VP Of Sales - Accountancy at Insignis… · London

We are a fast-growing, FinTech company looking for a talented and enthusiastic individual to join our team. We are expanding, making this a perfect position if you would like to have a significant impact on our company’s growth and develop your role and career as the business evolves. You will join a team where your ideas will be welcomed and valued.

The Vice President of Sales – Accountant Channel is responsible for owning growth, penetration, and performance across Insignis’s accountant ecosystem. This role exists to turn Insignis’s existing and expanding accountant relationships into a consistent, high-quality source of applications, deposits, and long-term client value, while protecting trust, governance, and brand credibility.

This is not a pure new-logo role. Success is defined by deepening engagement, improving referral quality, and embedding Insignis into accountants’ day-to-day workflows. The VP will build and lead the specialist team, define the operating rhythm of the channel, and ensure Insignis becomes a default, trusted solution within the UK accountancy market.

Role Responsibilities

• Drive sustainable revenue growth through the accountant channel
• Increase penetration and application volume across the existing accountant panel
• Improve referral quality, conversion rates, and time-to-value
• Build a scalable, repeatable operating model for accountant-led growth
• Position Insignis as a trusted, governance-led partner to accountancy firms

Channel Revenue Ownership

• Own revenue, pipeline, and application targets for the accountant channel
• Translate Insignis’s GTM strategy into clear channel-specific sales plans
• Balance acquisition of new firms with deepening penetration of existing relationships
• Maintain tight control of pipeline quality, deal progression, and forecasting

Accountant Relationship & Penetration Strategy

• Define engagement models by firm type (SME, mid-market, larger and hybrid firms)
• Establish a clear cadence for relationship management, education, and referral activation
• Position Insignis as an extension of the accountant’s value to their clients
• Personally manage the most strategic accountant relationships

Team Leadership & Capability Building

• Lead and develop the accountant channel sales and relationship management team
• Set clear expectations around activity, quality, and outcomes
• Coach the team to sell value, governance, and outcomes rather than features
• Build a high-trust, high-accountability culture aligned to Insignis’s values

Go-to-Market & Enablement

• Partner closely with Marketing and Partner Marketing on messaging and positioning
• Develop enablement materials, playbooks, and client-ready assets for accountants
• Ensure consistent, compliant messaging across all accountant touchpoints
• Continuously refine ICPs and segmentation within the channel

Forecasting, Data & Discipline

• Own forecast accuracy and reporting for the accountant channel
• Embed strong CRM discipline and pipeline inspection
• Use data to identify under-penetrated firms and referral friction
• Provide clear performance visibility to CSO, ExCo, and the Board

Customer, Governance & Reputation

• Ensure accountant-led sales reflect Insignis’s regulatory obligations
• Challenge misaligned or low-quality opportunities
• Partner with Client Services to ensure strong onboarding and experience
• Act as a senior ambassador for Insignis within the accountancy ecosystem

Experience & Background

• Senior sales or channel leadership experience in B2B or professional-services-led markets
• Proven experience scaling a partner or referral-driven channel
• Strong understanding of how accountants influence client decisions
• Track record of building teams and driving performance through others
• Comfortable operating in regulated, trust-based environments

Leadership Attributes

• Commercially disciplined and focused on quality growth
• Relationship-led and credible with senior accountants
• Coach-driven, developing capability not dependency
• Data-literate and operationally rigorous
• Values-led with strong personal integrity

Benefits

• Competitive compensation
• 25 days holiday (ex. Bank holidays)
• Pension contributions
• Private medical insurance
• Employee health and wellness discounts
• Cycle to Work Scheme
• Monthly team lunches

Working Pattern

• Hybrid working pattern in {London/Cambridge} office, 3 days in the office, 2 days remote.