Account Director

About the Company

Responsibilities

• ● Protect and deepen the relationship
• ● Own a portfolio of Sparta's largest and most strategic accounts as the senior commercial lead for each one.
• ● Build relationships across the whole organisation, from day-to-day users on the trading desk to heads of trading, COOs and C-suite stakeholders.
• ● Know every account well enough that renewals are never at risk by surprise. Track usage, engagement and stakeholder sentiment, and act early on any sign of risk.
• ● Run executive business reviews that show the value Sparta delivers and agree with each client what success looks like next.
• ● Work with Customer Success, Product and our analyst teams so every client gets full value from Sparta and their feedback shapes the product roadmap.
• ● Grow accounts into 1M+ relationships
• ● Build and execute a strategic account plan for every account, mapping desks, teams, regions and commodity verticals not yet using Sparta.
• ● Identify and close upsell and cross-sell opportunities proactively, including additional products, verticals, desks and users.
• ● Take conversations to the most senior level and lead strategic discussions about moving accounts from limited user licences to enterprise-level, unlimited-user agreements.
• ● Use value selling to build the business case for enterprise adoption, showing how Sparta changes the way the whole organisation trades, analyses and makes decisions.
• ● Run complex, multi-stakeholder deals from start to finish, including procurement, legal and commercial negotiation.
• ● Consistently meet or beat retention, net revenue retention and expansion targets.
• ● Keep account plans, renewals and expansion pipeline accurate and up to date in HubSpot, including MEDDPICC qualification and forecasting.
• ● Coach and support Account Managers, sharing best practice on strategic account management.

Requirements

• ● + years' experience growing existing and strategic accounts in B2B SaaS, financial data, market intelligence or commodities.
• ● A proven record of expanding large accounts substantially, including taking accounts into seven-figure or enterprise-wide agreements.
• ● The gravitas and credibility to lead conversations with very senior stakeholders, including heads of trading, COOs and C-suite executives, and to challenge their thinking with confidence.
• ● Strong skills in value selling. You build the business case around the client's outcomes, not product features, and can show how Sparta changes their operations at enterprise level.
• ● Hands-on ownership of both retention and expansion. You run the renewal and close the growth yourself.
• ● Strategic and commercially sharp, with the discipline to build and run long-term account plans.
• ● Organised and data-driven, with strong CRM and forecasting habits and a working knowledge of AI tools.
• ● Genuinely curious about commodities and energy markets.
• ● Nice to Have Experience
• ● Prior experience selling to trading houses, oil majors, refiners, banks or hedge funds.
• ● Familiarity with HubSpot and Claude.
• ● An additional European language.

Benefits

• ● At Sparta, our culture is built on innovation, collaboration, and high performance. We thrive in a fast-paced environment where initiative is celebrated, challenges are embraced, and impact is rewarded.
• ● Equity in a high-growth, VC-backed company
• ● 42M in Series B funding - strong market traction and investment
• ● Early-stage growth - build your career as we scale
• ● Market-leading product - we are redefining commodity trading intelligence
• ● Top-tier tools and technology to support your success
• ● WHAT'S THE CULTURE LIKE AT SPARTA
• ● At Sparta, our culture isn't just a set of values on a wall - it's how we work. We embrace a dynamic environment where initiative is celebrated, challenges are met head-on, and innovation thrives. You'll collaborate with people who are passionate about our mission and committed to building outstanding products and outcomes for our customers.
• ● THE SPARTA CODE
• ● Understanding is non-negotiable
• ● Understanding leads to believing. Believing leads to winning.
• ● The 'why' is the difference between compliance and conviction. Before we execute, we ask: why does this matter, who does it serve, what changes if we win People who understand the mission don't need to be managed.
• ● Ask for forgiveness, not for permission
• ● Most decisions are reversible. Most fears are not.
• ● % of decisions are reversible. Make them, ship, iterate. Perfection is the enemy of efficiency. Bias for action means moving before you have all the answers, but it isn't recklessness. The rule: tell the rest of us what you did, what changed, what you learned.
• ● Fall in love with the problem
• ● The mission wins. Your idea doesn't have to.
• ● Solutions flatter our ego. They feel like progress. But solutions without problems are opinions, and opinions don't move customers, markets, or teammates. The goal is to find what's true, not to win the room. If your idea gets killed because a better one comes along, that's the system working.
• ● It's your fault. Lucky you.
• ● If it's on you, it's in your control.