Account Manager (SaaS)

TL;DR

Account Manager (SaaS): Drive expansion revenue across existing customer base through cross-sell and upsell opportunities with an accent on identifying whitespace, multithreading in enterprise accounts, and building qualified pipelines. Focus on closing complex deals, managing full sales cycles, and collaborating cross-functionally with CX and marketing teams.

Location: Hybrid in Sydney, NSW or Melbourne, VIC, Australia

Company

SaaS product for data and information lifecycle management designed for highly-regulated organizations.

What you will do

• Own and close cross-sell/upsell opportunities in North America enterprise and mid-market accounts to achieve expansion quota.
• Build and maintain qualified pipelines using account-based motions and collaboration with CX/marketing.
• Multithread across organizations, develop outcome-based business cases, and deliver demos with SEs.
• Apply MEDDPICC for deal qualification, maintain Salesforce hygiene, and manage full sales cycles.
• Collaborate with CX for relationship health and contribute to GTM strategy refinement.

Requirements

• 5+ years in B2B SaaS sales with proven track record in expansion quotas (upsell/cross-sell, not renewals).
• Enterprise sales experience: multithreading, negotiation, procurement/legal navigation.
• Strong pipeline/forecast management with Salesforce proficiency and MEDDPICC or similar.
• Customer-centric skills: discovery, storytelling, translating tech to business value.
• Proactive, collaborative mindset focused on outcomes.

Culture & Benefits

• Flexible work arrangements and hybrid setup in Sydney or Melbourne offices.
• Generous paid parental leave, 4 weeks annual leave, and employee share options.
• Supportive, collaborative environment with 100+ tech-driven professionals.
• Fast-paced, transparent culture focused on continuous improvement.

Hiring process

• Submit CV via apply button; no recruiters.
• Police background check required.
• AI tools may assist in screening, but final decisions by humans.