UK Enterprise Director of Account Management
New Yesterday
Description
Location: UK | Team: Account Management | Reports to: VP Customer Success
Drive Enterprise Impact. Lead Strategic Growth. Shape the Future of Freight.
We're looking for a commercially driven Director of Account Management to own and grow Zencargo’s UK Enterprise portfolio. You'll lead a high-performing team, manage key customer relationships, and drive expansion across complex, multi-national supply chains. This is a pivotal leadership role, responsible for UK Enterprise GP, NPS, and long-term customer success.
You’ll be:
- The strategic partner to our largest Enterprise customers
- The coach and catalyst for a team delivering retention, satisfaction, and growth
- The bridge between customer needs and cross-functional execution (Ops, Product, Solutions, Pricing)
If you bring proven leadership in freight forwarding, a sharp commercial mindset, and a passion for delivering long-term value to global enterprises — let’s talk.
Key Responsibilities
- Own the UK Enterprise GP number (Strategic & Growth), driving retention, satisfaction, and expansion across Enterprise accounts, including support on annual tender cycles.
- Lead the UK Enterprise Account Management team, setting clear goals, coaching for impact, and ensuring strict account ownership
- Ensure Enterprise accounts are appropriately distributed and aligned to Account Manager skillsets within a strict ownership model.
- Partner with Customer Operations to scope capacity, agree SLAs, and secure Enterprise-dedicated support for operational stability, strategic implementations, and continuous improvement.
- Drive cross-functional alignment with Operations, Finance, Pricing & Procurement, Solutions, and Integrations to deliver freight forwarding excellence for Enterprise customers.
- Define and execute strategies to increase Enterprise platform adoption, closing feedback loops with Product Leadership and measuring impact.
- Create Enterprise “stickiness” through multi-stakeholder engagement, executive alignment, and programmatic value delivery across functions and geographies.
- Own the Enterprise budgeting process for UK volume, revenue, and margin.
- Deliver solutions sold during the sales cycle (JIPs), ensuring seamless execution and alignment with Enterprise customer expectations.
- Oversee the ramp of new Enterprise customers, prioritising integrations and onboarding to accelerate time-to-value.
- Expand share of wallet (new tradelanes, services, regions) in close partnership with Sales and Marketing.
- Provide the EMEA VP of Account Management and SLT visibility into post-close metrics (onboarding, ramp, BAU, expansion) to align on growth, retention, and risk.
- Proactively monitor Enterprise growth/health dashboards, manage escalations, and analyse data to identify risks/opportunities—taking decisive action.
- Own UK Enterprise NPS, coordinating improvement initiatives across Account Management, Customer Operations, and Product.
- Act as a trusted advisor to Enterprise customers, building senior, multi-threaded relationships that unlock long-term value.
- Provide thought leadership on Enterprise trends, market developments, and competitive dynamics to inform Zencargo’s strategy.
Skills, Knowledge and Expertise
- Commercial focus: Decisions align with Enterprise EBIT/GP/Revenue/Volume and expansion targets.
- Leadership: Proven ability to lead a high-performing Account Management team; influence cross-functional, matrixed partners (no direct authority over Customer Operations).
- Cross-functional collaboration: Trusted partner to Operations, Pricing & Procurement, Solutions, Product, and Integrations with clear rationales on decisions and deployment.
- Strategic mindset: Balance near-term execution with long-term Enterprise growth, platform adoption, and multi-stakeholder expansion.
- Customer-centricity: Executive relationship management and value realisation for complex, multi-country networks.
- Problem-solving: Diagnose complex operational/commercial issues and implement scalable, pragmatic solutions through partners.
- Communication: Crisp, executive-level storytelling and influence at SLT and customer C-suite.
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Adaptability: Thrives in a dynamic environment with evolving Enterprise priorities.
- Commercial metrics expertise: Command of Enterprise health and growth metrics (NPS, GP by tradelane/region, ramp KPIs, expansion pipeline, NVR).
- Tech stack: Proficient with ThoughtSpot, Zencargo Platform, Salesforce (SFDC), and operational tooling to track engagement, performance, and KPIs.
- Industry knowledge: Deep understanding of logistics, supply chain, and freight forwarding for complex Enterprise networks.
- Process optimisation: Experience institutionalising scalable Enterprise processes and SLA-driven ways of working with matrixed teams.
- Compliance & regulatory: Familiarity with UK logistics/trade regulations and Enterprise risk/governance.
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(Nice to have) Enterprise commercial acumen: Partnering with Pricing & Procurement on bespoke strategies, tenders, and executive narratives to win expansion.
Zencargo is a digital-first freight forwarder & logistics provider. Our platform allows customers to book, maintain and keep track of their international freight as well as use analytics to drive intelligent supply chain decisions that help their businesses thrive.
Whilst shipping is a complex trillion-dollar industry, you might be surprised to know that many of the processes that could be simplified with technology are currently done over the phone, by fax and email or even jotted down on scraps of paper
Our services include ocean, air and rail freight as well as trucking and cargo insurance. We deliver significant time, paper and financial savings to our customers offering instant quoting, easy booking and an online dashboard to give them 360 degree, 24/7 visibility on their shipments. Shippers and their counterparts collaborate to oversee their logistics on Zencargo and all their supply chain data is stored together in the cloud making business analytics easier than ever.
At Zencargo, we believe that technology can simplify logistical complexity and tear down barriers to trade. Automating trade and logistics operations and providing access to data and analysis will help companies to trade smarter and more efficiently, freeing businesses to concentrate on key outcomes. Only by combining human endeavour and technology, can we build smarter supply chains that know no borders.
Life at Zencargo
What’s in it for me?
- Zencargo is where you come to do something you're passionate about, and learn new things. We are in scale mode at Zencargo and we work to realistic growth targets and metrics. You will thrive here if you enjoy working in a scaling environment. As we grow we want you to grow with us.
- At Zencargo there is a huge opportunity to build your experience and grow your career. We want you to be part of the team for a long time to come, and we will focus on helping you get to where you want to be. We all have dreams and aspirations. As part of the Zencargo team, we ask you to deliver your optimum work and help us create real value for our customers and teams.
Work, Life and Balance
At Zencargo, we work hard! We do, however, realise that you have family, friends, interests and life outside the world of work. As a scaling business, we constantly evolve our reward and benefits approach.
Here are some highlights!
United Kingdom
- Generous Annual Leave
- Flexible, Remote and Hybrid Working
- Home Equipment Allowance
- BUPA Private Medical Insurance
- Annual L&D Budget
- Paid Volunteering Days
- Pension Scheme
- Enhanced Maternity, Paternity, Adoption and Shared Parental Leave & Pay
Netherlands
- 33 days paid holiday annually, including statutory Dutch national public holidays
- Pension Scheme
- Flexible, Remote and Hybrid Working
- Home Equipment Allowance
- Annual L&D Budget
- Paid Volunteering Days
- Enhanced Maternity, Paternity, Adoption and Shared Parental Leave & Pay
United States
- 33 days paid holiday annually, pro rata, including national public holidays and Veteran’s Day
- Home Equipment Allowance
- 401K Pension Scheme
- Private healthcare scheme
- Annual L&D Budget
- Paid Volunteering Days
- Enhanced Maternity, Paternity, Adoption and Shared Parental Leave & Pay
United States
Our Vision, Mission and Values
Zencargo is a company driven by our Vision, Mission and Values. We conduct values interviews as part of our recruitment process to ensure we are able to hire top talent that embodies concepts that align with our core values and beliefs.
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Our Zencargo Vision - "A world with smarter trade"
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Our Zencargo Mission - "To make customers' supply chain their competitive advantage"
Our Zencargo Values
- We Learn Fast and Grow
- We Build Trust
- We Take Ownership
- We Deliver Outcomes
A Fair Chance
Every role in the Zencargo team is open to applications from all sections of society. We believe in the superpowers and potential of everyone, regardless of race, religion or belief, ethnic origin, different physical ability, family structure, socio-economics, age, nationality or citizenship, marital, domestic or civil partnership status, sexual orientation, gender identity, or any other difference that makes you, you.
More than just encouraging your application, we're committed to conscious inclusion that (we hope and intend) cultivates an environment of belonging.
We open our doors to those who share these motivations.
- Location:
- London
- Job Type:
- FullTime
