Account Manager (SaaS)

TL;DR

Account Manager (SaaS): Driving expansion revenue across a book of existing accounts in the APJ region with an accent on identifying and closing upsell and cross-sell opportunities. Focus on building high-velocity pipeline, utilizing the MEDDPICC sales framework, and managing complex stakeholder relationships in midsize to multinational organizations.

Location: Based in Australia (Sydney), hybrid working model.

Company

A rapidly growing HR tech company providing a data-driven, modular HRIS platform for midsize and multinational businesses worldwide.

What you will do

• Identify and close upsell and cross-sell opportunities to deliver new Annual Recurring Revenue (ARR).
• Manage a pipeline of approximately 30 active deals per quarter with a 60-day sales cycle.
• Use structured frameworks like MEDDPICC to navigate complex enterprise sales processes.
• Build consultative relationships with key stakeholders to align solutions with business goals.
• Collaborate cross-functionally with Customer Success, Renewal Managers, and Sales Engineers.
• Forecast accurately and consistently meet or exceed revenue targets.

Requirements

• 4+ years of experience driving revenue through upselling in a SaaS or B2B environment.
• Demonstrated hunter mentality with experience building pipeline and closing deals.
• Experience managing large, complex accounts (500+ employees preferred).
• Hands-on experience with sales frameworks like MEDDPICC.
• Familiarity with Salesforce and strong forecasting skills.
• Ability to work virtually while maintaining readiness to travel for clients and events.

Nice to have

• Experience selling HR technology.
• Experience conducting value-led product demonstrations.

Culture & Benefits

• Competitive compensation, benefits, and pre-IPO equity options.
• Hybrid work model with a home office setup allowance.
• Flexible work: Temporary remote work from anywhere globally for up to 2 months after 6 months of tenure.
• Quarterly long weekends (Bob balance days) and birthday time off.
• Catered Thursday lunches and dog-friendly office environment.
• Social impact volunteering days and employee referral programs.