Position Description: Account Manager (B2B – Utilities & Software)

Overview

We are seeking a commercially minded Account Manager to manage and grow a portfolio of existing customers while also driving new revenue through targeted new'‘logo acquisition. This role operates within a software-led business supporting utilities and regulated environments and requires strong sales discipline, structured planning, and effective use of CRM systems to manage pipeline, forecasting, and account activity.

The Account Manager will work closely across all internal business functions to ensure customer outcomes are delivered seamlessly while driving sustainable revenue growth.

Key Responsibilities

Account Development

- Own and grow a portfolio of existing B2B customers within the utilities and related sectors
- Build trusted, long-term relationships with key customer stakeholders across operational, technical and executive levels
- Identify and execute upsell and cross-sell opportunities across products and services
- Maintain comprehensive account plans within the CRM, including opportunities, renewal cycles and growth strategies

New Business / New Logos

- Identify, qualify and pursue new customer opportunities within target industries
- Build and manage a healthy sales pipeline using the CRM as the single source of truth
- Lead end-to-end sales activity from prospecting through to close
- Ensure all prospect engagement, opportunities and deal progress are accurately recorded in the CRM

Internal Collaboration

- Work closely with delivery, product,



implementation, customer success, marketing and finance teams
- Use CRM insights and customer data to brief internal teams and support solution design
- Act as the commercial interface between customers and internal stakeholders, ensuring alignment and accountability

Sales Planning, CRM & Delivery

- Develop and execute structured sales plans aligned to revenue targets and strategic objectives
- Forecast pipeline and revenue accurately using CRM reporting and dashboards
- Maintain high-quality data hygiene in the CRM, including activity tracking, deal stages and probability
- Use CRM analytics to support decision-making, sales prioritisation and performance improvement

About You

Experience & Skills

- Proven B2B Account Management and new business experience, ideally within software, technology or utilities environments
- Strong sales planning, pipeline management and delivery capability
- Demonstrated experience using CRM systems to manage accounts, opportunities and forecasts
- Confident communicator able to influence and engage stakeholders across organisations

Qualifications

- Diploma or Bachelor’s degree in Business, Sales, Marketing, Commerce or a related discipline

Personal Attributes

- Commercially driven and outcomes focused
- Highly organised with strong attention to detail and discipline around CRM usage
- Team-oriented and comfortable working across multiple internal functions
- Proactive, resilient and accountable

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📌 Account Manager (Wollongong)
🏢 Balance Recruitment
📍 Wollongong