Public Sector Lead
On-siteMelbourne, Victoria, Australia
Job Summary
Own and grow a book of enterprise accounts, managing the full sales cycle from prospecting through close for large, strategic portfolios. Build and execute account strategies using Territory and Account planning methodologies to represent engagement and business planning across economic buyers, technical evaluators, and executive sponsors. Lead complex negotiations involving legal, procurement, and security review cycles while consistently forecasting accurately to support quota attainment. Partner cross-functionally with Solutions Engineering, Customer Success, Legal, and Product to structure deals and remove blockers. Mentor junior QCRs on deal strategy, objection handling, and account planning while maintaining rigorous CRM hygiene. This senior individual-contributor role requires a "Practice Lead" approach to managing the industry vertical or accounts defined in the Canberra territory.
Required Qualifications
- 10+ years of enterprise (B2B) sales experience
- track record of consistently exceeding quota on deals with 6-12+ month sales cycles
- Demonstrated experience selling to VP/C-level stakeholders
- managing multi-stakeholder, multi-department deals
- demonstratable, proven track record of selling into Public Sector and Enterprise Accounts
- established relationships in this Ecosystem (Direct and Channel)
- Strong command of a structured sales methodology (MEDDIC, Command of the Message, Salesforce Management, etc.)
- Experience navigating procurement, legal, and security review processes at large organizations
- Excellent executive presence
- written and verbal communication skills that hold up in a boardroom
- Operates with a high degree of autonomy
- sets own account strategy with limited managerial input
- Trusted to lead the most complex/highest-value deals in the territory
- Viewed as a go-to resource by peers and cross-functional partners
- Contributes to team-level process, not just individual quota
- Must be based in Canberra
- Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check
- verification of education
- verification of employment
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