Senior Account Executive

ABOUT US SFG20 is the industry standard for building maintenance. Providing services and pioneering technologies that empower people to create and sustain safer buildings. Our mission is to make buildings better using our standard, software and expertise. Our vision is to become the leading authority for built environment maintenance that protects and enhances quality of life.   ABOUT THE ROLE Do you love the challenge of opening doors, starting conversations, and turning cold prospects into warm opportunities? At SFG20, we're looking for a tenacious, commercially-minded Sales Development representative to join our growing New Business team. This isn't a lead-following role. This is a true outbound SDR position where you'll own pipeline generation, build relationships with senior decision-makers, and create opportunities through smart, strategic prospecting. As the industry standard for building maintenance, we're transforming the built environment through our software, expertise and standards. Now we need someone with a genuine hunter mentality to help us reach even more organisations. 📍 Hybrid role with amazing offices in Manchester No.1 Spinningfields.   KEY RESPONSIBILITIES: Pipeline Generation (Outbound-Led) * Build a high-quality pipeline through structured outbound prospecting into target accounts aligned with SFG20’s Ideal Customer Profile (ICP). * Identify, prioritise, and systematically engage key accounts using multiple channels (phone, email, LinkedIn, strategic research). * Map organisations to identify stakeholders, decision-makers, and influencers, clarifying account structures and opportunities. * Run proactive outreach aligned with defined sales plays and industry value propositions. * Own early-stage opportunity development, moving prospects from initial engagement to qualified pipeline.   Qualification & Sales Framework Alignment * Qualify opportunities using defined frameworks (e.g. MEDDICC/BANT) to ensure pipeline meets clear criteria. * Validate customer pain points, business drivers, decision processes, and commercial potential. * Ensure opportunities fit SFG20’s ICP, showing clear need and buying intent. * Maintain pipeline quality by challenging and disqualifying where needed.   Appointment Setting & Opportunity Handover * Secure quality meetings and demonstrations for Account Executives with clear objectives and next steps. * Provide thorough handovers, including stakeholder mapping, pain points, qualification, and deal context. * Act as a strategic partner to AEs, ensuring sales process continuity and momentum.   Account-Based & Market Engagement * Develop deep understanding of target industries, buyer personas, and use cases. * Continuously refine account lists using insights, data, and feedback. * Position as a credible, insight-driven first contact, adding value to each interaction. * Stay updated on industry trends, competitors, and market dynamics to spot new opportunities.   Mindset & Ownership * Operate with a hunter mentality, self-sourcing and owning pipeline creation. * Focus on effective outcomes (qualified pipeline and revenue), not just activity volume. * Consistently test and refine outbound approaches to boost conversion and engagement.   ESSENTIAL EXPERIENCE * Proven experience in Sales or Business Development roles with an outbound focus in SaaS, software, or technology environments. * Demonstrated success generating pipeline through outbound prospecting, with a record of converting target accounts into qualified opportunities. * Experience working with Ideal Customer Profiles (ICP) and applying account-based prospecting to develop key accounts. * Strong discovery and qualification skills using structured sales frameworks (e.g., MEDDICC, BANT). * Confident communicator, adept at engaging senior stakeholders, building credibility, and leading value-driven discussions. * Proficient in CRM systems (e.g., Salesforce) and sales engagement tools for managing pipeline, tracking activity, and driving performance. * Commercially minded, able to identify business needs, align solutions, and prioritise high-value opportunities. * Resilient, self-motivated, with a strong hunter mentality and comfortable in high-activity, target-driven outbound roles. * Strong organisational skills and attention to detail in account research, stakeholder mapping, and opportunity tracking.   Desirable * Experience in Facilities Management (FM), built environment, or property sectors. * Previous HubSpot experience. 📢 OUR INTERVIEW PROCESS IS A LITTLE DIFFERENT... Because we're hiring SDRs, we want to see SDR skills in action. STAGE 1: ELEVATOR PITCH VIDEO Submit a 60-second video introducing yourself and pitching Facilities IQ.   Focus on: * What Facilities IQ is * The key benefits and value it offers * What sets Facilities IQ apart   We're interested in how you communicate, engage, and persuade your audience. STAGE 2: TALENT INTERVIEW A conversation with our People Team to learn more about you, your experience and what motivates you. STAGE 3: WALK THE WALK This is where things get interesting. If you progress, we'll ask you to do what great SDRs do every day: 👉 Prospect. 👉 Create an opportunity. 👉 Secure a meeting. You'll be given details of our Head of New Business and challenged to land an interview with them using the same creativity, persistence and professionalism you'd use in role. No gimmicks. No tricks. Just a chance to demonstrate the skills that make the best SDRs successful. Because we're looking for people who don't just talk about prospecting - they actually do it.   ADDITIONAL INFORMATION All candidates must be able to demonstrate a pre-existing right to work and travel within the UK. Unfortunately, we are not able to offer sponsorship. Documentary evidence will be required. All offers are subject to satisfactory vetting and reference checks.   Our Benefits: * 🏖 26 days holiday + Bank holidays + buy up to 5 days * 🏥 Private Medical insurance with BUPA * 🏡 Remote/Hybrid first policy * 💙 Employee Assistance programme with WeCare * 👨‍👩‍👧 Enhanced Family Friendly Benefits * 🏋️‍♂️ Gym Discounts * 🚀and more!   Equal opportunities for everyone Diversity and inclusion are our priorities, and we’re ensuring we have lots of support so our people can grow at SFG20 and do their best work! We embrace diversity by fostering an inclusive environment where everyone feels welcome, safe and able to bring their whole self to work. We’re an equal opportunity employer. Applicants will be considered for employment without attention to age, ethnicity, religion, sex, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity or disability status. If there’s anything we can do to accommodate your specific situation, please let us know.

About WPP Media WPP is the trusted growth partner for the world’s leading brands. With exceptional talent, trusted data and intelligence, and world-class partnerships – all united by our pioneering agentic marketing platform, WPP Open – we help clients navigate change, capture opportunity, and deliver transformational growth.  WPP Media is WPP's AI-driven media operating unit, bringing together media, data, and partnerships to deliver creative personalisation at scale. Connected through WPP Open and powered by Open Intelligence, clients see exactly where, how, and why their media investment is working. For more information, visit wppmedia.com [wppmedia.com]. 1548 - Account Director, Programmatic - NMU About WPP 650 Join an award-winning team at the heart of UK government, where your work will genuinely shape lives. As part of WPP 650 you’ll be part of a supportive, collaborative environment that values curiosity, kindness, and growth. Together, we use behaviour change principles to design smarter services, influence better decisions, and help millions of people across the country. Named WPP 650, after the 650 UK parliamentary constituencies, the name is a reminder that our work must reflect the full breadth of the country, every community, every audience. No two days are the same. The challenges are complex, the problems worth solving, and the learning constant. You’ll tackle issues that matter, alongside talented colleagues who care deeply about what they do. It’s demanding – but always rewarding. This is meaningful work with real-world impact – the kind you can point to with pride. Role Summary and Impact As Programmatic Account Director for the Government New Media Unit (NMU), you will own the rapid, data led delivery of always on, tactical and reactive biddable media activity across search and social for central government. Operating within an agile, test and learn delivery model, this role prioritises speed, accountability and continuous optimisation, while ensuring all government governance, compliance and assurance requirements are met. This role sits within a new, fully integrated, end to end client marketing team and acts as a test bed for the Government’s ambitious media and marketing transformation programme. The successful candidate will help define and embed a new operating model for how government delivers responsive, high impact paid media. Operating Model & Ways of Working The NMU is designed to deliver a highly agile and responsive service, operating across three defined speeds of delivery: * Always‑on activity Continuous delivery, optimisation and performance management * Tactical activity End‑to‑end delivery (brief, creative, booking, live) within approximately two weeks * Reactive activity 24‑hour turnaround, from brief to creative development and live execution, responding to policy updates, announcements or external events The Programmatic Director will play a role alongside the VP and other digital leads on the account in enabling, governing and scaling this model within WPP Media and WPP 650. Key Responsibilities Agile Delivery & Optimisation * Own and deliver rapid, data‑led biddable activity across all three operating speeds * Lead iterative test‑and‑learn cycles, including sprints, daily optimisation and rapid hypothesis testing * Operate effectively within short planning horizons (weekly or bi‑weekly), adapting to evolving priorities and incomplete briefs * Capture, embed and scale learnings at pace across the NMU and wider government ecosystem Ways of Working & Continuous Improvement * Continually review, refine and optimise ways of working to increase speed and agility across: * Planning * Campaign setup * In‑flight optimisation * Reporting and post‑campaign evaluation * Apply foresight, pre‑mediation and proactive setup to remove friction and enable rapid delivery * Contribute to the development of playbooks, guardrails and best‑practice frameworks for agile government biddable delivery * The role will be split across the clients location and WPP 650. It will predominantly be an in person and not virtual role. Governance & Decision‑Making * Ensure all government governance, compliance and assurance requirements for biddable media are met and documented * Balance speed with risk management through clear guardrails, approval thresholds and escalation routes * Exercise fast, confident decision‑making within defined autonomy, acting as a trusted senior lead for clients Budget & Performance Accountability * Manage multi‑million‑pound budgets (£40m+) with accountability for ROI, effectiveness and value for money * Embed real‑time, data‑driven performance management, drawing on platform signals, social insight and trend analysis * Advise on and implement evaluation frameworks, test roadmaps and structured learning agendas Innovation & Transformation * Re‑imagine government communications through innovative paid and owned media approaches * Address share of voice challenges and support activity to counter misinformation where required * Actively leverage WPP Open and WPP AI capabilities to support automation, insight generation and optimisation within the NMU operating model Leadership, Collaboration & Capability * Lead and develop biddable activation talent, embedding specialist knowledge and best practice * Work collaboratively within a fully integrated, cross‑functional team spanning strategy, creative, data and client stakeholders * Foster a culture of fast decision‑making, learning and continuous improvement * Contribute to capability‑building initiatives, including GCS Advance, training agendas and knowledge‑sharing forums Skills & Experience * Experience delivering biddable media in fast‑paced, high‑pressure environments * Expertise across the digital media and programmatic landscape * Proven experience managing large‑scale budgets with outcome accountability * Confidence operating in regulated or complex client environments, including government * Stakeholder management skills and advisory skills at senior level * Comfortable operating with ambiguity, evolving briefs and rapid change * Collaborative mindset with a clear appetite for transformation and new ways of working Life at WPP Media & Benefits Our passion for shaping the next era of media includes investing in our employees to help them do their best work, and we’re just as committed to employee growth as we are to responsible media investment. WPP Media employees can tap into the global WPP Media & WPP networks to pursue their passions, grow their networks, and learn at the cutting edge of marketing and advertising. We have a variety of employee resource groups and host frequent in-office events showcasing team wins, sharing thought leadership, and celebrating holidays and milestone events. Our benefits include competitive medical, group retirement plans, vision, and dental insurance, significant paid time off, preferential partner discounts, and employee mental health awareness days. WPP Media is an equal opportunity employer and considers applicants for all positions without discrimination or regard to particular characteristics. We are committed to fostering a culture of respect in which everyone feels they belong and has the same opportunities to progress in their careers. We believe the best work happens when we're together, fostering creativity, collaboration, and connection. That's why we’ve adopted a hybrid approach, with teams in the office around four days a week. If you require accommodations or flexibility, please discuss this with the hiring team during the interview process. Please note this is a UK based role and requires individuals to have the right to work in this location Please read our Privacy Notice (https://www.wppmedia.com/pages/privacy-policy [https://www.wppmedia.com/pages/privacy-policy]) for more information on how we process the information you provide.   Please read our Privacy Notice [https://www.wppmedia.com/pages/privacy-policy#:~:text=WPP%20Media%20Privacy%20Notice%20for%20Recruitment] for more information on how we process the information you provide.