Sr Account Director, Enterprise

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Sr Account Director, Enterprise based in Australia.

We are seeking an accomplished enterprise sales leader to drive strategic growth and expand customer relationships across the enterprise market. In this senior role, you will lead the full sales cycle for innovative supply chain and direct spend management software, from prospecting and pipeline development to executive engagement and deal closure. You will build trusted relationships with C-level executives and key stakeholders across procurement, finance, IT, and supply chain functions. By connecting technology capabilities to measurable business outcomes, you will help large organizations improve efficiency, optimize spending, and strengthen profitability. Working collaboratively with cross-functional sales teams, you will develop strategic account plans, deliver compelling ROI-based business cases, and identify new revenue opportunities. This remote opportunity combines enterprise-level commercial ownership, international collaboration, and access to cutting-edge AI-powered technology within a global, customer-focused environment.

Accountabilities:

• Enterprise Sales and Revenue Growth: Drive new business development by prospecting, building qualified pipelines, and selling enterprise supply chain and direct spend management solutions to large organizations.

• Strategic Account Planning: Develop and maintain actionable account plans that identify growth opportunities, establish sales priorities, strengthen customer relationships, and support long-term revenue generation.

• Executive Relationship Management: Build and maintain trusted relationships with C-level executives and senior decision-makers across procurement, finance, IT, and supply chain functions.

• Value-Based Selling: Articulate the strategic value of enterprise software solutions by connecting product capabilities to customer business objectives, operational challenges, and measurable financial outcomes.

• Complex Deal Management: Lead enterprise sales cycles from initial prospecting through negotiation and closure, navigating complex stakeholder environments and coordinating the resources required to secure strategic opportunities.

• Business Case Development: Develop compelling commercial proposals using return on investment (ROI), total cost of ownership (TCO), and other financial models to demonstrate business value and support executive decision-making.

• Cross-Functional Sales Collaboration: Partner with colleagues across sales teams and other internal functions to coordinate resources, share insights, and advance complex opportunities across the sales cycle.

• Customer Value Roadmaps: Collaborate with customers and internal stakeholders to establish joint strategic roadmaps that define business objectives, expected outcomes, and the value delivered over time.

• Pipeline Management and Forecasting: Maintain accurate sales forecasts, monitor pipeline health, and provide regular reports to sales leadership on performance, market trends, emerging opportunities, and potential risks.

• Market and Opportunity Analysis: Identify enterprise market trends, customer needs, competitive dynamics, and emerging business opportunities to inform sales strategies and strengthen market positioning.

• Sales Methodology and Execution: Apply structured sales engagement methodologies, maintain disciplined opportunity management practices, and continuously refine sales approaches to achieve and exceed revenue targets.

• Performance and Target Achievement: Consistently deliver against assigned sales quotas while maintaining a strong focus on sustainable revenue growth, customer value, and long-term commercial relationships.

Requirements:

• Enterprise Sales Experience: A proven track record of exceeding sales quotas in enterprise software sales, ideally within supply chain management, procurement technology, direct spend, or related B2B software markets.

• Executive-Level Selling: Demonstrated success selling to and influencing C-level executives and senior decision-makers within large, complex organizations.

• Complex Sales Cycle Management: Experience managing lengthy, multi-stakeholder enterprise sales cycles, coordinating internal resources, navigating procurement processes, and successfully closing high-value deals.

• Value-Based Commercial Selling: Strong ability to communicate business value to finance and business stakeholders, using ROI, TCO, and other financial models to demonstrate measurable customer benefits.

• Strategic Account Planning: Excellent organizational skills and practical experience developing account plans, managing pipelines, prioritizing opportunities, and executing structured sales strategies.

• Pipeline Forecasting and Reporting: Ability to maintain accurate forecasts, analyze sales performance, identify risks, and communicate…