Account Manager

About the Role

Key Responsibilities

• Drive Renewals: Take ownership of the renewal process for a portfolio of key accounts, ensuring timely and successful contract renewals.
• Revenue Retention: Implement strategies to safeguard existing revenue, proactively identifying risks and addressing them before they impact the business.
• Revenue Expansion: Collaborate with sales teams to identify upsell and cross-sell opportunities within your accounts, contributing to overall revenue growth.
• Contract Negotiation: Lead negotiations for renewals and expansions, working closely with legal and finance teams to structure favorable agreements.
• Market Insights: Stay informed about industry trends, competitive landscape, and client needs to offer informed recommendations that drive client value and satisfaction.
• Collaboration: Partner with sales, customer success, and marketing teams to align on account strategies and ensure a cohesive approach to client growth.
• Reporting & Metrics: Track and report on renewal rates, upsell success, and overall account health, using data to inform decision-making and strategy adjustments.

Requirements

• Previous experience as an Account Executive or in a similar commercial role, with a strong track record in SaaS renewals and revenue growth.
• A solid understanding of the cyber security landscape, particularly in Third-Party Risk Management (TPRM).
• Proven ability to negotiate contracts and renewals, balancing client needs with company goals.
• Ability to think strategically about account growth, identifying opportunities for expansion and mitigating potential risks.
• Proficient in using data to drive decisions, with a focus on metrics that impact renewals and revenue growth.
• Ability to work effectively with cross-functional teams to drive account success.

Nice to Have

• Experience as an Account Executive or in a similar sales role, with a strong understanding of the commercial aspects of SaaS renewals.
• Past history utilizing the MEDDPICC sales methodology (or similar).
• Deep understanding of the cyber security industry, particularly in the context of SaaS solutions.
• Expertise in structuring and negotiating complex contracts, particularly in a SaaS environment.
• Demonstrated success in driving high renewal rates and identifying revenue expansion opportunities within existing accounts.
• Relevant certifications in cyber security or TPRM that demonstrate expertise and commitment to the field.
• Proficiency in Spanish.

Qualifications

• Experience in SaaS renewals and revenue growth.
• Knowledge of the cyber security landscape, especially TPRM.
• Strong negotiation skills.
• Strategic thinking about account growth.
• Data-driven decision-making skills.
• Effective collaboration with cross-functional teams.

Benefits & Perks

• Monthly Lifestyle subsidy for financial, physical, and mental well-being.
• WFH set-up allowance to help establish a productive work environment.
• Base salary between $75,000 and $100,000 with a quarterly bonus, totaling $90,000 to $120,000 in annual on-target earnings.
• Annual Learning & Development allowance of $1,500 USD.
• Generous annual leave/PTO allowances.
• 18 weeks paid parental leave.
• Personal leave allowance including sick & carer's leave.
• Fully remote working environment with physical offices in Sydney & Hobart.
• Top-spec hardware provided for roles.