Job Description

Overview

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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 strong customer partnerships.

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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.

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Responsibilities

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



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

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

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