Enterprise Account Manager

Hotdoc Online Pty; Melbourne; Híbrido; AUD 150.000 - 230.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Health & Wellbeing Program

Learning & Development budget

Parental leave benefits

Company-wide events

EAP for employees

Descripción de la vacante

HotDoc is hiring an Enterprise Account Manager in Melbourne, Australia. You will own a portfolio of large, strategic healthcare customers, drive renewal negotiations, and identify expansion opportunities across multi-site organisations.

You’ll work with executive stakeholders, leverage HubSpot and data tools, and shape pricing and packaging strategy in collaboration with leadership. A hybrid work arrangement supports Melbourne HQ and remote sites.

Formación

• Proven track record of independently owning and growing large, complex enterprise accounts in B2B SaaS.
• Experience managing executive stakeholders and formal procurement processes.
• Ability to lead renewals and drive expansion across multi-site organisations.

Responsabilidades

• Own retention and growth revenue for Enterprise portfolio against targets.
• Lead renewal negotiations with C-suite and procurement teams.
• Close expansion into new sites and business units end-to-end.
• Build multi-year account plans mapping structure, decision-making and growth.
• Run executive business reviews to demonstrate value and align with customer goals.
• Spot risks early using data and relationships, and mitigate proactively.
• Leverage AI tools to surface expansion signals and automate reporting.
• Advise on enterprise pricing, packaging and strategic direction.

Conocimientos

Enterprise accounts

B2B SaaS

Executive stakeholder management

Renewals

CRM usage (HubSpot)

Data tools (Metabase)

AI tools (Claude/ChatGPT)

RFP processes

Australian healthcare sector

Formal procurement

Herramientas

HubSpot

Metabase

Claude

ChatGPT

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At HotDoc, our purpose is to improve the healthcare experience for everyone in Australia, improving the way patients and doctors communicate. We are Australia’s largest patient engagement platform, used by 21,000+ practitioners across general practice, allied health, dental, specialist and optometry. We’re passionate about building products that have a real impact on patient health outcomes and delivering services that support the growth and sustainability of Australian healthcare.

The role

Our Account Management team is the commercial engine of HotDoc’s customer base. We protect and grow the revenue our customers have entrusted to us, and make sure they get lasting, measurable value from what they’ve invested in.

As Enterprise Account Manager, you’ll own a portfolio of our largest and most strategically significant customers: multi-site groups, corporate practice networks and organisations where commercial outcomes are shaped by formal procurement, executive stakeholders and complex structures. You’ll work with a high degree of independence — building executive relationships, leading renewals, and finding opportunities to expand HotDoc across every part of the organisations you manage.

Why this role matters

You’ll be trusted with HotDoc’s most valuable and complex customer relationships. Your commercial judgement protects a significant share of our revenue and unlocks our biggest growth opportunities — and your experience will shape how HotDoc approaches the enterprise segment as a whole.

What you’ll do

• Own retention and growth revenue for your Enterprise portfolio against targets you help build from the bottom up.
• Lead complex renewal negotiations, building commercial cases that stand up to executive scrutiny and formal procurement.
• Find and close expansion into new sites, business units and adjacent parts of each customer’s organisation — end to end.
• Build multi-year account plans that map structure, decision-making and growth potential.
• Run executive business reviews that show the value delivered and connect HotDoc to each customer’s goals.
• Spot risk early — using health data, predictive signals and strong relationships — and act before it shows.
• Use AI tools to surface expansion signals, flag risk and automate reporting, and share what works with the team.
• Bring the voice of the market to leadership on enterprise pricing, packaging and commercial strategy.

What you’ll bring

• A track record of independently owning and growing large, complex enterprise accounts in B2B SaaS, against a revenue target.
• Complex, multi-stakeholder deals closed — including enterprise renewals through formal procurement.
• Strong sales and commercial acumen: you can build a case from scratch and run a sales process end to end.
• Executive presence — you’re credible and confident with C‑suite and senior decision-makers.
• Experience running strategic or quarterly business reviews at executive level.
• Sharp prioritisation: you know which accounts and actions move the number.
• Hands‑on use of a CRM (HubSpot preferred), data tools such as Metabase, and AI platforms such as Claude or ChatGPT — with examples of how they’ve improved your outcomes.
• Experience in or alongside the Australian healthcare sector.
• Experience with formal RFP processes.
• We value demonstrated commercial results over formal qualifications. A degree in business, marketing, health administration or similar is welcome but not required.

Why HotDoc

• A generous, uncapped incentive structure that rewards significant commercial outcomes.
• Flexibility to work from home and from our Melbourne HQ in a hybrid arrangement.
• Access to our comprehensive Health & Wellbeing Program.
• A generous Learning and Development budget.
• Parental leave benefits program, including paid baby sleep school, first aid courses and EAP for primary and secondary caregivers.
• Company‑wide events at our Melbourne HQ several times a year.
• Private and confidential EAP for all employees from day one.
• In‑house Career and Strengths Coaching.

Our values are Care, Honesty, Ownership and Fun. We’re an employee‑first company — we can’t provide a great patient and customer experience without first looking after our people.

We ask that all local staff make an effort to attend our Melbourne HQ once a week to build relationships and meet colleagues they may not encounter during a normal working day. If this is not possible, please speak to the hiring manager during the recruitment process so we can discuss flexible working considerations.

HotDoc prides itself on being an inclusive and diverse workplace; in fact, we celebrate it. We encourage applications from all backgrounds, communities and industries. If there are any alternative considerations you might require to perform this role, or anything we can do to assist you in the application process, please let us know.

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Our vision: A world where everyone is free to focus on their most purposeful work, together.

About the Role:

You'll own your outcomes, from the strategies you run to the conversations that shape what we build next. As a high‑performing sales professional capable of driving double‑digit growth, you will join a dynamic APAC sales team reporting to the Sales Leadership team. This role combines the thrill of landingNet New Mid‑Market and Enterprise accounts with the strategy of expanding high‑potential existing customers (>200 employees).

You will work closely with the broader Account Team to hit and exceed defined booking targets. Whether we are generating fresh opportunities from scratch or identifying new use cases within current accounts, you are responsible for the full sales cycle—combining proactive outbound prospecting, solution selling, and deep customer alignment.

Why this role matters

You’ll be trusted with HotDoc’s most valuable and complex customer relationships. Your commercial judgement protects a significant share of our revenue and unlocks our biggest growth opportunities — and your experience will shape how HotDoc approaches the enterprise segment as a whole.

What you’ll do

• Own retention and growth revenue for your Enterprise portfolio against targets you help build from the bottom up.
• Lead complex renewal negotiations, building commercial cases that stand up to executive scrutiny and formal procurement.
• Find and close expansion into new sites, business units and adjacent parts of each customer’s organisation — end to end.
• Build multi‑year account plans that map structure, decision‑making and growth potential.
• Run executive business reviews that show the value delivered and connect HotDoc to each customer’s goals.
• Spot risk early — using health data, predictive signals and strong relationships — and act before it shows.
• Use AI tools to surface expansion signals, flag risk and automate reporting, and share what works with the team.
• Bring the voice of the market to leadership on enterprise pricing, packaging and commercial strategy.

What you’ll bring

• A track record of independently owning and growing large, complex enterprise accounts in B2B SaaS, against a revenue target.
• Complex, multi‑stakeholder deals closed — including enterprise renewals through formal procurement.
• Strong sales and commercial acumen: you can build a case from scratch and run a sales process end to end.
• Executive presence — you’re credible and confident with C‑suite and senior decision‑makers.
• Experience running strategic or quarterly business reviews at executive level.
• Sharp prioritisation: you know which accounts and actions move the number.
• Hands‑on use of a CRM (HubSpot preferred), data tools such as Metabase, and AI platforms such as Claude or ChatGPT — with examples of how they’ve improved your outcomes.
• Experience in or alongside the Australian healthcare sector.
• Experience with formal RFP processes.
• We value demonstrated commercial results over formal qualifications. A degree in business, marketing, health administration or similar is welcome but not required.

Why HotDoc

• A generous, uncapped incentive structure that rewards significant commercial outcomes.
• Flexibility to work from home and from our Melbourne HQ in a hybrid arrangement.
• Access to our comprehensive Health & Wellbeing Program.
• A generous Learning and Development budget.
• Parental leave benefits program, including paid baby sleep school, first aid courses and EAP for primary and secondary caregivers.
• Company‑wide events at our Melbourne HQ several times a year.
• Private and confidential EAP for all employees from day one.
• In‑house Career and Strengths Coaching.

Our values are Care, Honesty, Ownership and Fun. We’re an employee‑first company — we can’t provide a great patient and customer experience without first looking after our people.