Account Manager

ProSpend Software Pty Ltd.; Sydney; On-site; AUD 90,000 - 130,000; Full time

Job summary

ProSpend Software Pty Ltd. in Sydney seeks an experienced Account Manager to own and grow a portfolio of existing customers. This quota-carrying role focuses on upsell/cross-sell, renewals, and a Professional Services component to drive ARR.

You will build your own pipeline, manage the full sales cycle, and forge strong relationships with CFOs and finance leaders to ensure long-term success and platform adoption across ProSpend.

Qualifications

• 4-6 years' experience in account management or B2B sales.
• Ability to build your own pipeline without relying on inbound leads.
• Strong negotiation skills across renewals, pricing and commercial terms.
• Genuine love of talking to customers and confidence engaging with CFOs and finance leaders.
• Disciplined CRM habits with HubSpot experience & accurate forecasting.
• Collaborative, cross-functional approach and calm in escalations.
• Strong organisation and portfolio management.

Responsibilities

• Grow your portfolio and achieve monthly ARR quota through upsell and cross-sell, plus Services quota.
• Build your own pipeline through proactive outreach and account planning.
• Run the full sales cycle from discovery to proposal, negotiation and close.
• Manage your pipeline in HubSpot with accurate deal stages and forecasts.
• Lead annual renewals and negotiate pricing changes; keep churn low.
• Deliver proactive engagement plans through Executive Business Reviews and regular check-ins.
• Develop trusted relationships with finance leaders and stakeholders to ensure long-term success.

Skills

SaaS sales

Account management

Pipeline development

Negotiation

HubSpot CRM

Forecasting

Stakeholder management

Tools

HubSpot CRM

Job description

ProSpend is a leading Australian spend management platform helping mid-market organisations gain greater visibility and control over company expenditure.

Trusted by more than 1,000 organisations across Australia and New Zealand, ProSpend combines expense management, accounts payable automation, virtual cards, supplier management and financial controls into a single platform that empowers finance teams to make proactive financial decisions while improving employee productivity.

The Opportunity

We're looking for a commercially driven Account Manager to own and grow a portfolio of existing ProSpend customers.

This is a quota-carrying sales role, not a customer success position. You'll carry monthly targets for new ARR from upsell and cross-sell, as well as a Professional Services quota. You'll also be accountable for protecting and expanding the revenue in your portfolio.

Your role is built on four pillars.

What you will do?

1. Sales: grow your portfolio

• Achieve your monthly ARR quota through upsell and cross-sell, plus your Services quota
• Build your own pipeline through proactive outreach, account planning and opportunity discovery
• Run the full sales cycle, from discovery and solution positioning through to proposal, negotiation and close
• Manage your pipeline in HubSpot with accurate deal stages, close dates and forecasts for reporting and deal management
• Review churn risk and usage drops every month
• Build and run rescue plans for at-risk accounts
• Lead annual renewals and negotiate pricing changes
• Keep churn consistently low
• Deliver a proactive engagement plan for your portfolio through Executive Business Reviews (EBRs) and regular check-ins
• Build trusted relationships with finance leaders and key stakeholders
• Understand each customer's business needs and set them up for long-term success
• Drive deeper adoption across the ProSpend platform

4. Advocacy: turn customers into champions

• Generate social proof through public reviews, case studies and customer referrals
• Invite customers to join beta programs and user groups
• Bring customer feedback back to the team so our product roadmap reflects what customers need

You'll also work closely with our Professional Services, Product and Support teams. You'll manage escalations when they arise and act as the voice of the customer inside ProSpend.

What We're Looking For

• 4-6 years' experience in account management or B2B sales, ideally in SaaS, with a track record of meeting or exceeding quota
• Proven ability to build your own pipeline without relying on inbound leads
• Strong negotiation skills across renewals, pricing and commercial terms
• A genuine love of talking to customers, and confidence engaging with CFOs and finance leaders
• Disciplined CRM habits, with HubSpot experience highly regarded, and a commitment to accurate forecasting
• A collaborative, cross-functional approach and a calm, solutions-focused manner during escalations
• Strong organisation and the ability to manage a portfolio and competing priorities

Experience in fintech, accounts payable, expense management, financial operations or B2B software is highly regarded but not essential.

Why Join Us?

This role suits someone who is motivated by targets, enjoys commercial conversations and wants real ownership of a customer portfolio, with a direct impact on ProSpend’s revenue growth, retention and product direction.

ProSpend is in an exciting growth phase, and we're continually reviewing and refining how we work so our processes scale with the business. This isn't a role where every week looks the same. You'll be expected to take initiative, adapt to change and identify opportunities to improve how our Account Management function operates as we grow.

If you enjoy improving, evolving and owning outcomes, you'll thrive here.