Regional Vice President I -UK

UK Remote / or Harrogate

Internal deadline - 30th of October

WHO WE ARE

Certinia (formerly FinancialForce) delivers a Services-as-a-Business platform that powers and connects all aspects of services operations, from services estimation and delivery to customer success management and financial planning and accounting. The company's Professional Services Automation (PSA), Customer Success, and ERP solutions—delivered on Salesforce’s leading cloud platform—provide services businesses with the intelligence and agility to deliver high-quality services, elevate customer experiences and accelerate growth.

Certinia’s investment in AI capabilities, both via internal development and and via acquisition, provides a suite of additional capabilities to sell to the existing customer base. Most existing customers only have one of Certinia’s suite of solutions so the ability to cross sell and expand existing customers is significant.

Headquartered in Austin Texas, with offices around the world, Certinia is backed by Haveli Investments, General Atlantic and Salesforce Ventures. For more information, visit www.certinia.com.

THE ROLE

We are looking for a results-driven Regional Vice President to lead and develop our existing Customer Account Team. In this role, you will not focus on cold outreach or net-new customer acquisition. Instead, you will lead a team of Customer Account Executives dedicated to retaining, nurturing, and expanding our current client base in the UK and Europe.

You will drive Net Revenue Retention, secure timely renewals, manage contract negotiations, and identify strategic cross-sell or upsell opportunities within our established accounts.

You will be called upon to deliver the quarter-to-quarter sales results necessary to achieve revenue targets while laying the foundation for long-term leadership in the cloud-based Professional Services Automation (PSA) and Customer Success (CS) market space.

WHAT YOU WILL DO IN THIS ROLE

Facilitate Account Growth

• Guide the team through strategic upsell, cross-sell, and contract-expansion motions tailored to current customer needs.

Process and Forecasting

• Maintain accurate pipeline forecasting, track performance metrics via our CRM, and report team performance to executive leadership regularly.

Cross-Functional Collaboration

• Partner with Customer Success, Product, and Support teams to resolve client friction points and communicate product feedback or risks early.
• Participate in customer meetings and engage internal ecosystem resources as required
• Expand upon existing partners and system integrators to establish a demonstrable ecosystem
• Collaborate with the Executive Team to build revenue streams for the company

Lead and Mentor

• Manage, coach, and support a team of Customer Account Executives to hit their retention, renewal, and expansion targets.
• Maintain a customer-focused, fast-paced and team-oriented culture
• Maintain an open-minded, enthusiastic and creative approach to every sales opportunity

Drive Revenue Retention

• Own the team's aggregate Net Revenue Retention (NRR) and Gross Retention metrics, minimizing churn and safeguarding existing recurring revenue.

Oversee Renewal Strategy

• Ensure the team initiates renewal conversations early (90–120 days out) and manages contract negotiations effectively.

WHAT YOU NEED TO BE SUCCESSFUL IN THIS ROLE

• 7+ years proven experience in building, developing and leading a productive and successful revenue-generating sales team, preferably focused on account expansion, cross-sell/upsell, and renewals across UK and Europe accounts
• A consistent track record of meeting and exceeding revenue and profit goals
• Success in selling applications on a national, regional and local basis
• Well-versed in building, enabling and executing a sustainable sales strategy
• Strong knowledge of enterprise resource planning and risk compliance technologies
• Superior presentation and negotiation skills
• Customer-focused, as measured by a demonstrated track record of satisfying customers

WHAT ELSE WOULD BE GREAT

• Bachelor’s or Master’s degree preferred
• Strong network within the Salesforce ecosystem
• Experience in the SaaS/Cloud space is a big plus