Zellis is a trusted partner to many of the UK and ROI’s largest and most respected organisations, delivering innovative HR, payroll, and workforce management solutions. Committed to excellence, Zellis empowers businesses to achieve operational efficiency and outstanding employee experiences. Through strong commercial partnerships and a focus on growth and shared value, Zellis consistently sets the standard for world-class service and industry leadership.
To support our future objectives, we are seeking a high impact sales leader with strong commercial and strategic acumen to join our commercial organisation as Director of Strategic & Enterprise Accounts. Reporting to the CRO, you'll lead a team of 6–8 Account Managers across a defined customer sector, setting a clear vision for performance, growth, and customer excellence.
Your primary responsibility is to design and execute both short and long-term strategies that accelerate customer growth, retention, and revenue performance. You'll ensure the Account Management team consistently meets quota, builds a strong and targeted pipeline, and delivers predictable, high-quality forecasting. This role requires a proven ability to lead, coach, and develop a high-performing sales team, driving disciplined sales execution and strong revenue outcomes across a diverse enterprise customer base.
The successful candidate will have demonstrable experience of consistent, high performing sales leadership within the Payroll & HR technology sector. You'll bring a track record of leading complex sales cycles, elevating sales capability, and shaping winning commercial strategies.
You'll drive account development and pipeline generation initiatives, using sound commercial judgement to build and manage senior executive relationships. This includes leading negotiation strategies, shaping commercial positions, and ensuring rigour in sales planning and execution.
As the primary point of contact for complex, high-value enterprise and strategic accounts, you'll work with cross functional teams including Product, Implementation, Customer Success, and Finance, to deliver a differentiated customer and buying experience.
As a senior leader, you'll be responsible for people development, including capability assessment, performance management, career development, and continuous skills uplift, fostering a high performance sales culture that delivers exceptional customer experience and supports Zellis’ broader strategic ambitions.
Key areas of responsibility will include:
Sales & Revenue Generation
- Owning and consistently exceeding the annual recurring revenue quota and expansion within strategic and enterprise accounts.
- Supporting the team leading complex, multi-stakeholder sales cycles end-to-end, from initial discovery and solution shaping through to commercial negotiation and contract execution.
- Designing and delivering tailored account strategies that align Zellis' AI enabled HR, WFM and Payroll solutions to customer objectives, compliance requirements, and workforce complexity.
- Aligning the team to identify, quantify, and execute upsell and cross sell opportunities within existing Strategic and Enterprise accounts, partnering closely with Customer Success to drive strong net revenue retention and sales bookings.
- Negotiating pricing, commercial concessions, and contractual terms with confidence, ensuring outcomes that balance customer value with commercial rigour.
- Building and executing high impact sales strategies, leading your team to effectively position, market, and sell application solutions directly into target accounts.
- Defining and allocating the right customer targets, territories, and performance expectations to maximise coverage and market opportunity.
Setting clear sales goals and KPIs, coaching the team to deliver consistent, high quality execution against targets.
- Proactively identifying new revenue opportunities and designing compelling go-to-market campaigns that fuel pipeline generation and accelerate growth.
Strategic Account Management
- Building and sustaining executive-level and senior stakeholder relationships across strategic and enterprise accounts.
- Acting as a trusted advisor on HR, WFM and payroll strategy supporting technology transformation for strategic clients.
- Supporting the team with developing compelling, executive ready business cases and ROI models that articulate the value of Zellis solutions for large scale deployments.
Commercial Leadership
- Partnering with Sales Leadership to shape enterprise go to market strategy, segment focus, and competitive positioning.
- Collaborating with Product and Marketing on enterprise feedback loops, feature prioritisation, and broader market intelligence.
- Creating a high performance, growth oriented sales culture using the Zellis Sales methodology.
- Serving as a senior ambassador for the business, confidently representing Zellis at industry events, conferences, and external forums to enhance brand presence and foster strategic partnerships.
- Driving innovation and change in alignment with our commercial goals, focusing on team effectiveness and impact, employee engagement, and portfolio growth.
- Demonstrable successful people leadership experience in a SaaS environment.
- Extensive experience of B2B solution sales or account sales experience, ideally within HR & Payroll technology.
- Proven track record of consistently meeting or exceeding quota in a high-growth SaaS environment.
- Sales experience in complex strategic and enterprise is highly preferred.
- Proven experience of improving team impact and effectiveness through driving innovation and change.
- Good problem solver with ability to build and maintain strong collaborative partnerships.
- Strong commercial acumen with the ability to build compelling business cases and ROI frameworks.
- Deep understanding of enterprise procurement processes, legal structures, and commercial contracting.
- An excellent communicator and influencer with strong influencing skills and executive presence.
At Zellis Group (Zellis, Moorepay, Benifex, and Hastee) we power exceptional employee experiences by creating AI-enabled products and services within HR, workforce management, payroll, and benefits. Our vision is to be the clear leader in pay, reward, analytics, and people experiences. With over 3,500 colleagues across the UK, Europe, India and the Philippines, we have a significant ambition for growth (organically and through M&A).
Our vision is to be the clear leader in pay, reward, analytics, and people experiences. We're passionate about creating an environment where people want to join, belong to, and be part of a progressive organisation. Our values, which were defined with input from of our colleagues, we live and breathe every day:
- Unstoppable together.
- Always learning.
- Make it count.
- Think scale.
Our people are critical to our ongoing success; we’re proud of our inclusive culture that gives you the platform to grow, challenge the status quo and play a crucial role in further enhancing our market position. With Zellis Group you’ll have the chance to stretch and challenge yourself in an environment that’s varied, flexible and hugely supportive.
We also love to reward and recognise our brilliant colleagues. As part of your benefits package, you’ll receive:
- A competitive base salary, cash car allowance and commission structure.
- 25 days annual leave, plus your birthday off and the opportunity to buy additional holiday.
- Private medical insurance.
- Life assurance 4x salary.
- Enhanced pension scheme with company contributions up to 8.5%.
- A huge range of additional flexible benefits across financial & personal wellbeing, lifestyle & leisure.
