New Business Account Director

About Ekco

🚀Founded in 2016, Ekco is one of Europe’s fastest‑growing cloud solution providers and a security‑first Managed Service Provider trusted by IT leaders across multiple industries.

☁️We help organisations modernise with confidence — advancing cloud maturity, strengthening security, and maximising the value of technology investments through local expertise delivered at European scale.

🌍 Today, Ekco is a thriving team of 1,000+ colleagues across the UK, Ireland, Benelux, South Africa, and Malaysia, and we’re continuing to grow.

At Ekco, how we work matters as much as what we deliver. We live by four core values that define us as “a great place for people who like to do great work”

• On It – We take ownership and follow through
• All In – We collaborate, support one another, and commit fully
• Connected – We build trusted relationships with clients and colleagues
• Hungry to Grow – We stay curious and keep improving
  
  

🏠 If these values resonate with you, you’ll feel right at home here.

The Role

We are seeking a highly commercial, results-driven New Business Account Director to drive significant revenue growth across our Managed Services, Security SaaS, and Professional Services portfolio. This is a quota-carrying, new logo–focused role for a proven enterprise and mid-market deal closer who thrives on targets, pipeline ownership, and closing complex, high‑value opportunities.

This role is heavily numbers-focused. You will be accountable for building and converting a strong personal pipeline, consistently closing new business, and delivering against stretching revenue targets. While you will provide leadership and deal support to a small team of sellers, success in this role is measured first and foremost on your own new business performance.

The ideal candidate is a commercially sharp Account Director with deep experience in MSP and technology-led services, strong forecasting discipline, and the drive to chase, shape, and close large, multi‑year deals.

What You’ll Be Doing

New Business & Revenue Ownership

• Own and deliver a significant individual new business target, with clear accountability for revenue performance.
• Proactively hunt for new logo opportunities across MSP, Security SaaS, and professional services, focusing on mid-market and enterprise accounts.
• Build and maintain a high‑quality pipeline that consistently supports quarterly and annual targets.
  
  

Deal Creation, Management & Closing

• Lead complex, high‑value sales cycles from prospecting through to close, including multi-stakeholder enterprise deals.
• Structure and negotiate commercial terms, contracts, and multi‑year agreements to maximise revenue and margin.
• Act as the deal owner, ensuring momentum, qualification discipline, and timely progression through the pipeline.
  
  

Forecasting, Pipeline & KPI Discipline

• Maintain accurate forecasts, pipeline hygiene, and deal qualification using CRM tools.
• Demonstrate strong control of numbers, ratios, conversion rates, deal values, and velocity.
• Identify gaps early and take decisive action to recover pipeline and revenue shortfalls.
  
  

Leadership & Deal Support

• Provide hands-on deal support, coaching, and commercial input to a small group of sellers, particularly on larger or more complex opportunities.
• Lead by example through personal performance, execution, and deal success rather than through layered management.
  
  

Sales Strategy & Market Penetration

• Identify priority target accounts and verticals, developing clear pursuit and account-based strategies.
• Stay close to market trends, competitors, and customer needs to sharpen value propositions and positioning.
• Work closely with marketing and technical teams to convert demand into revenue.
  
  

Stakeholder & Client Engagement

• Build senior-level relationships with prospective customers, acting as a trusted commercial advisor.

Represent the business effectively with C‑suite and senior IT decision-makers throughout the sales cycle.

What We’re Looking For

Commercial & Sales Excellence

• Proven track record as an Account Director / Senior New Business Sales professional in MSP, Security SaaS, or technology services.
• Consistent history of exceeding new business targets and closing large, complex deals.
• Strong understanding of professional services and consultancy-led sales motions.
  
  

Numbers & Execution Focus

• Highly disciplined in forecasting, pipeline management, and KPI tracking.
• Comfortable being measured against hard revenue targets and performance metrics.
• Relentless in pursuing deals and closing business in competitive environments.
  
  

Deal Leadership

• Strong negotiation and commercial skills with experience closing six- and seven‑figure opportunities.
• Ability to control complex sales cycles, manage risk, and drive urgency.
  
  

Communication & Influence

• Confident engaging at all levels, including C‑suite and senior stakeholders.
• Clear, credible, and commercially sharp communicator.
  
  

Experience & Qualifications

• 8+ years’ experience in B2B technology sales, with a strong focus on new business acquisition.
• Demonstrable experience selling MSP, Security SaaS, and/or technology consulting services.
• Strong CRM proficiency (e.g. Salesforce) and data-driven sales management approach.
• Bachelor’s degree preferred; commercial experience and results outweigh formal qualifications.
  
  

Personal Attributes

• Results-obsessed: Motivated by targets, revenue performance, and closing deals.
• Hunter mentality: Proactive, persistent, and comfortable chasing challenging opportunities.

Commercially sharp: Thinks in numbers, margin, deal value, and conversion.

Resilient: Thrives in a fast-paced, high-expectation sales environment.

Benefits & Perks

☀️ Time Off: 25 days annual leave + public holidays

🎂 Birthday Leave: One extra day off to celebrate

💰 Company Pension Scheme

📞 Employee Assistance Programme (EAP)

🏃‍♀️ EkcOlympics: Global team wellbeing challenges

📚 Unlimited access to Pluralsight for continuous development

🌍 Career growth opportunities, including international progression

Why Ekco

⭐️ Microsoft 2023 Rising Star Security Partner of the Year

🚀 First Irish Microsoft MSP to achieve all four Microsoft Security Specialisations

🏅 Ranked 4th fastest‑growing technology company in the Deloitte Fast50

🌈 A culture rooted in diversity, equity, inclusion, and belonging

🎉 Strong commitment to internal mobility and career progression

✨ Flexible, family‑friendly working at the heart of our culture

🔐 A trusted, security‑first MSP helping organisations scale smarter and stay ahead of risk