Account Director (New Business – Land & Expand)

Job Description: NB Account Director (New Business – Land & Expand)
Location: Hybrid – 3 days per week in the office (unless meeting with clients)
OTE: £160,000–£180,000 (50/50 split)
Comms Package: Very Attractive with accelerators of 20%
Role Split: 80% New Business / 20% Account Management

About us
FT Select is a niche technology search and selection company, specialising in recruiting elite Sales Executives and high-end Technology specialists for high-growth tech businesses.

About the Role
We are seeking a high-performing NB Account Director to drive substantial new client acquisition and early-stage
account development using a Land & Expand strategy. This is an 80% new business role, supported by internal lead
generation while also requiring strong self-sourced pipeline development through your own network, relationships,
and market connections.

The focus is on winning new logos and expanding accounts based on user numbers, rather than spend thresholds.

Key Responsibilities
• Own the 80% New Business function, securing new logos and creating a fresh pipeline.
• Generate opportunities via:
o Provided lead generation, and
o Your own established network, personal contacts, referrals, and social selling.
• Manage a small portfolio of early-stage or dormant accounts (20%) to drive expansion.
• Sell a wide range of IAAS, Networking/Cloud Storage offerings
• Achieve and exceed an annual £800K GP target.
• Target organisations based on user count segmentation across multiple sectors.
• Manage the full sales cycle: prospecting, qualification, solution creation, negotiation, and close.
• Build strong senior relationships to support long-term account growth.
• Work with pre-sales, delivery, and service teams to craft high-value, service-led solutions.
• Attend client meetings, onsite visits, and events as required.

Ideal Candidate Profile
• A proven high performer in IT Services sales with a strong track record against GP targets.
• Experience selling into mid-market and enterprise customers based on user numbers.
• Skilled in Managed Services, Professional Services, and AAS commercial models.
• Able to successfully generate pipeline through both provided leads and your own network.
• Strong relationship-builder with excellent closing ability.
• Background in reputable IT service providers or MSPs preferred.

Working Pattern
• Office days: 3 days per week unless out with customers.
• Flexible remote and field-based working across the rest of the week.

Interview Process
1. Initial 30-minute introduction call (Fridays).
2. Second-stage deep dive with hiring leadership.
3. Final face-to-face with senior stakeholders.