Job Description:
Role Purpose
The Strategic Accounts Development Manager is responsible for growing and protecting revenue across Gladstone’s key strategic customers. This role focuses on long-term relationships rather than short-term sales, working closely with senior stakeholders to understand their goals, unlock new opportunities, and ensure Gladstone is a trusted, long-term partner.
You will act as the commercial lead for a portfolio of high-value accounts and prospects, driving growth in the strategic accounts across the UK, while collaborating internally to deliver real value for customers.
Key Responsibilities
Strategic Account Management
- Own and manage a portfolio of strategically important customers across the leisure, public sector, and enterprise markets.
- Build strong, trusted relationships with senior decision-makers, including C-Suite, Heads of Service, Directors, and Commercial Leads.
- Develop and maintain clear account plans that align customer objectives with Gladstone’s solutions and roadmap.
Account Growth & Revenue Development
- Increase Gladstones market penetration in targeted strategic accounts.
- Identify and convert opportunities for upsell, cross-sell, and solution expansion across existing accounts.
- Lead commercial discussions around acquisitions, contract variations, and long-term agreements.
- Forecast account revenue accurately and contribute to overall business growth targets.
Customer Value & Retention
- Deeply understand each customer’s operational challenges and strategic priorities.
- Position Gladstone as a partner that supports digital transformation, efficiency, and improved customer experiences.
- Work closely with Customer Success, Support, and Product teams to ensure customers achieve measurable value from the platform.
Stakeholder & Internal Collaboration
- Act as the voice of the customer internally, feeding insights into product development, service improvements, and roadmap planning.
- Collaborate with the wider Sales, Marketing and Implementation teams to ensure joined-up account management.
- Support framework opportunities, tender responses, and account-specific proposals where required.
Governance & Commercial Control
- Manage contractual compliance, pricing discussions, and commercial risk within your account base.
- Ensure CRM data, account notes, and forecasts are accurate and up to date.
- Contribute to continuous improvement of account management processes and best practice.
Skills & Experience
Essential
- Proven experience managing and growing strategic or enterprise accounts within a B2B software or technology environment.
- Strong commercial acumen with experience of contract negotiations, renewals, and long-term agreements.
- Ability to build credibility with senior stakeholders and influence at board or executive level.
- Experience working with complex organisations, ideally within public sector, leisure, health, or education.
- Excellent communication skills, with the ability to explain technical solutions in plain English.
Desirable
- Experience within leisure management, SaaS platforms, or regulated/public sector environments.
- Familiarity with framework agreements and public sector procurement processes.
- Understanding of digital transformation challenges within membership-based or customer-facing services.
Personal Attributes
- Strategic thinker who can balance long-term relationships with commercial outcomes.
- Confident, professional, and consultative in approach.
- Organised, proactive, and comfortable managing multiple high-value accounts.
- Collaborative team player who puts customer success at the centre of decision-making.
Why Join Gladstone
- Be part of a market-leading leisure management software provider with over 40 years of sector experience.
- Work with organisations that make a real difference to health, wellbeing, and communities across the UK.
- Backed by Jonas Software and Constellation Software, offering long-term stability, investment, and growth.
- A culture that values collaboration, innovation, and doing the right thing for customers.
Salary will be commensurate with experience and job responsibilities. We offer excellent benefits.
Only candidates who are eligible to live and work in the UK need apply.
Business Unit:
Gladstone Software
Scheduled Weekly Hours:
37.5
Number of Openings Available:
1
Worker Type:
Regular
Company Site:
http://www.gladstonesoftware.co.uk
More About Jonas Software:
Jonas Software is a leading provider of enterprise management software solutions, serving a wide range of vertical markets including hospitality, healthcare, construction, education, personal care, fitness, leisure, moving and legal services, to name a few. Within these markets, Jonas is comprised of over 65 distinct brands, each a respected leader in its domain.
Jonas’ vision is to be the branded global leader across these verticals and to be recognized by customers and industry stakeholders as the trusted provider of “Software for Life.” We are committed to technology, product innovation, quality, and exceptional customer service.
Jonas Software supports over 60,000 customers in more than 30 countries. We employ over 6,000 skilled professionals, including industry experts and technology specialists. Across our broader network, we support a global workforce of more than 30,000 employees.
Headquartered in Canada, Jonas Software has a global footprint with offices around the world. We’re a 100% owned subsidiary of Constellation Software Inc., based in Toronto, publicly listed on the TSX (CSU.TO), and a member of the S&P/TSX 60 Index.
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