Remote 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There’s over a trillion pounds in UK pensions, but the industry is full of traditional providers with outdated products and poor customer service.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 FinTech 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.

The role

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.

Core responsibilities

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

Who this role is right for

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

Must-haves

• 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 mission-critical products

Nice-to-haves

• Knowledge of UK pensions, auto-enrolment, or workplace benefits
• Experience selling SaaS, FinTech, accounting software, or financial services
• Familiarity with compliance-led buying processes
• Experience in a scale-up or high-growth environment
  

What success looks like

• You consistently hit or exceed your revenue targets through intermediary placements
• SDR-qualified accountant meetings convert into active Penfold advocates
• Accountants and IFAs clearly understand, and confidently recommend, Penfold
• Penfold continues to grow as a trusted pension partner within the accounting ecosystem

Our Hiring Process

1. Intro Call – A quick chat to introduce you to Penfold, learn about your experience and aspirations, and answer any questions.
2. Task – A practical task that we’ll complete together to determine how you’d approach a similar scenario to the role
3. Culture Fit Session – Meet one of our Co-Founders and team members to see if we’re a great fit for each other.
   

We’re 100% committed to building a diverse and representative team. Whatever your background, gender, race, age, or ability – we’d love to hear from you. If you have any questions, feel free to ask (even anonymously)!

We’re all about giving every candidate the best chance to shine. If you require any reasonable adjustments to the job description, application, or selection process, just let us know — we’d be happy to help. When it comes to hiring, we focus only on your skills, experience, and how you live our values.

As part of our hiring process, we may record your interview and use AI tools to generate notes. This helps us capture details accurately and ensures a fair review by our hiring panel. By attending an interview with Penfold, you consent to the use of recording and AI-generated notes for this purpose. If you have any concerns or would prefer not to be recorded, please let us know in advance.

Our Benefits

We’re working hard to create a workplace where people feel empowered to do their very best work, make a big impact, and enjoy what they do. Here’s what we offer:

• Competitive salary – we proactively review salaries to ensure fairness and progression
• Meaningful share options – you’ll own a part of Penfold and share in our success
• 10% pension contribution each month that you don’t need to match (on top of your salary)
• Medical insurance – through Vitality, including private GPs, physio, counselling, and great discounts (think 50% off PureGym memberships, free Apple Watches, and more)
• Unlimited holidays – we trust you to get the work done and take breaks when needed
• Great office space (https://theministry.com) – our private office is run by the Ministry of Sound!
• Free company lunch every week (think Borough Market and Mercato Metropolitano!)
• Top-tier MacBook and WFH equipment to set you up for success
• Cycle to work scheme – buy a bike tax-free and spread the cost
• Learning & professional development – we support courses, events, and coaching to help everyone reach their goals
• Quarterly company socials – plus plenty of regular team meetups!

Excited to join us? Apply now!