Who we are…

Founded in 2002, ELMO Software is the trusted provider of HR technology solutions to 2,000+ mid-sized organisations and more than one million end users across Australia and New Zealand.With a comprehensive suite of ISO-certified solutions that span the full employee lifecycle, ELMO Software is designed to scale as organisations grow. Flexible and configurable, ELMO’s one-stop HRIS fits to your specific needs and workflows.Through powerful technology, automation, data and analytics, ELMO Software empowers HR professionals to play an integral role in company decision making.

Life & Culture...

At ELMO you will be joining an epic team with the chance to make a big impact. We foster an authentic, collaborative, fun working environment and being an ELMOnian means you're part of an amazing team that will push you to grow, support you with challenges and allow you to shine. Some of our benefits include:

- Hybrid work set up
- Paid Parental leave - 12 weeks primary, 6 weeks secondary
- Birthday leave, YOU day each year, as well as connecting people leave (up to 2 weeks working from anywhere)
- Inhouse Learning and Development initiatives
- ELMO Social and Diversity clubs
- Wellbeing initiatives
- Mental Health/EAP programs
- Flare Benefits (great discounts, novated leasing, salary sacrifice)

Our values:

- Reimagine What's Possible - We believe innovation is human at its core. By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do.
- Obsess over Customers – Everything we do is designed to positively impact our customers.
- Help Others Thrive - Be they colleagues, communities or customers, we champion ways to help others thrive.
- Be Fearlessly Optimistic - We bring unwavering positivity to any challenge,



as we know it will drive meaningful change.

Please note: Our internal Talent Acquisition team has got this covered, we’re not open to using an agency for this role.

Job Description

The Commercial Manager serves as the critical bridge between Finance and the broader business (Sales,
Marketing, Operations). This role is responsible for delivering high-impact commercial analysis that is essential to our continued
business growth. Acting as a key strategic partner, you will translate complex financial data into robust
commercial frameworks.

This position requires a sophisticated blend of advanced analytical skills, financial acumen, and the communication skills necessary to influence decision-making at all levels of the organisation.

Key Responsibilities:

Pricing Strategy & Execution:

- Framework Development: Design and execute advanced pricing strategies (subscription, tiered, value-based) to enhance market competitiveness.

- Lifecycle & Governance: Oversee the pricing lifecycle—from new feature monetization to annual price adjustments, while enforcing policy consistency across channels and geographies.

- Modelling & Market Intelligence: Perform price elasticity analysis, 'what-if' scenario planning, and competitor tracking to proactively adapt commercial strategies.

Commercial Analysis & Revenue Optimisation:

- Profitability & Performance Tracking: Analyse profitability by customer segment and channel,



building dashboards to track core commercial KPIs and revenue variances.

- Unit Economics: Evaluate churn, retention, and LTV:CAC ratios to optimize go-to-market investments and support long-range financial planning.

- Automation & Systems: Leverage modern financial platforms, BI tools, and AI automation to streamline commercial reporting processes.

Strategic Business Partnering:

- Cross-Functional Deal Support: Partner with Sales, Marketing, and Product teams on non-standard deal structuring, discount approvals, and Deal Desk escalations.

- Governance & Alignment: Coordinate with Legal and Accounting to balance risk mitigation, revenue recognition standards, and margin protection.

- Executive Communication: Synthesize complex data into clear strategic guidance for non-finance leaders to align teams around broader revenue targets.

Key Performance Indicators:

- Revenue Impact: Measurable revenue growth attributed to pricing and commercial initiatives.

- Strategic Insight: Delivery of 10+ high-impact, actionable insights per year.

- Stakeholder Satisfaction: Internal customer satisfaction rating of $ge 90%$.

- Forecast Precision: Maintain commercial forecasting accuracy of $ge 90%$.

Qualifications & Competencies:

- Education & Experience: Bachelor’s degree in Finance, Economics, or a quantitative field, paired with 5+ years in Commercial Finance, FP&A;, or Pricing (SaaS/subscription context preferred).

- Technical Mastery: Advanced financial modelling expertise, large-dataset analysis, and proficiency with BI tools (e.g., Power BI, Tableau).

- Strategic Influence: Track record of designing pricing frameworks and successfully influencing executive stakeholders with data-driven arguments.

📌 Commercial Manager (Sydney)
🏢 ELMO Software
📍 Sydney