Sr Account Director, Enterprise in Melbourne

This position is listed on behalf of a partner company, which manages all applications and next steps.

Our partner is looking for a Sr Account Director, Enterprise based in Australia.

We are seeking an accomplished enterprise sales leader to drive strategic growth and expand customer relationships across the enterprise market.

In this senior role, you will lead the full sales cycle for innovative supply chain and direct spend management software, from prospecting and pipeline development to executive engagement and deal closure.

You will build trusted relationships with C-level executives and key stakeholders across procurement, finance, IT, and supply chain functions.

By connecting technology capabilities to measurable business outcomes, you will help large organizations improve efficiency, optimize spending, and strengthen profitability.

Working collaboratively with cross-functional sales teams, you will develop strategic account plans, deliver compelling ROI-based business cases, and identify new revenue opportunities.

This remote opportunity combines enterprise-level commercial ownership, international collaboration, and access to cutting-edge AI-powered technology within a global, customer-focused environment.

Accountabilities

• Enterprise Sales and
• Revenue

Growth: Drive new business development by prospecting, building qualified pipelines, and selling enterprise supply chain and direct spend management solutions to large organizations.

• Strategic
• Account

Planning: Develop and maintain actionable account plans that identify growth opportunities, establish sales priorities, strengthen customer relationships, and support long-term revenue generation.

• Executive
• Relationship

Management: Build and maintain trusted relationships with C-level executives and senior decision-makers across procurement, finance, IT, and supply chain functions.

• Value-Based

Selling: Articulate the strategic value of enterprise software solutions by connecting product capabilities to customer business objectives, operational challenges, and measurable financial outcomes.

• Complex
• Deal

Management: Lead enterprise sales cycles from initial prospecting through negotiation and closure, navigating complex stakeholder environments and coordinating the resources required to secure strategic opportunities.

• Business
• Case

Development: Develop compelling commercial proposals using return on investment (ROI), total cost of ownership (TCO), and other financial models to demonstrate business value and support executive decision-making.

• Cross-Functional
• Sales

Collaboration: Partner with colleagues across sales teams and other internal functions to coordinate resources, share insights, and advance complex opportunities across the sales cycle.

• Customer
• Value

Roadmaps: Collaborate with customers and internal stakeholders to establish joint strategic roadmaps that define business objectives, expected outcomes, and the value delivered over time.

• Pipeline Management and

Forecasting: Maintain accurate sales forecasts, monitor pipeline health, and provide regular reports to sales leadership on performance, market trends, emerging opportunities, and potential risks.

• Market and
• Opportunity

Analysis: Identify enterprise market trends, customer needs, competitive dynamics, and emerging business opportunities to inform sales strategies and strengthen market positioning.

• Sales Methodology and

Execution: Apply structured sales engagement methodologies, maintain disciplined opportunity management practices, and continuously refine sales approaches to achieve and exceed revenue targets.

• Performance and
• Target

Achievement: Consistently deliver against assigned sales quotas while maintaining a strong focus on sustainable revenue growth, customer value, and long-term commercial relationships.

Requirements

• Enterprise
• Sales

Experience: A proven track record of exceeding sales quotas in enterprise software sales, ideally within supply chain management, procurement technology, direct spend, or related B2B software markets.

• Executive-Level Selling: Demonstrated success selling to and influencing C-level executives and senior decision-makers within large, complex organizations.
• Complex
• Sales
• Cycle

Management: Experience managing lengthy, multi-stakeholder enterprise sales cycles, coordinating internal resources, navigating procurement processes, and successfully closing high-value deals.

• Value-Based
• Commercial

Selling: Strong ability to communicate business value to finance and business stakeholders, using ROI, TCO, and other financial models to demonstrate measurable customer benefits.

• Strategic
• Account

Planning: Excellent organizational skills and practical experience developing account plans, managing pipelines, prioritizing opportunities, and executing structured sales strategies.

• Pipeline Forecasting and

Reporting: Ability to maintain accurate forecasts, analyze sales performance, identify risks, and communicate pipeline developments clearly to leadership.

• Cross-Functional

Collaboration: Demonstrated ability to work effectively with diverse teams across departments, seniority levels, and international geographies to advance strategic opportunities.

• Sales
• Methodology

Knowledge: Familiarity with established sales engagement methodologies and structured approaches to prospecting, qualification, stakeholder management, and deal execution.

• Commercial

Acumen: Strong understanding of enterprise business challenges and the ability to connect technology investments to financial performance, operational efficiency, and strategic business objectives.

• Communication and Negotiation: Excellent presentation, relationship-building, influencing, and negotiation skills, with the ability to engage confidently with senior executives.
• Leadership and Ownership: Strong professional judgment, initiative, accountability, and the ability to manage competing priorities while maintaining focus on revenue objectives.
• Adaptability and
• Strategic

Thinking: Ability to identify new business opportunities, respond to evolving market conditions, and develop effective sales strategies in a competitive enterprise technology environment.

Benefits

• Competitive

Compensation: Advertised annual salary range of $195,000-$221,667, with the starting salary determined by relevant skills, experience, and geographic location.

The original posting does not specify the currency.

• Remote Work: A remote working arrangement designed to support flexibility and collaboration across international teams.
• Comprehensive Regional Benefits: Location-specific benefits packages that may include medical and dental insurance, retirement or pension plans, and life or accident protection.
• Paid Wellness Days: Two company-wide paid wellness days annually to support rest, recovery, and personal well-being.
• Birthday Leave: One paid day off on your birthday or another day of your choice during your birthday month.
• Volunteer Time Off: Up to 40 hours of paid volunteer leave annually to support community initiatives and charitable activities.
• Employee
• Assistance

Program: Free, confidential, round-the-clock access to counseling and resources covering emotional well-being, work-life challenges, financial advice, legal guidance, and support for new parents.

• Business Travel Protection: Access to travel assistance services that provide medical, safety, pre-trip planning, and emergency support during business travel.
• Employee Referral Bonuses: Financial incentives for referring qualified candidates who are successfully hired.
• Innovative

Technology: The opportunity to sell AI-powered spend management solutions designed to help organizations make smarter purchasing decisions, improve visibility, and increase profitability.

• Global Collaboration: Work alongside international sales and business teams, sharing expertise and contributing to strategic enterprise opportunities.
• Meaningful Business Impact: Help major organizations optimize spending, improve supply chain performance, and achieve measurable commercial outcomes.
• Inclusive Work Environment: Join an organization that emphasizes collaboration, transparency, equal opportunity, and employee well-being.