We’re an ASX-listed (ASX: IRI), Australian-based, technology company embarking on an exciting journey as we pivot our strategy towards product-led growth and innovation. At IR, we provide Observability that powers elite business performance. Trusted by the world’s largest organizations for more than 30 years, our market-leading observability solutions are powered by Prognosis – the only real-time intelligence platform built for multi-vendor infrastructure, UC and CC and payments environments.

Now, we are looking for dynamic, high performing individuals to help us deliver on the next chapter for IR. You’ll have the opportunity to make an impact at an evolving global company on the cusp of transformation.

The Junior Account Manager owns a book of existing IR clients across the Collaborate and Mid-Market portfolio. The role is accountable for retaining and growing that book: running the full renewal cycle, identifying up-sell and cross-sell opportunities, and building the account management craft while doing it.

This is a deliberate entry point into enterprise sales and a structured path into full Account Management. IR is hiring for commercial instinct and client judgement rather than for a sales CV. Product knowledge, market context and sales methodology will be taught.

Applications are welcomed from candidates currently in corporate, client-facing roles who are ready to move into a commercial career: project or delivery management, customer success, account coordination, inside sales, or product and technical support. This role is an entry point rather than a destination. The progression from here is to Account Manager, carrying named strategic accounts, typically within 18 to 24 months.

Ramp & First Twelve Months:

- Days 1 to 30: Product, market and process grounding. Shadow the assigned buddy on live renewals. Know the book: every account, renewal date and key contact.
- Days 31 to 90: Running smaller renewals end to end. First solo client meetings. Account plans drafted for top accounts.
- Days 91 to 180: Owning the full book. Carrying forecast. First expansion opportunities sourced and progressed.
- Months 7 to 12: Performing at quota. Negotiating own price increases. Contributing in team deal reviews rather than only receiving coaching.

Responsibilities:

- Manage a named book of accounts across the Collaborate and Mid-Market portfolio, together with a set of lower-value trial and testing accounts.
- Own an annual quota of approx. USD $3M , weighted toward renewal retention, with a secondary expansion target from up-sell and cross-sell
- Manage the full renewal cycle on every account in the book: relationship, forecast, negotiation and close.
- Joint ownership with a senior Account Manager or the VP of Sales on renewals on large complex accounts, and on any account facing active competitive displacement.




- Run the full renewal cycle across the assigned book, from early engagement through to signature
- Meet client contacts on a consistent cadence so that renewals are never a surprise conversation
- Identify churn risk early and act on it before it escalates into a save
- Forecast the book accurately and maintain current, accurate records in Salesforce
- Identify and pursue up-sell and cross-sell opportunities within the renewal base
- Build account growth plans with coaching, and progress them independently through ramp
- Develop sufficient understanding of each client's infrastructure and priorities to identify where IR should sit next
- Negotiate price increases, expansions and contract terms, with senior support on higher-value renewals
- Deliver clear, confident presentations and demonstrations to client stakeholders
- Address objections and competitive pressure directly rather than deflecting or escalating by default
- Build the ROI and business case for IR and present it to budget holders
- Work with Sales Engineering, Client Success, Qualified Services and Partners to bring the right expertise into each account

Desired Skills and Experience

Requirements:

- Comfortable with Ambiguity – you thrive in transformational environments where things are constantly evolving and are able to pivot quickly.
- Take Initiative – you’re self-driven, proactive in identifying opportunities, and drive continuous improvement throughout the organization.
- Growth Mindset - you think two steps ahead, fail forward, and learn quickly; you’re not afraid to drive change and iterate on feedback.
- Client-Centric - You put our clients first and ensure all decisions made benefit our client-base.
- Effective Communicator – You are able to communicate with a diverse audience, understand other perspectives, and ensure everyone is on the same page.
- 1 to 2 years in a corporate, client-facing commercial or technical role - for example: SDR or BDR, inside sales, customer success, account coordination, project or delivery management, product and technical support.
- Demonstrable commercial instinct: evidence of identifying an opportunity, building a case for it, and taking it to someone with the authority to approve it.
- Strong written and verbal communication, with the confidence to present to senior stakeholders.
- Strong organizational and planning discipline, with the ability to run multiple renewal timelines concurrently.




- Comfortable working with sales technology platforms such as Salesforce, HubSpot or Sales Navigator.
- Composure under pressure, with the ability to hold a difficult commercial conversation without damaging the relationship.
- A genuine interest in building a career in account management, and the appetite to learn the technical details of a complex product.
- Ability to travel approximately 15% to 25% to client sites, conferences, and company meetings within and occasionally beyond the assigned territory.

Preferred:

- Experience managing a renewal book, or exposure to renewals through a customer success or support capacity.
- Experience selling or supporting software in the Unified Communications or Contact Centre markets.
- Familiarity with communications infrastructure and platforms such as Cisco, Avaya, Microsoft Teams, Webex or Zoom.
- Experience negotiating commercial terms, price increases or contract renewals.
- Exposure to solution selling or a structured sales methodology.
- Experience selling or supporting a specialist vendor product.
- Bachelors degree in a business-related area.

What We Offer:

- Impact: Be a key player in a small team where your contributions directly influence the company's success.
- Flexible Work Culture: Benefit from a flexible work environment that promotes work-life balance and remote work.
- Competitive Compensation: Receive a market-competitive salary and benefits package.
- Career Path & Development: clear progression for growth into enterprise account management.
- A dedicated buddy from day one – paired with one of the team’s top performers to learn live deals, client calls, and receive direct feedback.
- Direct coaching from the VP of Sales, including deal reviews, call coaching, and join customer meetings.
- 401k with Employer Contributions
- Health Savings Account (HSA) Contributions with High Deductible Health Plan
- Short-Term/Long-Term Disability Insurance
- And more!

Compensation Range:

- 70,000 – 80,000 base compensation
- 70,000 – 80,000 variable compensation, based on an annual commission plan

Actual compensation offer to a candidate may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level. The pay ratio between base pay and target incentive (if applicable) will be finalized at the offer stage.

At IR we celebrate, support, and thrive on difference for the benefit of our employees, our products, and our community. We are proud to be an Equal Employment Opportunity employer and encourage applications from all suitable candidates; we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status

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📌 Junior Account Manager (Sydney)
🏢 Integrated Research
📍 Sydney