Enterprise Account Manager

About the role

We're looking for a commercially accountable Enterprise Account Manager, known internally as a Retail Partnerships Manager, to drive enterprise revenue growth across a portfolio of Auror's most strategic UK retail customers, with direct ownership of expansion, renewals, and long-term ARR performance. You'll step into an established book of high-profile partnerships and hit the ground running. As a Retail Partnerships Manager, you will be responsible for driving expansion and renewal outcomes within enterprise accounts following initial sale. You will lead commercial strategy, identify and close upsell opportunities, and own renewal negotiations while partnering closely with Customer Success to ensure value realisation. This role connects executive engagement with enterprise sales strategy, driving revenue growth and building long-term strategic partnerships.

Responsibilities

• Demonstrated Sales Discipline and Commercial Acumen
• Own revenue growth through structured account planning, opportunity identification, and alignment to executive business objectives.
• Drive upsell, cross-sell, and renewal outcomes end-to-end, leading discovery, business case development, negotiation, and close.
• Apply MEDDICC rigorously to qualify opportunities, map buying groups, and maintain deal accuracy across your portfolio.
• Maintain disciplined use of Salesforce, Trumpet Deal Rooms and core sales tooling to ensure forecast accuracy, pipeline hygiene, and commercial visibility.
• Systematically multi-thread across economic buyers and executive sponsors to accelerate deal velocity and de-risk revenue.
• Anchor commercial decisions in quantified value and ROI, structuring multi-year agreements to maximise retention and ARR growth.
• Articulate the Value of the Auror Platform
• Lead executive presentations, demos, and strategic discussions that articulate the value of our platform in a way that resonates with decision-makers.
• Deeply understand their business operations and context to help embed Auror Core and added functionality within their organisation.
• Build Executive-Level Partnerships
• Establish and deepen relationships with senior retail executives and Loss Prevention leaders.
• Lead strategic conversations that tie Auror's platform to enterprise priorities and measurable business impact. And position Auror as a long-term, enterprise-wide partner.
• Manage customer expectations and internal alignment, ensuring product requests, escalations, and commercial commitments are structured and strategically prioritised.
• Be an industry advocate, representing Auror at key events and shaping the way the retail sector approaches crime prevention.
• Execute the Land-to-Expand Model
• Partner with New Business during pilot and early deployment phases.
• Assume full commercial ownership post-initial sale.
• Build 12-24 month expansion roadmaps aligned to customer objectives.
• Remove roadblocks and mitigate risks to swift deployment and expansion.
• Collaborate for Long-Term Success
• Partner closely with Customer Success, who leads Business Reviews and value realisation.
• Partner with Product and Marketing to support strategic growth initiatives.
• Project-manage complex deployments and proof-of-concept pilots, removing roadblocks to swift rollout.
• Maintain accurate forecasting and pipeline discipline.
• This Role Reports to Ellen Dick, Director Retail Partnerships - UK
• I've been with Auror for over a decade, scaling the business across three markets - Australia, New Zealand, and the UK. From early-stage growth through to enterprise sales, I've worked across customer success, commercial strategy, and retail partnerships at every stage of Auror's journey.
• Today, I lead a team of Retail Partnerships Managers in the UK, driving revenue growth across our most

Additional Information

About Auror At Auror, we're empowering the retail industry to tackle theft and Organised Retail Crime, a $150 Billion problem globally. It's high volume crime that's increasingly organised in nature and is putting people, retailers, and communities at risk every day. Founded in New Zealand 12 years ago, we're working with some of the best and largest retailers in the world across the US, Canada, Australia, New Zealand, and the UK. Auror is connecting people and intelligence to reduce crime. We're using technology for good. In partnership with our leading retail partners, we need people with the passion, determination, and innovation required to overcome one of the world's largest problems. If you're looking to make a difference with and for the people dedicated to stopping crime, for good, then we want you on our team. We're also embracing the potential of AI to supercharge our impact - whether that's enhancing the way we detect trends, support our customers, or improve internal workflows. As a company, we're committed to responsibly incorporating AI into how we work and what we build, and we encourage all Aurors to be curious about how AI can elevate their work, regardless of role or function.

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