Penfold

Account Executive

• Close through accountants and intermediaries
• Own a pipeline of SDR-qualified meetings with accountants, bookkeepers, and IFAs
• Run high-impact first meetings focused on discovery, education, and influence
• Clearly articulate why Penfold is the best pension option for their clients
• Convert intermediaries into active referrers and advocates
• Consistently hit or exceed monthly and quarterly revenue targets driven by intermediary-led placements
• Run effective partner-led sales cycles
• Lead structure discovery to understand the intermediary’s client base, existing pension providers and pain points, decision criteria, and recommendation process
• Deliver tailored demos framed around client outcomes and compliance confidence
• Confidently handle objections around risk, regulation, trust, and switching
• Create urgency without pressure in a trust-based buying environment
• Work closely with SDRs and Partnerships
• Partner tightly with SDRs to ensure high-quality handover and strong meeting context
• Feedback on messaging, ICP quality, and common objections from accountants
• Help refine qualification criteria to improve conversion from meeting -> active partner
• Collaborate with Partnerships, Marketing, and Product to improve intermediary enablement
• Contribute to sales excellence
• Maintain accurate CRM hygiene, forecasting, and pipeline management
• Share insights from accountant and IFA conversations with the wider business
• Continuously improve how we sell to intermediaries as the channel scales

Account Executive, Accountant and Intermediary Partnerships

Sales Development Rep

• Own outbound activity to accountants and IFAs via 50+ calls per day, alongside email and LinkedIn activity
• Identify, research, and engage potential partner firms and key decision-makers
• Clearly articulate Penfold’s value proposition to professional advisers and how we support their clients
• Qualify interest and book meetings for the Sales team, ensuring strong context and handover
• Engage inbound partner interest and convert it into meaningful conversations
• Build and maintain a high-quality pipeline of partner-led opportunities
• Collaborate closely with Sales, Partnerships, and Marketing to refine messaging and targeting
• Maintain accurate records of all activity in HubSpot CRM
• Consistently hit (and exceed!) activity and meeting targets, earning uncapped commission

Sales Development Representative – Accountants, IFAs

Sales Operations Manager

• Own and optimise HubSpot
• Act as the day-to-day owner of HubSpot for sales
• Build and maintain pipeline, deal stages, workflows, automations, and dashboards
• Ensure accurate CRM hygiene, reporting, and forecasting
• Improve lead routing, handoffs (SDR -> AE), and lifecycle tracking
• Troubleshoot issues and continuously improve how the team uses the CRM
• Create, organise, and maintain sales collateral (pitch decks, one-pagers, case studies, email templates)
• Ensure reps always have the right materials at the right time
• Support onboarding and ongoing enablement for SDRs and AEs
• Document sales processes and best practices so they’re easy to follow and scale
• Own, lead and account data quality across the funnel
• Implement and manage data enrichment tools (e.g. Cognism, Apollo, ZoomInfo)
• Improve ICP targeting and segmentation
• Monitor funnel health and surface insights on conversion, drop-off and velocity
• Evaluate, select, and implement new sales tools (e.g. sequencing, conversation intelligence, enrichment, forecasting)
• Ensure tools are well-integrated and actually used
• Retire tools that don’t deliver ROI
• Build dashboards and reports for leadership (pipeline, performance, forecasting, efficiency)
• Provide insights that help us answer questions like: Where are deals getting stuck? Which segments convert best? What’s limiting our ability to scale?

Sales

• Grow revenue from existing accounting partners
• Own a portfolio of existing accounting firms and grow client onboardings from them
• Increase penetration within firms by placing Penfold with more of their clients
• Consistently hit or exceed monthly and quarterly commercial targets
• Reactivate dormant or underperforming partners and reignite deal flow
• Recruit new stakeholders within accounting firms (partners, managers, payroll teams)
• Educate firms on Penfold’s proposition and how it benefits both their practice and clients
• Position Penfold as a solution that streamlines pension processing and reduces admin
• Build deep, trusted relationships
• Act as a commercial partner and trusted advisor, not just a product contact
• Be highly visible and proactive across your territory
• Represent Penfold confidently within the accounting community
• Be present in the field
• Spend significant time meeting accountants in person
• Attend and represent Penfold at accounting events, roadshows and conferences
• Organise and host coffees, lunches, drinks and small partner events
• Build a strong personal brand with accountants
• Contribute to commercial excellence
• Maintain accurate pipeline management and forecasting in the CRM
• Share insights from partner conversations with Product, Marketing and Sales
• Help refine partner messaging, enablement and go-to-market strategy
• Continuously improve how we work with and sell through accountants

Partner Sales Manager

Compliance

• Build and Embed Risk & Compliance Frameworks
• Design, implement, and evolve Penfold’s compliance and enterprise risk management frameworks
• Embed clear processes across the business
• Maintain direct oversight of the most critical risk and compliance activity
• Partner closely with Product and Technology to enable rapid, compliant delivery of new features and propositions
• Act as SMF16 and/or SMF17, ensuring systems and controls meet FCA, HMRC, and TPR expectations
• Own Penfold’s SMCR framework
• Lead, coach, and develop a growing Risk & Compliance team
• Own Penfold’s risk registers and support Board and executive risk discussions

Head of Risk & Compliance – UK

• Close new business
• Own a pipeline of qualified opportunities sourced by SDRs, marketing, and inbound demand
• Run sales processes end-to-end: discovery, demo, proposal, negotiation, and close
• Consistently hit or exceed monthly and quarterly revenue targets
• Source and close high volumes of smaller deals efficiently while maintaining a great customer experience
• Run effective sales cycles
• Lead structured discovery calls to understand customer needs, decision criteria, and timelines
• Deliver compelling product demos tailored to employer use cases
• Clearly articulate Penfold’s value proposition and handle objections confidently
• Move deals forward with urgency while maintaining trust and credibility
• Collaborate closely with SDRs
• Partner with SDRs to ensure smooth handover of qualified opportunities
• Provide feedback on lead quality, messaging, and common objections
• Help refine qualification criteria to maximise conversion rates
• Contribute to sales excellence
• Maintain accurate pipeline management and forecasting in the CRM
• Share insights from customer conversations with Product, Marketing, and Customer Success
• Continuously improve how we sell by adopting best practices and experimenting with senior approaches

• Drive our growth by connecting with potential business clients and generating qualified opportunities.
• Own outreach: make 50+ calls daily, send emails, and use LinkedIn to connect with decision-makers.
• Build and maintain a high-quality sales pipeline through proactive prospecting.
• Research potential leads and identify key decision-makers and influencers.
• Engage inbound leads and turn interest into meaningful conversations.
• Collaborate with sales and marketing to refine messaging and targeting.
• Update and track all activity in our CRM (HubSpot).
• Smash your targets and earn uncapped commission!