About the Role
The Account Executive is responsible for managing and growing their own portfolio of Lightfoot customers, building strong relationships and identifying opportunities to expand value across their accounts. In addition, the Account Executive provides support to the Account Manager and Account Director across their customers, acting as a further point of contact and assistance where needed.
A particular focus of the role is growing customers within their own portfolio – identifying and progressing upsell, cross-sell, and expansion opportunities, and securing client renewals to protect the portfolio and build margin over time. The role requires excellent communication, proactivity, and the ability to work across teams to drive customer engagement and success. The Account Executive reports to the Account Director and works closely with the wider Account Management team to ensure customers gain maximum value from their Lightfoot solutions.
Hours: 37.5 hours per week, Monday to Friday.
Location: This is a hybrid role – two office days per week (Tuesdays and Wednesdays) based at our Exeter office.
Key Responsibilities
This is a growth-focused role, suited to someone with a commercial mindset who is driven to identify and convert upsell, renewal, and expansion opportunities across their portfolio.
Manage and grow a portfolio of Lightfoot customers, building strong relationships and driving engagement, adoption, and account performance.
Take ownership for growing customers within their own portfolio, proactively identifying upsell, cross-sell, and expansion opportunities from usage data and customer review meeting.
Build and progress account growth plans, converting identified opportunities into confirmed revenue.
Schedule and attend customer meetings, including calls, on-site visits, and training sessions.
Deliver the customer renewal process to protect and grow portfolio value and achieve retention KPIs.
Adopts the Account Management Playbook in providing the framework to successfully manage our customers.
Supports the implementation/onboarding process for assigned customers, working with that team to ensure smooth implementation and high initial satisfaction.
Deliver training on Lightfoot’s portal, InsightHub and products to demonstrate value and ensure effective use by customers.
Promotes Lightfoot’s key differentiators, including Driver Rewards and Gamification, and drives customer engagement with these initiatives.
Monitor customer performance data and provide insights to support adoption, retention, and growth opportunities through regular business reviews.
Support the Account Manager and Account Director across their customers – acting as a further point of contact for customer queries when they are unavailable and assisting with other tasks relating to their portfolio as directed by the Account Director.
Work closely with teams including Product, Engineering, and Customer Support to ensure customer needs are met.
Contribute to internal initiatives to enhance the customer experience and improve service delivery.
Key Skills, Experience, and Qualifications
Previous experience in account management, customer success, or a client-facing role, ideally in a B2B or SaaS environment.
Commercial mindset with a proven drive to identify, pursue, and close growth opportunities, including upselling, renewals, and account expansion.
Strong organisational and communication skills, with an ability to manage multiple customer relationships and work closely with Account Managers and Account Directors.
Proficiency in CRM systems (Salesforce preferred) and Microsoft Office tools.
Ability to interpret customer data and apply insights effectively, spotting opportunities for account growth and expansion.
Team player, capable of working collaboratively and independently.
Experience with technology products or SaaS platforms is desirable.
Willingness to travel for customer-facing activities.
Lightfoot invests in the development of its people, and this role offers a genuine career pathway, with the opportunity to progress to an Account Manager as skills and experience grow
