Enterprise Account Manager

Job description

## About Auror At Auror, we're empowering the retail industry to tackle theft and Organised Retail Crime, a $150 Billion problem globally. It's high volume crime that's increasingly organised in nature and is putting people, retailers, and communities at risk every day. Founded in New Zealand 12 years ago, we're working with some of the best and largest retailers in the world across the US, Canada, Australia, New Zealand, and the UK. Auror is connecting people and intelligence to reduce crime. We're using technology for good. In partnership with our leading retail partners, we need people with the passion, determination, and innovation required to overcome one of the world's largest problems. If you're looking to make a difference with and for the people dedicated to stopping crime, for good, then we want you on our team. We're also embracing the potential of AI to supercharge our impact — whether that's enhancing the way we detect trends, support our customers, or improve internal workflows. As a company, we're committed to responsibly incorporating AI into how we work and what we build, and we encourage all Aurors to be curious about how AI can elevate their work, regardless of role or function. ## The Role We're looking for a commercially accountable Enterprise Account Manager, known internally as a Retail Partnerships Manager, to drive enterprise revenue growth across a portfolio of Auror's most strategic UK retail customers, with direct ownership of expansion, renewals, and long-term ARR performance. You'll step into an established book of high-profile partnerships and hit the ground running. As a Retail Partnerships Manager, you will be responsible for driving expansion and renewal outcomes within enterprise accounts following initial sale. You will lead commercial strategy, identify and close upsell opportunities, and own renewal negotiations while partnering closely with Customer Success to ensure value realisation. This role connects executive engagement with enterprise sales strategy, driving revenue growth and building long-term strategic partnerships. ## What You'll Do ### Demonstrated Sales Discipline and Commercial Acumen - Own revenue growth through structured account planning, opportunity identification, and alignment to executive business objectives. - Drive upsell, cross-sell, and renewal outcomes end-to-end, leading discovery, business case development, negotiation, and close. - Apply MEDDICC rigorously to qualify opportunities, map buying groups, and maintain deal accuracy across your portfolio. - Maintain disciplined use of Salesforce, Trumpet Deal Rooms and core sales tooling to ensure forecast accuracy, pipeline hygiene, and commercial visibility. - Systematically multi-thread across economic buyers and executive sponsors to accelerate deal velocity and de-risk revenue. - Anchor commercial decisions in quantified value and ROI, structuring multi-year agreements to maximise retention and ARR growth. ### Articulate the Value of the Auror Platform - Lead executive presentations, demos, and strategic discussions that articulate the value of our platform in a way that resonates with decision-makers. - Deeply understand their business operations and context to help embed Auror Core and added functionality within their organisation. ### Build Executive-Level Partnerships - Establish and deepen relationships with senior retail executives and Loss Prevention leaders. - Lead strategic conversations that tie Auror's platform to enterprise priorities and measurable business impact. And position Auror as a long-term, enterprise-wide partner. - Manage customer expectations and internal alignment, ensuring product requests, escalations, and commercial commitments are structured and strategically prioritised. - Be an industry advocate, representing Auror at key events and shaping the way the retail sector approaches crime prevention. ### Execute the Land-to-Expand Model - Partner with New Business during pilot and early deployment phases. - Assume full commercial ownership post-initial sale. - Build 12–24 month expansion roadmaps aligned to customer objectives. - Remove roadblocks and mitigate risks to swift deployment and expansion. ### Collaborate for Long-Term Success - Partner closely with Customer Success, who leads Business Reviews and value realisation. - Partner with Product and Marketing to support strategic growth initiatives. - Project-manage complex deployments and proof-of-concept pilots, removing roadblocks to swift rollout. - Maintain accurate forecasting and pipeline discipline. ## This Role Reports to Ellen Dick, Director Retail Partnerships – UK  *I've been with Auror for over a decade, scaling the business across three markets — Australia, New Zealand, and the UK. From early-stage growth through to enterprise sales, I've worked across customer success, commercial strategy, and retail partnerships at every stage of Auror's journey.* *Today, I lead a team of Retail Partnerships Managers in the UK, driving revenue growth across our most strategic retail accounts. We operate with a high-performance culture anchored in commercial rigour, target accountability, and a genuine passion for what we do. I'm looking for someone who brings that same energy — hungry, collaborative, and ready to make an impact.* ## About You - Proven Enterprise Sales experience, including success managing and expanding enterprise accounts. - Strong commercial acumen with experience closing expansion and renewal deals. - Experience using MEDDICC or similar enterprise sales frameworks (e.g., MEDDIC, SPIN, Challenger) to qualify, progress, and close complex deals. - Skilled negotiator comfortable leading multi-year SaaS contract discussions. - Executive presence with the ability to influence senior stakeholders. - Exceptional communicator — you can deliver compelling presentations and articulate value propositions with clarity and confidence. - Excellent project management skills, with a proven ability to lead complex, multi-workstream initiatives end-to-end. - Analytical and data-informed in building account strategy. - Self-motivated and highly organised with disciplined pipeline management. - Comfortable operating in a dynamic, high-growth environment — you thrive in ambiguity and work at pace. - Hungry to be part of a world-class, mission-driven scale-up. - Collaborative by nature — you build strong internal relationships and work effectively across functions. - Experience with Salesforce. - Willingness to travel as needed. ### Nice to have: - Experience in retail Loss Prevention environments. - Experience operating within a land-and-expand SaaS model. - Knowledge of recognition technologies (LPR/ANPR, facial recognition) or security/crime prevention solutions. We are looking for people who demonstrate a strong alignment to our [Guiding Principles](https://www.auror.co/company-careers). Auror is committed to providing an inclusive and accessible application process to all candidates and we are actively working to improve diversity within the tech industry. We celebrate diversity and inclusiveness at Auror, regardless of (but not limited to) race, gender, sexual orientation, family status, religion, ethnicity, national origin, physical disability, veteran status, or age. If you need adjustments to any part of our recruitment process because of accessibility reasons, please do not hesitate to let us know during the application process. We will work with you to identify adjustments that will allow you to perform at your best. ## Benefits - **Competitive salary range:** Depending on level of experience, a base salary of between £67,500 – £82,500 (IC4) , with an OTE ~£129,000 - **Generous annual leave:** 29 days of annual leave per year, plus public holidays, so you can properly rest and recharge. - **Employee share scheme:** You’ll own part of a company making a real difference! - **Wellness days:** We offer 10 paid Wellness Days per year, which can be used for mental or physical health, medical appointments, or to care for an unwell family member. - **Flexibility:** We are hard-working and outcome focused, but recognise there is more to life than work. We promote a healthy work/life blend. - **Shorter work weeks (at full pay):** Everyone gets Friday afternoons off, so you can start your weekend early, and do more of whatever it is that makes you happy. - **Focus on mental and physical health:** We understand how vital our health is and have policies to support your wellness, including Wellness Days, and up to £375 GBP for expert sessions every year. - **Private Medical Insurance:** Auror covers the cost of your plan membership with Vitality, where you will also enjoy the benefits of their Vitality Programme for health and wellbeing. - **Family-friendly:** We offer comprehensive paid parental leave - 12 weeks for birth parents and 6 weeks for non-birth parents following birth, adoption, or surrogacy, available to all Aurors from day one. - **Personal growth:** We support our team to participate in courses, conferences, or events that will help them develop their skills. - **Team love:** We have regular team lunches and social events where most (if not all) activities are during work hours. ## Next Steps If you're excited about our mission and you have the experience and a passion for this role, please hit "Apply". If you're not sure that you tick all the boxes but feel you're close to what we're looking for, please apply anyway! We're proud that Auror is a place where everyone can learn and grow so we'd love to hear from you. You'll be asked to submit a cover letter as part of your application. While this is optional we do encourage it, as we find cover letters can tell a story that resumes alone often cannot. Our hiring team love to understand what attracted you to this role and why you are excited about the opportunity to join Auror. Once you apply, you'll hear from us to acknowledge your application. If you have questions about any of the above, or if you have any accessibility requirements, we'll be able to help you from there.