Associate Director - Workflow Sales Specialist (Corporate Segment)

Moody's Investors Service; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Moody’s Investors Service Australia is seeking an Associate Director-type individual to lead workflow-led sales across data analytics capabilities. You will partner with Relationship Managers to uncover opportunities, shape use cases and guide customers through discovery to close.

You’ll translate business needs into actionable solutions, coordinate with product and security teams, and drive expansion within large corporate accounts while maintaining accurate CRM forecasts.

Qualifications

• 5+ years in enterprise or complex B2B sales, solution consulting or specialist business development.
• Knowledge of domains such as risk, compliance, data or workflow-enabled tech.
• Proven ability to close opportunities through multi-stage sales cycles.

Responsibilities

• Own qualified workflow opportunities from discovery through close with revenue ownership.
• Collaborate with Relationship Managers to grow existing relationships and win new customers.
• Understand customer objectives, processes, risks and decision frameworks to tailor solutions.
• Lead structured discovery, use-case development and executive workshops.
• Demonstrate the Moody’s data, analytics and workflow value to meet operating requirements.
• Coordinate internal teams on design, security, contracting and implementation planning.
• Maintain a high-quality pipeline, forecasts and CRM records with clear next steps.

Skills

Enterprise sales

Complex deals

Solution design

Executive communication

CRM forecasting

Team selling

GenAI awareness

Education

Bachelor’s degree in business/economics/finance/tech/data/risk

Job description

At Moody's, we unite the brightest minds to turn today’s risks into tomorrow’s opportunities. We do this by striving to create an inclusive environment where everyone feels welcome to be who they are—with the freedom to exchange ideas, think innovatively, and listen to each other and customers in meaningful ways. Moody’s is transforming how the world sees risk. As a global leader in ratings and integrated risk assessment, we’re advancing AI to move from insight to action—enabling intelligence that not only understands complexity but responds to it. We decode risk to unlock opportunity, helping our clients navigate uncertainty with clarity, speed, and confidence.

Skills and Competencies

• 5 or more years’ experience in enterprise or complex B2B sales, solution consulting or specialist business development, ideally within data, analytics, risk, compliance or workflow-enabled technology
• Knowledge of one or more relevant domains, such as third-party and supplier risk, financial crime and compliance, entity intelligence, credit and counterparty assessment, operational resilience, procurement, finance or enterprise data
• Strong consultative selling capability, demonstrated success developing and closing opportunities through complex sales cycles, from discovery and qualification through solution design, commercial negotiation and close
• Ability to translate complex business requirements into clear use cases, solution propositions and customer outcomes without relying on overly technical or product-led language
• Confident executive communicator and facilitator, with the ability to lead discovery sessions, customer workshops and senior stakeholder discussions
• Commercially astute, with strong pipeline discipline, CRM hygiene and forecasting accuracy, and clear personal accountability for revenue outcomes
• Effective in a team-based selling model, with the ability to mobilise Relationship Managers, Solution Specialists, Solutions Consultants, Customer Success and other internal experts.
• Basic understanding of artificial intelligence concepts, with curiosity and enthusiasm for learning how AI tools can be used to improve processes and drive efficiency. Interest in exploring AI systems and a willingness to develop awareness of responsible AI practices, including risk management and ethical use

Education

• Bachelor’s degree in business, economics, finance, technology, data, risk management or a related discipline. Relevant professional qualifications or equivalent practical experience would be advantageous

Key Responsibilities

The Associate Director – Workflow Sales Specialist is a quota-carrying role responsible for developing and closing workflow-led opportunities across Moody’s data, analytics and decision-support capabilities within the Australian Corporate Segment.Working alongside Relationship Managers, the specialist leads discovery, develops use cases, shapes solution strategy and owns qualified workflow opportunities from qualification through to close. Relationship Managers retain ownership of the broader client relationship and account strategy.The role drives expansion revenue within existing relationships and supports new customer acquisition by connecting complex customer challenges across risk, compliance and operational decision-making to relevant Moody’s capabilities. Success requires specialist solution fluency, disciplined pipeline execution, strong commercial judgement and the ability to influence senior stakeholders across complex buying groups.

• Own qualified workflow opportunities from discovery and qualification through solution development, commercial negotiation and close, with direct accountability for associated revenue outcomes
• Partner with Relationship Managers to develop expansion opportunities across existing corporate customers and support acquisition of priority new customers
• Build a detailed understanding of customer objectives, operating processes, information requirements, risk exposures and decision frameworks
• Lead structured discovery to establish the customer problem, urgency, business impact, stakeholder landscape and measurable success criteria
• Develop credible use cases and translate discovery findings into clear solution strategies, value propositions and customer-validated next steps
• Plan and facilitate executive workshops, solution demonstrations and proof-of-value activities in partnership with internal specialists
• Position the combined value of Moody’s data, analytics and workflow capabilities, explaining how the proposed approach supports the customer’s operating requirements
• Qualify and progress opportunities rigorously, including the decision process, competitive position, commercial potential, risks and path to close
• Coordinate internal expertise across solution design, technical and security requirements, commercials, contracting and implementation planning
• Build and maintain a high-quality pipeline, accurate forecasts and complete CRM records, with clear actions, ownership and next steps for each opportunity
• Share customer insights, competitive intelligence and emerging use cases with regional sales, product and strategy teams
• Use approved GenAI and sales-enablement tools responsibly to improve research, preparation, insight development and customer engagement.

About the Team

You will join the Moody’s Analytics Australia & New Zealand Sales team, a high-performing group of enterprise sales professionals based across Sydney and Melbourne. The team partners with large, complex corporate organisations to deliver data, analytics and workflow capabilities that support critical business, risk and regulatory decisions. Relationship Managers lead the broader client relationship and account strategy, while Workflow Sales Specialists bring deeper discovery, use-case and solution expertise and retain ownership of qualified workflow opportunities through to close. You will work closely with Product and Solution Specialists, Solutions Consultants, Customer Success, Finance, Legal and Security to originate, structure and close complex engagements.

Moody’s is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation, gender expression, gender identity or any other characteristic protected by law.
Candidates for Moody's Corporation may be asked to disclose securities holdings pursuant to Moody’s Policy for Securities Trading and the requirements of the position. Employment is contingent upon compliance with the Policy, including remediation of positions in those holdings as necessary.