Job Description
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 strong 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 clear 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, cooperative, 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
Strong 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
#J-*****-Ljbffr

📌 Director Sales And Account Management (New South Wales)
🏢 Hireright
📍 New South Wales