Director of Account Management, UKI
Description
Aircall is a unicorn AI-powered communications platform transforming how teams win with customers.
For over a decade, we’ve believed voice builds the strongest business relationships. We bring voice, SMS, WhatsApp, and 250+ integrations together on one seamless workspace—so every customer conversation drives revenue, resolves issues faster, and builds trust. Our AI Voice Agents handle routine interactions while your team leads the conversations that matter most. Used by 24,000+ businesses worldwide.
We’re 600+ people from 40+ nationalities across Paris, London, Madrid, Berlin, New York, San Francisco, Seattle, Sydney, and Mexico City. We’re ambitious, product-driven, and execution-focused—built for visible impact, fast decisions, and real growth.
Come join us!
As the Director, Account Management, UK & Ireland you will lead Account Management for UKI, owning net revenue retention and expansion across the region's customer base, with a team of c.8 people. You'll work closely with Sales, BDR, Partnerships, Customer Support and RevOps.
UKI is one of our strongest regions on retention, and we want someone who can keep that bar high and turn the installed base into the main growth engine for AIVA and our AI products.
Key Responsibilities
- Own the number: Be accountable for NRR, GRR and expansion MRR for UKI Core (SMB, Mid-Market and Enterprise). Run a forecast you can defend week after week.
- Lead, coach and grow the team: Coach your team in deal reviews, renewal strategy, account planning and customer conversations. Set clear standards, hire and develop talent, and build a succession bench.
- Make AI part of the AM motion: Make AIVA and AI Assist a core part of every account plan. Drive pipeline creation and bundle sales into existing customers, and partner with specialists on complex deals.
- Protect the base: Spot churn risk early, run structured save plays, and step in on strategic renewals and escalations.
- Run a rigorous operating cadence: Apply our pipeline methodologies (SPICED, MEDDPICC) across account plans, renewals and QBRs. Keep CRM data and forecast hygiene tight.
- Segment well: Define coverage models and book design for each segment, in line with the EMEA playbook, and give feedback to RevOps on what works locally.
- Be a senior voice for UKI: Join the EMEA leadership cadence and engage executive customers directly on key accounts.
Qualifications:
- 8+ years in SaaS, including 3+ leading managers in Account Management, Customer Success or a revenue-owning role
- A track record of improving NRR and hitting expansion targets at scale, with metrics you can share
- Strong commercial instincts on pricing, contracts and multi-year renewals
- Experience with a structured sales methodology (SPICED, MEDDPICC or similar)
- Data fluency and a disciplined forecaster, comfortable presenting to senior leadership
- Interest in AI products, and ideally experience selling new product lines into an installed base
- Experience in telephony, CCaaS or communications software is a plus
- Based in the UK, fluent in English
- Ready to be 3+ days in our London office
Why join us?
🚀 Key moment to join Aircall in terms of growth and opportunities
💆♀️ Our people matter, work-life balance is important at Aircall
📚 Fast-learning environment, entrepreneurial and strong team spirit
🌍 45+ Nationalities: cosmopolite & multi-cultural mindset
💶 Competitive salary package & benefits
DE&I Statement:
At Aircall, we believe diversity, equity and inclusion – irrespective of origins, identity, background and orientations – are core to our journey.
We pride ourselves on promoting active inclusion within our business to foster a strong sense of belonging for all. We’re working to create a place filled with diverse people who can enrich and learn from one another. We’re committed to ensuring that everyone not only has a seat at the table but is valued and respected at it by providing equal opportunities to develop and thrive.
We will constantly challenge ourselves to make sure that we live up to our ambitions around diversity, equity and inclusion, and keep this conversation open. Above all else, we understand and acknowledge that we have work to do and much to learn.
Want to know more about candidate privacy? Find our Candidate Privacy Notice here.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
As published by greenhouse · 6 questions
Basics
First Name, Last Name, Preferred First Name, Email, Phone, Resume/CV, Location
Short answers (3)
- LinkedIn Profile optional
- Website optional
- What is your desired salary?
Pick from a list (3)
- Do you currently have the right to work in the UK?
- If you are currently residing outside the hiring location(s), are you willing to relocate for this role? optional
- This role is a hybrid role and requires some regular in office time. Are you comfortable with being in the office 3 days per week?