Director, Sales

This is a fully remote position, open to applicants in Australia.

📋 Description

• Develop and execute the commercial strategy for ANZ customer expansion from inception, which includes frameworks for account readiness, territory organization across Australia and New Zealand, collaborative account planning, and disciplined pipeline management in close collaboration with Sales and Customer Success leadership.

• Evaluate each team member against a defined commercial standard within your first 60 days, identify growth opportunities, create personalized development plans, and present a documented talent strategy to the VP of Sales.

• Mentor the team to engage in conversations at the CFO and Controller level through targeted, skill-based training, fostering a team environment where each representative has a transparent growth trajectory and understands what excellence looks like at every step of the process.

• Conduct rigorous weekly pipeline inspections: qualify deals in and out, uphold a high standard for forecast accuracy, and cultivate a team culture where pipeline integrity is paramount.

• Create and maintain joint account strategies for the most valuable clients, identifying opportunities for expansion and aligning internal resources to meet customer needs.

• Develop territory and coverage strategies that reflect the unique characteristics of the Australian and New Zealand markets, ensuring alignment with customer value and industry verticals.

• Structure the team to optimize expansion opportunities across the ANZ region.

• Collaborate with Customer Success, RevOps, and Sales leadership to enhance adoption and ensure process uniformity across teams, while tracking retention indicators to build a sustainable expansion on a strong customer foundation.

• Establish systems that transform product usage data into proactive expansion initiatives, consistently owning forecast accuracy in reports to senior leadership.

⛳️ Requirements

• A proven history of leading a quota-carrying B2B SaaS sales team to meet expansion ARR targets, with individual representative accountability and a defined methodology for pipeline management and forecasting.

• Experience leading or operating in both Australian and New Zealand markets, with insights into how buyer behavior, deal cycles, and market dynamics vary between them.

• Proficiency in using Gong (or a similar platform) for daily sales operations and pipeline management, including call reviews, coaching, and revenue insights.

• A demonstrated capacity to sell to or coach sales dialogues with CFOs, Controllers, or Finance VPs in finance-related software fields such as FP&A, ERP, close management, or accounting.

• Proven ability to leverage customer success platform data (ChurnZero, Gainsight, or similar) to pinpoint expansion-ready accounts from product usage indicators and convert those insights into commercial strategies.

• Regular use of AI tools in everyday sales management tasks—such as call preparation, deal strategy formulation, account research, and team empowerment—with the capability to create AI-assisted workflows that enhance team productivity.

• Willingness and capacity to travel approximately 10% of the time.

• An inquisitive nature, openness to new methodologies, and a drive for continuous improvement.

• A collaborative approach when engaging with cross-functional teams.

• Must possess the right to work in Australia; please note that visa sponsorship is not available for this position.

• Experience in private equity-backed, mid-market SaaS settings.

• Hands-on experience in designing territory and coverage frameworks or leading a commercial strategy overhaul from the ground up.

• Familiarity with Pendo or a comparable product analytics tool for prioritizing accounts based on usage data.

• Experience in a collaborative model where Customer Success and Sales share responsibility for customer outcomes, with a well-defined transition process between adoption and expansion phases.

• Certification in MEDDIC, MEDDPICC, Value Framework, or Solution Selling, along with experience selling a multi-product finance software portfolio utilizing product usage data as the driving force behind commercial activities.

🏝️ Benefits

• Hybrid work model from our central Perth office with flexible working hours.

• Co-funded gym membership, mobile plan, home broadband, and home office equipment allowance.

• Birthday leave, extended leave, and mini sabbatical options for long-serving employees.

• Access to Employee & Family Assistance Programme.

• Support for professional development and financial aid for learning opportunities.

• Social events, team-building activities, and chances to foster community engagement.

• Opportunities to engage in Environmental, Social, and Governance (ESG) initiatives.

• Quarterly Town Halls and Kickoffs that unite teams to celebrate successes, share updates, and plan for the future.