experts with deep experience in both the UK social housing sector and private markets, empowers you with enhanced control and visibility over your development program, ensuring efficient delivery and management of housing projects. About the Role We're looking for someone with proven experience in account management, customer success or B2B sales, ready to build something rather than step into an established process. This is a new role on a small team, so you'll help shape how it works rather than inherit a playbook. You'll own a portfolio of accounts end to end: renewals, upsell conversations and day to day relationship management. The role comes with a base plus commission structure that rewards the accounts you grow. CRM experience (HubSpot or similar) is expected. Experience in housing, public sector or property software is a plus, not a requirement. We'll teach you the domain. Key Responsibilities - Develop and maintain strong relationships with key clients, acting as their primary point of contact within SDS - Understand clients' business objectives and develop strategies to align our products and services with their goals - Conduct regular meetings and check ins with clients to assess satisfaction, identify opportunities and address concerns - Collaborate with internal teams, including sales, marketing and product development, to ensure client needs are met and exceeded - Upsell and cross sell SDS's products and services to existing clients, maximising revenue and account growth - Stay up to date with industry trends and market developments, so clients receive relevant and valuable insights - Act as a trusted advisor, guiding clients on how to use SDS's solutions to drive operational efficiency, customer engagement and profitability - Monitor and analyse key metrics for assigned accounts, providing regular reports to clients and internal stakeholders - Identify and pursue new business opportunities within existing client accounts, fostering organic growth - Work with the implementation team to ensure smooth onboarding and adoption of SDS's solutions Key Skills, Knowledge and Abilities - Experience and working knowledge of software products is a must - Self-directed and comfortable with ambiguity - A clear, confident communicator who builds trust quickly, on the phone and in writing - Commercially minded, able to spot an upsell or renewal-risk signal without being prompted - Genuinely curious about customers' businesses, not just their contracts - CRM experience (HubSpot or similar) - A degree, diploma or equivalent tertiary education is preferred #SDS

Apply →