Key Account Manager

MasterStart’s strategic priorities are focused on successfully achieving annual enrolment targets, strengthening university partner confidence, growing enterprise revenue and delivering sustainable profitability. The Key Account Manager plays a critical role in achieving these priorities by driving predictable enrolment revenue, deepening enterprise client relationships and building a high-quality sales pipeline.  

Role Overview

We are seeking a commercially driven, high-performing Key Account Manager to manage and grow a portfolio of enterprise clients. This role requires a strategic and consultative sales professional who can engage senior stakeholders, understand organisational learning and development needs, and position MasterStart solutions that deliver measurable business impact for our clients.

The Key Account Manager will be responsible for expanding existing key accounts, generating new enterprise opportunities, increasing repeatable programme revenue and contributing directly to MasterStart’s enrolment, revenue and strategic objectives.

Key Responsibilities

The responsibilities outlined below are indicative of the role and may evolve in accordance with business needs.    

 Enterprise Account Growth

·       Manage and grow a portfolio of strategic enterprise accounts.

·       Identify opportunities to increase enrolment volumes through private cohorts, group bookings and repeatable learning programmes.

·       Drive up-sell and cross-sell opportunities aligned to client workforce development priorities.

·       Build long-term relationships that position MasterStart as a strategic learning and development partner.

·       Expand account value through proactive engagement, stakeholder mapping and commercial opportunity development.

 Strategic Stakeholder Management

·       Build relationships with senior stakeholders across HR, L&D, transformation, business units, procurement and executive leadership.

·       Develop multi-threaded relationships within key accounts to reduce dependency on single points of contact.

·       Strengthen account depth by identifying new departments, decision-makers and programme sponsors.

·       Use client insight to shape relevant learning solutions and increase long-term account potential.

Consultative Learning Solution Sales

·       Conduct structured discovery to understand client business objectives, skills gaps and talent development priorities.

·       Develop tailored proposals that link MasterStart programmes to measurable business outcomes.

·       Position relevant university partner programmes, aligned to client needs.

·       Collaborate with internal teams to ensure proposed solutions are commercially sound and deliverable.

·       Present confidently to senior decision-makers and influence complex buying processes.

Enrolment and Revenue Delivery

·       Contribute to MasterStart’s FY enrolment target.

·       Support the delivery of strategic university partner enrolment targets.

·       Deliver against agreed individual revenue and enrolment targets.

·       Prioritise opportunities that support predictable, scalable and profitable revenue growth.

·       Track account performance from opportunity creation through to enrolment completion.

Pipeline Creation and Sales Execution

·       Build and maintain a high-quality pipeline with a minimum of 2x coverage against the target.

·       Generate qualified opportunities through outreach, networking, referrals, market intelligence and account expansion.

·       Maintain accurate CRM data, including deal values, close dates, next steps and probability ratings.

·       Manage the full sales cycle from prospecting and discovery through to proposal, negotiation and close.

·       Improve forecast accuracy and deal momentum through disciplined pipeline management.

Revenue Diversification and Risk Management

·       Support the reduction of revenue concentration risk by developing a broader base of enterprise accounts.

·       Identify underdeveloped accounts with growth potential.

·       Create account plans that support revenue diversification, repeat business and deeper client penetration.

Performance Insight and Continuous Improvement

·       Track account performance, pipeline health, conversion rates, deferrals and cancellations.

·       Analyse reasons for lost opportunities, deferred enrolments or cancellations.

·       Use data to improve sales approach, client targeting and solution design.

·       Stay informed on trends in learning and development, skills development, corporate training, edtech and workforce transformation.

·       Degree in Business, Sales, Marketing or a related field is preferred.

·       Minimum of 3–5 years' experience in Key Account Management, Enterprise Sales or B2B Business Development, with a proven track record of managing strategic accounts and consistently achieving revenue targets.

·       Strong track record of achieving or exceeding revenue and sales targets.

·       Demonstrated ability to grow existing accounts and develop new enterprise opportunities.

·       Experience selling consultative solutions to senior and executive stakeholders.

·       Strong understanding of corporate learning and development, skills development or workforce capability building.

·       Experience in education, training, edtech or professional learning is highly advantageous.

·       Experience working with financial services or large enterprise clients is beneficial.

·       Strong commercial acumen with the ability to link client needs to business outcomes.

·       Excellent prospecting, negotiation, presentation and closing skills.

·       Highly organised, data-driven and disciplined in pipeline management.

·       Comfortable working in a fast-paced, high-growth environment.

·       Resilient, self-motivated and performance oriented.

·       Willingness to travel as required.