The posting
Money stress is the biggest productivity killer in the workplace - My Money Matters exists to change that. We're building an app that improves employees' finances automatically every pay day - giving them financial tools that directly improve their financial health with less effort.
Every pay day is an opportunity to build better money habits. We make it easy. Employees can accelerate retirement savings with tax-efficient pension top-ups, build a safety net effortlessly with auto savings, or access their already-earned salary ahead of pay day for emergencies.
For employers, fewer employees with money worries means more focus on work. We're trusted by major organisations including the NHS, and we're growing fast.
The role
You’ll lead the team responsible for growing My Money Matters’ revenue across our portfolio of existing employers. You’ll own the commercial outcomes of the function across expansion revenue, renewal conversion and employee adoption, leading and developing a team of Account Managers to deliver these results.
You’ll also manage the Customer Launch Manager, who is responsible for day-to-day launch delivery and managing the launch team. You’ll be accountable for overall launch outcomes as part of the wider customer lifecycle, ensuring customers are set up for success and positioned for long-term growth.
Many of our current customers have our share-cost additional voluntary contribution (SCAVC) pension product, and it is your job to set the strategy that brings them onto our full platform offering, of Payroll Savings and On Demand Pay. We earn when employees use the service, so adoption is growth, and driving adoption at scale, is what we’ll be measuring.
This is a commercially led, target oriented leadership role, reporting into the Commercial Director, with direct line management responsibility across two functions within the post-sale customer lifecycle. This role is hybrid (1-2 days in London) with travel for customer meetings, engagement events and strategy sessions.
What you’ll be doing:
- Own and deliver the expansion target across our portfolio of employers, personally leading the largest or most complex accounts from discovery to close
- Hire, lead, develop and hold the Account Management team accountable to commercial targets, coaching account planning and deal strategy and reviewing the biggest opportunities.
- Manage and develop the Customer Launch Manager, setting expectations and holding them accountable for launch performance and outcomes, while giving them ownership of day-to-day delivery and management of the launch team.
- Build the account planning standard and playbooks the team uses to bring customers from SCAVCs onto the full platform, including On Demand Pay and Payroll Savings
- Drive employee take-up as a portfolio-wide priority, since usage is what turns contracts into revenue
- Own renewal outcomes across the portfolio, starting renewal planning 9–12 months ahead of contract end so the platform case is evidenced well before theformal renewal window.
- Lead negotiation on the largest or most contested renewals, and build the team's fluency in public sector procurement and contractual constraints
- Maintain a portfolio-wide view of account health, proactively identifying churn risks and putting mitigation plans in place to protect revenue and strengthen customer relationships.
- Build and hold direct relationships with budget holders and executives across HR, Payroll, Pensions and Finance on the most strategic accounts, turning platform data into a commercial story that lands at C-level
- Own CRM accuracy, pipeline management and forecasting across the team, ensuring renewals, expansion opportunities and revenue risks are visible and forecasts are reliable.
- Own the handover between Sales, Launch and Account Management, ensuring clear accountability throughout the customer lifecycle.
- Represent the account management and launch function with Marketing and Product, and act as the senior voice of the customer internally
Skills and Competencies
- Strong commercial acumen: spots opportunity, builds the business case, negotiates and closes, and coaches others to do the same
- Strong people leadership: able to lead, develop and hold both commercial and operational teams accountable for performance, with clear ownership and without close supervision.
- Consultative and growth-minded, positioning a multi-product solution against customer needs
- Influences and holds relationships at C-level and senior budget-holder level, personally and through the team
- Translates product capability into commercial language for a senior, non-technical audience
- Organised, data-literate and comfortable running a portfolio-wide pipeline and forecast
Experience & Background
- Proven track record of hitting expansion, upsell or cross-sell targets in an account management or similar commercial role, including experience managing or leading a team
- Experience owning renewals, ideally moving customers onto broader or multi-product agreements
- Experience overseeing customer onboarding, implementation or launch processes, with the ability to drive consistency, efficiency and accountability.
- Experience managing relationships with C-level or senior budget-holder stakeholders
- Experience building or scaling a commercial team, including hiring, coaching and performance management
- Experience with complex, regulated or public sector organisations is advantageous but not essential
- Experience in a high-growth SaaS business, ideally in an adjacent sector (HR, benefits, payroll, financial wellbeing, finance)
How Is Success Measured?
Growth measures come first; retention is the baseline that you and your team protect.
- Net revenue retention: portfolio growth after churn and contraction
- Expansion revenue vs target: new team-wide revenue closed from existing accounts
- Platform conversion rate: share of renewals converting to platform agreements
- Launch performance: customers launched successfully and within agreed timelines.
- Employee take up: Share of eligible employees using each product, across the portfolio
- Gross revenue retention: Revenue kept, before expansion
- Team attainment: Share of Account Managers hitting their individual expansion target
Our Recruitment Process
Stage 1 | People & Culture Call – An initial conversation about your experience, motivations and what you're looking for in your next role.
Stage 2 | Hiring Manager Interview – An interview with our Commercial Director to explore your experience leading a commercial team in more detail, your approach to the role, and give you the opportunity to learn more about the team and what we're building.
Stage 3 | Practical Exercise – A practical exercise designed to give you the opportunity to demonstrate how you would approach some of the key areas of the role, including team strategy and a major account scenario. You'll be provided with a briefing and any relevant context in advance, so you have time to prepare.
Stage 4 | Leadership – A conversation with a senior leader to discuss your approach to building and running a commercial team, and your fit with the wider business.
Benefits
🇬🇧 Remote working within the UK Work remotely from anywhere in the UK, giving you flexibility to work where you perform at your best.
🖥️ Home office budget Receive a £200 annual budget to help you set up and improve your home working space.
🌴 Annual leave 25 days’ annual leave, increasing with tenure, plus the option to purchase up to 5 additional days each year.
🎂 Birthday off Take your birthday off, because everyone deserves time to celebrate properly.
🤝 Collaborative team bonus For non-commission roles, you’ll be part of our collaborative team bonus scheme, recognising shared success across the business.
💰 Pension scheme Access to our pension scheme.
✨ Perkbox salary sacrifice schemes Access salary sacrifice schemes through Perkbox, including car leasing, gym memberships and tech purchases.
🩺 Medical cashback scheme Helping with everyday healthcare costs.
👶 Enhanced parental leave Support during important life moments.
🎉 Team connection Regular opportunities to connect as a team, including our annual Summer Conference.
