Account Executive – Accountant and Intermediary Partnerships

Hi, we’re Penfold. We’re on a mission to help everyone save enough to be comfortable in later life by making pensions accessible and engaging!

There’s over a trillion pounds in UK pensions, but the industry is full of traditional providers with outdated products and poor customer service. Penfold is dragging the pension industry out of the dark ages with a platform built on modern technology. We’re demystifying pensions to make pension saving easy to understand, simple to manage, and genuinely valuable for savers and the businesses that support them.

We’re a focused team of 50 based primarily across London and Tallinn, and have raised significant funding from some of the most successful Fin Tech investors in the world. We manage over £1bn of pension assets for over 100,000 savers and thousands of businesses, working with thousands of businesses and a growing network of accountants and financial intermediaries. We’re scaling fast, and partnerships are a huge part of how we grow.

As we scale, we’re strengthening our sales team with a dedicated Account Executive focused on accountants and intermediaries.

As an Account Executive – Accountant & Intermediary Partnerships, you’ll be responsible for converting qualified accountants, bookkeepers, and IFAs into active Penfold advocates.

You won’t be cold-calling employers. Instead, you’ll work with SDRs who book meetings with accountants and intermediaries, and you’ll own the first substantive conversation: understanding their practice, their clients, and their existing pension workflows, then showing them how and why Penfold is the right solution to recommend.

Your goal is simple: to win trust, drive conviction, and enable accountants and IFAs to place Penfold with their clients.

This is a consultative, influence-led sales role, ideal for someone who’s sold successfully into the accounting ecosystem before and understands how intermediaries think, decide, and recommend.

• 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
• Understand existing pension providers and pain points
• Identify 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
• Provide 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

This role is ideal for a commercially driven, consultative seller who enjoys influencing rather than hard-closing.

You’ll thrive here if you like:

• Complex, trust-based conversations
• Selling a regulated product where credibility really matters
• Helping intermediaries look good to their clients
• Owning a number and being accountable for outcomes

• Proven experience as a B2B Account Executive or similar closing role
• Experience selling to accountants, bookkeepers, IFAs, or financial intermediaries
• A track record of hitting or exceeding targets in a consultative sales environment
• Strong discovery, objection-handling, and demo skills
• Confidence selling regulated, trust-based, or…