Strategic Account Manager

About CRU:
CRU International is a leading provider of business intelligence and consulting services in the metals, mining, and fertilizer industries. With over 50 years of experience, we offer valuable insights and analysis that help our clients make informed decisions in an ever-changing global market.

About the role:
The Strategic Account Manager is responsible for driving profitable revenue growth across a portfolio of strategic client accounts. The role combines disciplined account management with proactive business development, focusing on retaining and expanding existing client relationships while identifying, qualifying, and converting new business opportunities.
Success in the role will be measured against clear commercial outcomes, including KPIs involving: Gross Revenue Retention, Net Revenue Retention, New Client Revenue and Annual Recurring Revenue.
The successful candidate will bring a consultative, outcome-led approach to selling CRU’s services, data, and insights, building trusted relationships with senior stakeholders and translating client needs into commercial opportunities.

Responsibilities

Key Responsibilities:
Revenue and Growth
• Deliver annual revenue targets across strategic accounts, driving retention, expansion, and new business growth.
• Manage performance against GRR, NRR, and new client revenue objectives.
• Protect recurring revenue while increasing wallet share and identifying growth opportunities.
Strategic Account Planning
• Develop and execute account plans that identify renewal risks, expansion opportunities, whitespace, and new-logo potential.
• Align account strategies with client priorities, stakeholders, buying processes, and industry use cases.
• Balance short- and long-term retention, growth, and market expansion objectives.
MEDDPICC Qualification and Deal Management
• Apply MEDDPICC throughout the sales cycle to qualify, progress, and close opportunities.
• Maintain clear qualification, commercial case, and next-step plans for material opportunities in Salesforce.
• Use disciplined opportunity management to improve forecast accuracy, deal quality, and conversion.
New Client Acquisition
• Identify, qualify, and pursue new business opportunities within the assigned market.
• Build a qualified pipeline through targeted outreach, strategic networking, and client engagement.
• Manage opportunities from discovery through to negotiation and close.
Executive Relationship Management
• Build trusted relationships with senior stakeholders across client organisations.
• Use executive engagement to support renewals, deepen partnerships, and identify expansion opportunities.
• Partner with Customer Success to ensure clients realise measurable value from CRU’s solutions.
Solution-Led Selling
• Understand client challenges and position CRU’s services, data, and insights as solutions that deliver measurable value.
• Develop tailored value propositions and negotiate multi-stakeholder commercial agreements.
Forecasting and Salesforce Hygiene
• Maintain accurate pipeline, forecast, account, and activity information in Salesforce.
• Ensure opportunity stages, next steps, close dates, stakeholder coverage, and MEDDPICC fields are complete and up to date.
• Provide clear visibility of account status, risks, and opportunity progression.
Collaboration and Market Intelligence
• Work with Customer Success, Product, and Analysis teams to support client retention and growth.
• Turn client feedback and market intelligence into account strategy, product input, and new commercial opportunities.
• Represent CRU credibly in client conversations, industry events, and wider market activity.
Travel
• Travel approximately 30–40% for client meetings, events, and internal sessions.
• For fully remote roles, spend one week per quarter at CRU’s North America headquarters in Pittsburgh.
• Bring a growth mindset, curiosity, and commitment to client impact.

Requirements

Qualifications:

• Bachelor’s degree in Business, Marketing, Economics, or a related field.
• Working knowledge of MEDDPICC or an equivalent qualification methodology.
• Proficiency with CRM and sales tools, including Salesforce.

Skills & Experience:

• 5+ years of enterprise sales, strategic account management, or commercial leadership experience.
• Proven success managing complex accounts and delivering retention and growth outcomes.
• Strong track record of meeting or exceeding revenue targets.
• Experience in new business development and solution-led selling.
• Experience in strategic account planning, including whitespace, renewal risk, and stakeholder mapping.
• Strong commercial acumen, including qualification, forecasting, negotiation, and closing.
• Credibility with senior stakeholders and decision-makers.
• Excellent CRM discipline, including Salesforce hygiene and forecast integrity.
• Strong communication, analytical thinking, and cross-functional collaboration skills.
• Growth mindset, resilience, and a strong focus on client success.

Benefits

What We Offer:

• Competitive salary and flexible benefits package.
• Opportunities for professional growth and development as part of a global company.
• A collaborative and supportive work environment.
• The chance to work with industry-leading experts and over a diverse range of topics and projects.