Director, Account Management

Overview

About Objective: Objective creates software that makes a difference. With over 400 people and five development labs spread across Australia, New Zealand, the United States, and the United Kingdom, Objective is a leading developer of SaaS solutions for the government.

Our role: The Director, Account Management is responsible for establishing long-term relationships with Australian and New Zealand government customers to drive growth. This includes developing account strategies, actively identifying growth opportunities, and ensuring solutions meet evolving customer needs. You will also lead and support a talented account management team, fostering collaboration, guiding professional growth, and ensuring the team thrives together. This role is central to driving commercial account initiatives, connecting across the business, and creating a culture focused on customer success, retention, and sustainable growth. This position reports to the Global VP, Regulatory Solutions and includes people management responsibilities.

Responsibilities

- Provide employee-focused leadership, fostering engagement and a high-performing, diverse team through hiring, support, and development.
- Act as the trusted advisor and Account Manager for key customers, building strong, long-term relationships with stakeholders and executive sponsors.
- Develop and execute strategic account plans to achieve revenue, customer satisfaction, and growth objectives.
- Drive customer success, retention, and value delivery through regular reviews, performance analysis, and feedback.
- Identify and pursue new business opportunities within existing accounts and through customer acquisition, including upselling and cross-selling.
- Lead business and service reviews, aligning on strategic initiatives and performance outcomes.
- Negotiate and manage commercial agreements and contract renewals to ensure strong, mutually beneficial partnerships.
- Provide domain expertise in the public sector and regulated industries, delivering actionable insights and value.
- Resolve escalations promptly to maintain customer trust and confidence.
- Analyse customer metrics, market trends, and feedback to inform growth and product/service improvements.
- Collaborate cross-functionally with Project Delivery, Service Delivery, Product, New Business, and Marketing teams to ensure excellent delivery and deeper customer engagement.
- The role requires travel across the ANZ region.

Qualifications

- Strong understanding of SaaS solutions and experience with project delivery, maintenance, and support services.
- 8+ years’ experience in account management, business development, or similar roles in a commercial environment.
- Proven track record of managing large accounts and driving meaningful revenue growth.
- Proven success in leading teams and supporting individuals to reach their full potential.
- Consultative approach, with a willingness to listen, understand, and navigate complex challenges.
- Strong analytical and problem-solving skills, with a focus on data-driven decision-making.
- Excellent communication, presentation, and influencing skills at all levels, including executive and C-level stakeholders.
- Highly self-motivated, with a strong focus on customer success and solution delivery.
- Organised and proactive, skilled in tracking issues, planning, and executing account strategies.
- Ability to collaborate effectively within a regionally diverse team.
- Strong negotiation skills, including experience handling commercial and contractual matters with support from internal legal teams.

Growth & Belonging

- At Objective, we are committed to creating a workplace where everyone can thrive. Through our Objective's Women’s Network (OWN), we provide a supportive community that connects, empowers, and amplifies the voices of women across the business. Elevate, our mentoring program, pairs employees with experienced leaders, helping to build confidence, develop new skills, and support career growth.

If you do not tick every box, do not let that stop you. We value potential, learning agility, and diverse perspectives just as much as experience, and we encourage you to apply.

At Objective, we recognise and celebrate our diverse team as pivotal to our strong employee engagement and our high-performing culture, underpinned by Our Values.

We are an equal opportunity employer. We do not discriminate based on any protected characteristics or on any other basis prohibited by applicable laws in the regions where we operate.

To ensure a positive experience, please inform our Talent Team of any adjustments or accommodations you may require during the recruitment process, so we can support you effectively.

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