Director, Sales
HybridSydney, New South Wales, Australia or Melbourne, Victoria, Australia
Job Summary
Design and implement the ANZ customer expansion commercial motion from the ground up, establishing account readiness frameworks, territory structures across Australia and New Zealand, and joint account planning in partnership with Sales and Customer Success leadership. Assess team members against commercial standards within the first 60 days, build individual growth plans, and coach reps toward CFO and Controller-level conversations through skill-based development. Run weekly pipeline inspections to qualify deals, maintain forecast accuracy, and ensure pipeline honesty, while designing territory models that reflect distinct market dynamics. Partner with RevOps and Customer Success to drive adoption, monitor retention signals, and convert product usage data into proactive expansion motions. Build systems that translate usage signals into commercial action and own forecast accuracy reporting to senior leadership.
Required Qualifications
- Proven track record managing a quota-carrying B2B SaaS sales team to expansion ARR targets, with individual rep accountability and a clear methodology for pipeline management and forecasting
- Experience leading or covering both Australian and New Zealand markets, with an understanding of how buyer behaviour, deal cycles, and market dynamics differ between the two
- Experience using Gong (or equivalent) for day-to-day sales management and pipelining, as well as call review, coaching, and revenue intelligence
- Demonstrated ability to sell into or coach sales conversations with CFOs, Controllers, or Finance VPs in finance-adjacent software: FP&A, ERP, close management, or accounting
- Demonstrated ability to use customer success platform data (ChurnZero, Gainsight, or equivalent) to identify expansion-ready accounts from product usage signals and translate those signals into commercial action
- Active use of AI tools in daily sales management workflow — call prep, deal strategy, account research, and team enablement — with the ability to design AI-assisted workflows that expand team capacity
- Willingness and ability to travel approximately 10% of the time
- Must have the right to work in Australia: please note that we are not able to offer visa sponsorship for this role
Desired Qualifications
- Experience working in PE-backed, mid-market SaaS environments
- Hands-on experience designing territory and coverage models or leading a commercial motion redesign from the ground up
- Familiarity with Pendo or equivalent product analytics tool for usage-based account prioritization
- Experience in a model where Customer Success and Sales share accountability for customer outcomes, with a structured handoff between adoption and expansion
- MEDDIC, MEDDPICC, Value Framework, or Solution Selling certification, combined with experience selling across a multi-product finance software portfolio using product usage signals as the engine that drives commercial activity
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