Key Account Manager

Accountabilities

• Drive strategic account growth: Identify, develop, negotiate, and close upselling and cross-selling opportunities within an existing portfolio of enterprise customers to exceed revenue and expansion targets.

• Build strong customer relationships: Establish and maintain trusted relationships with key stakeholders, business users, procurement teams, and senior decision-makers to strengthen partnerships and support long-term account success.

• Manage retention and renewals: Collaborate with dedicated Renewal Managers to support smooth contract renewals, share account health insights, identify churn risks, and facilitate timely contract execution across the assigned territory.

• Champion the customer experience: Represent customer needs internally and work with Sales, Technical Support, Finance, and other teams to resolve issues, remove obstacles, and improve the overall customer journey.

• Develop strategic account plans: Create and execute data-driven territory and account strategies that maximize customer retention, identify growth opportunities, and increase customer lifetime value.

• Achieve commercial objectives: Take ownership of account performance, maintain a strong expansion pipeline, and consistently work toward assigned sales and revenue targets.

• Maintain accurate CRM records: Keep Salesforce and other customer relationship management tools up to date, ensuring reliable forecasting, comprehensive account documentation, and visibility into commercial opportunities.

• Manage complex sales cycles: Navigate enterprise procurement processes, coordinate internal resources, and align customer requirements with commercial objectives to move opportunities forward.

• Collaborate cross-functionally: Build effective working relationships across internal teams to coordinate account strategies, address customer priorities, and deliver consistent outcomes.

• Embrace innovation: Stay open to emerging technologies and AI-enabled tools that can improve account management, streamline workflows, and enhance productivity.

Requirements

• At least 5 years of experience in account management or customer success, specifically managing or selling complex cloud-based or SaaS solutions to large enterprise customers.

• A proven track record of owning and exceeding sales quotas, with a strong focus on revenue expansion within existing accounts.

• Demonstrated success identifying upselling and cross-selling opportunities and converting them into measurable commercial results.

• Strong relationship-building and stakeholder management skills, including experience engaging business users, procurement teams, and senior decision-makers.

• Excellent communication, negotiation, and presentation skills, with the ability to lead cross-functional teams and align stakeholders around customer needs.

• A proactive, self-directed approach to account strategy, with the ability to work independently and make sound decisions in a fast-paced, high-autonomy environment.

• Strong analytical and organizational skills, including the ability to prioritize competing demands, manage multiple systems, and navigate complex enterprise procurement cycles.

• Proficiency with Salesforce and Google Workspace, including Docs, Sheets, Slides, and Drive.

• Experience developing account plans, monitoring customer health, managing renewal risks, and maintaining accurate sales forecasts.

• A customer-centric mindset, with the ability to balance customer advocacy, retention objectives, and commercial growth.

• An interest in innovation and a willingness to learn and use AI-powered tools to improve work processes and customer outcomes.

• Location and work authorization: Applicants must be located in Australia and should be prepared to confirm their current authorization to work in the country and whether employment visa sponsorship would be required.

Benefits

• Strategic commercial responsibility: Opportunity to manage important enterprise relationships and directly influence customer retention, revenue expansion, and long-term account value.

• Technology-focused environment: Work with cloud-based and SaaS solutions in a market shaped by digital innovation and evolving customer needs.

• Cross-functional collaboration: Partner with Sales, Technical Support, Finance, and renewal specialists to deliver strong customer outcomes.

• Autonomy and ownership: Lead account strategies, manage customer relationships, and identify growth opportunities with a high degree of independence.

• Innovation and AI adoption: Work in an environment that encourages learning, experimentation, and the use of AI tools to improve business processes.

• Professional development: Opportunity to deepen enterprise account management, consultative selling, negotiation, and strategic planning skills.

• Salary and compensation: The salary range, commission structure, performance incentives, healthcare coverage, retirement benefits, paid leave, and other employment benefits are not specified in the provided job description. Candidates should confirm these details during the hiring process.

• Work arrangement: The role is designated for candidates based in Australia; specific remote or hybrid working arrangements are not stated and should be confirmed with the hiring team.