Account Executive - Expansion
HybridSydney, New South Wales, Australia
Job Summary
Own a defined territory of MYOB Acumatica customers, driving expansion revenue through upsell, cross-sell, product adoption, and edition upgrade opportunities. Manage the end-to-end sales cycle from opportunity identification and discovery through proposal, negotiation, and close. Implement expansion plays across the Acumatica ecosystem, including Payroll, Workforce Management, AI-powered AP automation, and reporting solutions. Build trusted relationships with customer stakeholders while acting as a strategic advisor to maximize value. Proactively identify whitespace opportunities using customer conversations, product usage insights, and inbound and outbound signals. Maintain accurate forecasting, account plans, and CRM hygiene to support strong territory performance. Collaborate with Customer Success, Services, Marketing, and Commercial Operations teams to create seamless customer experiences and maximize growth opportunities.
Required Qualifications
- Proven experience in B2B sales, account management, customer growth or expansion-focused roles, with a track record of achieving commercial targets
- Confidence leading customer conversations that uncover business challenges and translate them into value-based solutions
- Strong relationship-building skills, with the ability to quickly establish trust and influence stakeholders at multiple levels
- A commercial and customer-first mindset, with the curiosity to find opportunities others might overlook
- Experience managing multiple opportunities and priorities while maintaining strong pipeline discipline and forecast accuracy
- Confidence using CRM systems, sales data and insights to prioritise activity and get results
Desired Qualifications
- ERP, payroll, SaaS or business software experience is highly regarded, though we're equally interested in people who are commercially minded, curious and eager to learn.
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