Account Manager

Coachability

A willingness and demonstrated capacity to absorb feedback, adapt behaviour, and improve quickly.

Curiosity

A natural tendency to ask good questions, learn fast, and seek deeper understanding of customers, products, and markets.

Learning Agility

The ability to ramp quickly in new domains, absorb complexity, and apply new concepts in live work.

Achievement Orientation

A strong internal drive toward targets, standards, progress, and measurable outcomes.

Resilience

The ability to recover quickly from rejection, setbacks, lost deals, difficult customers, or changing conditions.

Ownership

A tendency to take responsibility for outcomes rather than waiting to be directed.

Initiative

A bias toward proactive action, preparation, and follow-through.

Discipline

A consistent operating rhythm, including preparation, follow-up, CRM hygiene, and process adherence.

Adaptability

The ability to adjust approach, messaging, and behaviour as context changes.

Ambiguity Tolerance

Comfort operating where process, messaging, product, or market conditions are still evolving.

Commercial Acumen

An instinct for how revenue is created, protected, expanded, and prioritised in a business context.

Business Judgment

The ability to make sound commercial calls with incomplete information.

Strategic Thinking

A tendency to think beyond the immediate task toward account trajectory, buying dynamics, and longer-term outcomes.

Analytical Orientation

A comfort with using data, signals, and evidence to form views and make decisions.

Problem-Solving Orientation

A tendency to break down problems, diagnose root causes, and work toward practical resolution.

Customer Empathy

The ability to genuinely understand customer context, pressures, and motivations without collapsing into passivity.

Value Orientation

A reflex toward business outcomes and customer impact rather than features, activity, or internal process.

Executive Presence

Credibility, composure, and clarity in front of senior stakeholders.

Influence

The ability to earn buy-in, shape decisions, and move people without relying on authority.

Communication Clarity

Clear, concise, audience-appropriate communication in verbal, written, and presentation settings.

Collaborative Orientation

A tendency to work well across sales, marketing, product, support, services, and leadership to advance customer and revenue outcomes.

Technical Acumen

Comfort understanding technical concepts, product architecture, integrations, and technical trade-offs to the degree the role requires.

Industry Experience

Prior exposure to the customer’s industry or problem domain.

Buyer Persona Experience

Prior experience selling to, supporting, or influencing the relevant buyer or stakeholder personas.

Segment Experience

Relevant exposure to SMB, mid-market, enterprise, or strategic-account environments.

Startup / Scale-Up Fit

Evidence that the person can operate effectively in a less structured, high-change, resource-constrained environment.

Builder Mentality

A tendency to improve systems, create structure, and help shape the playbook rather than only execute an existing one.

Digital & AI Fluency

The ability to use digital tools, automation, and AI responsibly to improve research, preparation, analysis, communication, and workflow execution while applying judgment and fact-checking.

Customer business model and unit economics

Understand how the customer makes money or captures value, what costs matter, and how budget owners think about investment trade-offs.

Industry / vertical context and buying patterns

Understand the customer’s industry, common operating models, regulatory or market context, typical buyer concerns, and how buying patterns vary by segment.

Product, use cases, and technical architecture

Understand core product capabilities, common use cases, limitations, integrations, implementation patterns, and architecture to the degree the role requires.

Buyer personas, KPIs, and decision drivers

Understand the goals, metrics, pressures, objections, and decision criteria of the relevant personas and buying committee members.

Competitive landscape and alternatives

Understand common competitors, in-house alternatives, status quo options, and the strengths, risks, and decision patterns associated with each.

Commercial model, pricing, contracting, and implementation model

Understand pricing constructs, packaging logic, contracting terms, implementation responsibilities, and common approval or paper-process blockers.

MEDDPICC

Qualify, inspect, and progress complex opportunities by evidencing metrics, the economic buyer, decision criteria, decision process, pain, champion, paper process, and competition.

SPICED

Structure customer discovery by capturing the buyer’s situation, pain, impact, critical event, and decision path to sharpen qualification, messaging, and deal strategy.

The Challenger Sale

Teach with insight, tailor the message to stakeholder priorities, and create constructive commercial tension that advances the buying process.

JOLT (Overcoming Indecision)

Diagnose customer indecision, reduce evaluation friction, limit unnecessary exploration, and guide hesitant buyers toward a confident commercial decision.