Enterprise Sales Professional Sydney

1 day ago

Sydney, New South Wales, Australia Culture Amp Full time

About this Role

This Strategic Business Development Manager role bridges the responsibilities of acquiring new customers and fostering growth within an existing book of business. As a consultative, strategic advisor, the ideal candidate will leverage deep product knowledge, customer insights, and a results-driven approach to drive new business acquisition (60%) while ensuring customer retention and expansion (40%).

The successful candidate will have:

  • 8+ years of sales experience with a focus on either new or expansion driven revenue targets.
  • Proven experience in the SaaS space, particularly within HR Tech or related fields.
  • Strong ability to identify and self-source both new and expansion opportunities, employing innovative strategies.

Key Responsibilities:

New Business Acquisition (60%)
  • Proactively identify and engage potential customers through a mix of outbound calls, emails, LinkedIn, and attendance at marketing events (virtual and in-person).
  • Create specific points of view (POV's) on identified 'lighthouse accounts'
  • Run tailored product demonstrations for People Leaders, establishing credibility and highlighting competitive differentiators.
  • Build and manage a robust sales pipeline, expertly guiding prospects through the sales process from discovery to close.
  • Develop and present compelling business cases for prospects to adopt Culture Amp's platform, leveraging insights and ROI calculations.
  • Collaborate with internal stakeholders to remove barriers and streamline deal closure.
  • Maintain accurate pipeline and forecasting data in Salesforce and other tools to meet quarterly new business quotas.
Customer Retention & Expansion (40%)
  • Serve as a trusted advisor for existing customers, driving retention by proactively identifying risks and implementing tailored mitigation plans.
  • Create tailored Account Plans that help serve as a north star for GTM functions.
  • Conduct regular strategic reviews, leveraging data-driven insights to uncover expansion opportunities and optimize customer engagement with the platform.
  • Build a sustainable pipeline of upsell and cross-sell opportunities, converting them into closed-won deals to achieve expansion targets across a rolling 6 month period.
  • Establish multi-threaded relationships with key stakeholders, fostering deeper connections to ensure long-term loyalty.

You will also be responsible for:

  • BUILDING AND NAVIGATING RELATIONSHIPS WITHIN ENTERPRISE ENVIRONMENTS
  • COORDINATING CROSS-FUNCTIONAL TEAMS THROUGH COMPLEX SALES CYCLES
  • ASSESSING BUSINESS OPPORTUNITIES AND UNDERSTANDING DIVERSE BUYER PERSONAS
  • ORCHESTRATING THE CLOSURE OF BUSINESS DEALS WITH A CLEAR UNDERSTANDING OF CUSTOMER NEEDS

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