SMB Account Director

Company Overview:

Established in 2006, FluidOne is an award-winning provider of Connected Cloud Solutions with a £110m turnover and focus on customer service, consistently achieving one of the highest Net Promoter Scores (NPS) in the industry, securing 84 for March 2026. Underlying its services is FluidOne’s national fibre network, Platform One, which is the most connected network in the UK. FluidOne has a strong company culture enjoyed by 460 staff and was ranked in the top 50 Best Companies to work for in the UK awards 2023 and in the top 25 Technology companies to work for in the UK.

FluidOne supports the needs of 2,000+ customers, including 200 channel resellers, with services covering connectivity, SD-WAN, cyber security, IT managed services, mobile, IoT, UCaaS and CCaaS. Addressing the needs of SME, mid-market and Enterprise, FluidOne consults with its customers to design solutions that complement their in-house IT structures. FluidOne takes complex hybrid multi-site environments and makes them simple and secure, so end-users can access their business applications wherever they are.

Full Job Specification:

Role Overview

The SMB Account Director is responsible for new logo acquisition and strategic account development within the 50–500 user customer segment, operating as an overlay alongside Enterprise Account Managers.

The role carries full commercial ownership, with a £250k Annual Gross Profit (AGP) target in the first 12 months, and focuses on driving multi‑pillar adoption across FluidOne’s core services: Connectivity, Mobile, Modern Workspace, Cyber Security, and Managed Services.

Customers typically have limited internal IT capability and rely on FluidOne as a trusted, outcome‑focused managed services partner.

Measures of Success (Year 1)

• Deliver £250k AGP within the first 12 months
• Secure new logo customers within the 50–500 user segment
• Drive expansion and cross‑sell across multiple FluidOne pillars
• Maintain strong forecast accuracy and pipeline integrity
• Deliver structured, value‑driven QBRs aligned to account plans and roadmaps
• Protect margin through effective qualification and internal coordination

Key Responsibilities

• Own new logo acquisition and account growth within the 50–500 user SMB / mid‑market segment, spending approximately 50% of time operating as an overlay with Enterprise Account Managers.
• Identify and develop whitespace opportunities across Connectivity, Mobile, Modern Workspace, Cyber Security, and Managed Services.
• Build and execute account plans, IT roadmaps, and risk registers aligned to client objectives.
• Lead commercial negotiations including renewals, contract changes, and expansion opportunities with senior client stakeholders.
• Deliver structured QBRs covering service performance, risk, roadmap progress, and commercial opportunities.
• Act as the primary commercial owner and escalation point for assigned clients.
• Coordinate internal teams including Solution Architects, Technical Account Managers, Project Managers, and Operations to deliver successful client outcomes.
• Support onboarding and project delivery by maintaining clear communication and ownership throughout delivery phases.
• Provide leadership across virtual account teams, influencing internal stakeholders and holding parties accountable to agreed outcomes.

CRM, Forecasting & Commercial Discipline (SFDC)

• Maintain high‑quality Salesforce (SFDC) data to support:
  • Accurate forecasting
  • Strong pipeline integrity and qualification (MEDDPICC)
  • Clear visibility of deal value, probability, stage, and next actions
• Ensure all opportunities are correctly qualified, progressed, and reported in line with FluidOne’s sales governance standards.

Key Requirements

• Proven experience in IT, technology, Managed Services, or MSP environments, ideally selling to SMB or mid‑market customers.
• Strong commercial acumen with the ability to identify, shape, and close opportunities across multiple solution pillars.
• Confident and credible communicator, comfortable engaging senior stakeholders and leading QBRs.
• Highly organised, proactive, and able to manage multiple opportunities and stakeholders concurrently.
• Strong customer‑first mindset with practical problem‑solving ability.
• Experience coordinating cross‑functional internal teams to deliver commercial outcomes.
• Professional, credible, and capable of building long‑term client relationships.
• Full UK driving licence.
  
  

Benefits after probationary period: 

• Subsidised health and dental care 
• Employee Assistance Programme (EAP)
• Life assurance (3x salary)
• Discount platform 
• Pension contribution – 5% company contribution
• Generous holiday entitlement
• One day off for birthday
• Half price internet connectivity
• Ride2Work scheme
• Department incentives
• Volunteer day scheme 

Send CV with covering letter to recruitment@fluidone.com with the job title as the subject field.

FluidOne is an equal opportunities provider and welcomes applications regardless of sex, marital status, ethnic origin, disability, religion, sexual orientation, or age.