Overview

This role is a senior Go-To-Market leadership position responsible for defining and executing the overall sales and account management strategy in Australia. The Director, GTM (Sales & Account Management) will lead teams responsible for both new business acquisition and growth within existing enterprise accounts, ensuring revenue growth and solid customer partnerships.

This is not a quota-carrying role, but is accountable for overall regional performance, including pipeline health, revenue delivery, customer retention, and expansion. The role requires a strong balance of strategic leadership, operational accuracy, and customer-centric execution.

Responsibilities

- Define and execute the Australia GTM strategy, spanning new business, account growth, and customer retention
- Lead, coach, and grow a high-performing team across Sales and Account Management
- Drive overall revenue performance, ensuring alignment across new business, retention, and expansion
- Establish transparent operating rhythms across pipeline management, forecasting, and performance tracking
- Develop and implement segmentation, territory planning, and account coverage models
- Ensure disciplined execution of account planning and customer engagement strategies for key enterprise clients
- Build and maintain executive-level relationships with strategic customers and partners
- Partner cross-functionally with Marketing, Product, Customer Success, and Operations to align GTM execution and customer outcomes
- Oversee complex deal strategy, commercial negotiations,



and major account reviews
- Identify market opportunities, competitive positioning, and growth levers specific to the Australian market
- Foster a performance-driven, collaborative, and customer-first culture

Qualifications

- 12+ years of B2B experience across enterprise sales, account management, or GTM leadership roles in Australia
- Proven experience leading both new business and account growth functions
- Strong track record of driving regional performance through team leadership
- Experience managing complex enterprise environments with long sales cycles and multiple stakeholders
- Demonstrated success building and leading high-performing, commercial teams
- Background in technology or professional services strongly preferred

Knowledge & Skills

- Strong strategic and commercial acumen with the ability to integrate sales and account management into a unified GTM approach
- Deep understanding of enterprise buying behaviours and customer lifecycle management
- Excellent leadership, coaching, and organisational development capabilities
- Robust stakeholder management and executive communication skills
- Advanced deal strategy, negotiation, and commercial structuring expertise
- Proven ability to translate strategy into execution through clear operating models and metrics
- Highly adaptable, resourceful, and comfortable operating in complex, matrixed organisations
- Strong knowledge of the Australian enterprise market and competitive landscape

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📌 Director Sales and Account Management (Newcastle City Council)
🏢 Hireright
📍 Newcastle City Council