Description
At Dow Jones, our B2B business delivers critical insights and solutions to financial institutions, corporations, government agencies, and professionals worldwide.
As an Account Manager, you will be a key driver of revenue generation responsible for growing a small existing portfolio of clients through strategic upselling and cross-selling, while driving adoption of flagship solutions including Factiva and Risk & Compliance. In addition, you will develop new prospects in the territory to generate incremental revenue. Reporting to the Regional Sales Manager, you will own the full sales cycle from opportunity identification through to close.
This is a high-activity, high-impact role suited to a proactive, resilient individual with a strong ‘can-do’ attitude and a passion for nurturing and expanding existing accounts while selectively winning new business. You will be accountable for delivering against revenue growth and retention targets.
Revenue Growth & New Business
- Achieve and exceed new business revenue targets through upselling, cross-selling, and acquisition of new clients. This is a ‘hunter-first’ role.
- Build, manage, and convert a strong pipeline of qualified opportunities
- Own and execute the full sales cycle from prospecting through to close
Account Management & Retention
- Manage an assigned portfolio of clients to ensure high retention and growth in contract value
- Develop a deep understanding of client needs, challenges, and strategic priorities
- Identify and drive expansion opportunities within existing accounts
Client Relationships
- Build and maintain strong relationships with senior stakeholders
- Position Dow Jones BI solutions as critical to client success through a consultative sales approach
Sales Execution & Reporting
- Maintain accurate pipeline, activity tracking, and forecasting within CRM
- Provide reliable monthly revenue forecasts to senior leadership
Collaboration & Delivery
- Work cross-functionally with Product, Marketing, Legal, Customer Success, and Editorial teams to support sales initiatives
- Contribute to proposals, RFPs, tenders, and retention strategies
Market Awareness
- Stay informed on competitor offerings and market trends to support effective positioning
Requirements
- 5+ years’ experience in B2B sales or account management within financial services, data, or information solutions
- Proven track record of achieving and exceeding revenue targets
- Experience selling to senior decision-makers within financial institutions or corporate organisations
- Degree and/or additional language skills (desirable)
- Highly proactive in pipeline generation, consistently identifying and pursuing new opportunities
- Strong sales expertise and confident closer, able to lead negotiations, handle objections, and secure commercial agreements
- Commercially astute, with the ability to uncover client challenges, identify growth opportunities, and position tailored solutions
- Results-driven, with clear ownership and accountability for revenue targets
- Self-starter, who takes initiative and drives activity independently with an entrepreneurial mindset
- Confident and persuasive, comfortable leading client conversations and influencing outcomes
- Thrives in a fast-paced, high-performance sales environment
- Collaborative team player, willing to support colleagues, share knowledge, and provide cover when needed
- Demonstrates a consistent track record of exceeding revenue targets
Benefits
- Comprehensive Healthcare Plans
- Work/life balance - 3 days in the office
- Paid Time Off
- Retirement Plans
- Comprehensive Insurance Plans
- Lifestyle Programs & Wellness Resources
- Education Benefits
- Family Care Benefits & Caregiving Support
- Subscription Discounts
- Employee Referral Program