Turn trusted relationships into real commercial growth

Our client is looking for an Account Director who can do more than manage relationships. They need someone who can sell. This is a strategic SaaS role for someone who knows how to grow an existing customer base, uncover commercial opportunity and turn strong relationships into measurable recurring revenue.

You will own a portfolio of customers, build account plans, understand where the growth opportunities sit and work those opportunities through from idea to signed outcome.

That means renewals, expansion, upsell, cross-sell, product adoption and referrals all matter.

So does trust.

The customers are senior, sophisticated and often operating in complex environments. You will need to be credible with senior executives, ask good questions and understand what is happening inside an organisation before trying to sell anything.

But this is not a role for someone who simply enjoys looking after accounts.

You need the commercial instinct to spot an opportunity, qualify it properly, build the case, influence the right stakeholders and close.

The opportunity

This is a newly sharpened Account Director role within a growing B2B SaaS business with ambitious plans for the next stage of growth. A significant chance already exists within the customer base.

The business has strong relationships, a valuable product and customers who can often benefit from doing more. The opportunity now is to bring greater commercial discipline to those relationships.

You will take ownership of a portfolio of strategic customers and be responsible for understanding where each account is today, where the risk sits and where there is genuine room to grow.

You will build structured account plans, develop customer roadmaps, manage renewals, deepen product adoption and create expansion opportunities.

And importantly, you will own the commercial outcome.

What you will be doing

You will be responsible for:

- Owning and growing a portfolio of strategic SaaS customers
- Building clear account plans and customer roadmaps
- Understanding account value, product usage, renewal timing, risk and whitespace
- Identifying expansion, upsell and cross-sell opportunities
- Qualifying opportunities properly before investing time in them
- Building commercial cases around customer priorities and business value
- Mapping stakeholders and developing relationships across an account




- Working with senior decision-makers and economic buyers
- Managing renewals and protecting recurring revenue
- Progressing commercial opportunities through negotiation and close
- Forecasting accurately and maintaining strong CRM discipline
- Driving greater product adoption across the customer base
- Generating referrals and warm introductions
- Working closely with Product, Client Success, Marketing and technical teams
- Bringing customer insight back into the wider business
- Taking ownership when something is at risk rather than waiting for someone else to solve it

What we are looking for

You are likely already working in SaaS, software or a closely related recurring-revenue environment. You understand that strong account management is not just about keeping customers happy. It is about creating enough value and trust that the commercial relationship continues to grow.

You know how to sell.

That means you can explain how you identify an opportunity, qualify it, establish business value, find the economic buyer, navigate competing priorities, negotiate and get the agreement signed.

You will ideally bring

- Strong B2B SaaS or software experience
- A track record of owning and growing existing customer accounts

- Experience managing recurring revenue
- Evidence of renewals, expansion, upsell and cross-sell
- Commercial targets you have personally owned
- Clear examples of quota or target attainment
- Experience building structured account plans
- Strong forecasting and pipeline discipline
- Confidence with CRM and sales process
- The ability to work with senior and executive-level stakeholders

- Strong commercial judgement
- Excellent listening and questioning skills
- The confidence to challenge constructively when needed
- A high level of ownership and personal accountability
- Comfort working in a growing business where not everything is already built for you

Experience with complex enterprise customers will be highly regarded.



Experience working with boards, governance, regulated organisations or senior executive audiences would be valuable, but it is not essential.

What matters most is that you can sell, grow accounts and create genuine commercial momentum.

What good looks like

You will know you are succeeding when:

- Existing customers are growing
- Renewal risk is identified early and managed properly
- Expansion opportunities are being found and converted

- Product adoption is increasing
- Account plans are clear, current and commercially useful

- Forecasts are credible

- Customers trust you
- Senior stakeholders see you as useful, not transactional
- Commercial opportunities move forward rather than sitting indefinitely in pipeline
- Relationships translate into measurable recurring revenue growth

Why join?

This is a chance to join a growing SaaS business at a point where the commercial function is evolving quickly. There is real opportunity within the existing customer base, and you will have the autonomy to help shape how those accounts are managed and grown.

You will work closely with an experienced commercial leader and across a smart, ambitious team where ownership matters.

The environment will suit someone who enjoys building, improving and finding opportunities others may have missed.

If you like highly structured corporate environments where every process is already defined, this may not be for you.

If you like taking ownership, solving problems, influencing senior people and seeing your work translate directly into growth, it could be a very good fit.

Location and package

This is a Melbourne CBD-based role with a hybrid working model and regular in-person collaboration with the team. The package is expected to be approximately:

$200k to $250k OTE + Super + ESOP

There may also be some international travel associated with key customer meetings and events.

Candidates must have full working rights in Australia. Sponsorship is not available for this position.

Could this be your next move?

If you are a proven SaaS seller who enjoys the challenge of growing strategic accounts, building trusted relationships and turning opportunity into signed revenue, we would love to hear from you. This is not about maintaining a book of business.

It is about owning it, growing it and helping shape what comes next.

📌 Account Director (Melbourne)
🏢 Kindtide
📍 Melbourne