Enterprise Account Manager

HR Tech Job; Sydney; On-site; AUD 180,000 - 230,000; Full time

Job summary

Culture Amp is seeking an Enterprise Account Manager to identify, engage, and close add-on and upgrade sales within key client accounts in Australia. You will build strategic relationships with senior decision-makers and drive transformative expansion sales beyond renewals.

You will run tailored product demonstrations for HR executives, develop account strategies, manage the pipeline in Salesforce, and collaborate with Legal, Procurement, Security, Solution Consulting, and People Science to move

Qualifications

• 5–7+ years of quota-carrying, closing sales experience in enterprise or large commercial environments.
• Proven SaaS sales experience, preferably HR tech or related technology.
• Ability to self-source opportunities within clients using proactive strategies.
• Executive presence with experience engaging VP/C-suite executives.
• Experience navigating complex enterprise sales cycles and cross-functional teams.

Responsibilities

• Proactively identify and engage enterprise customers through a mix of introductions, calls, emails, LinkedIn outreach, and events.
• Develop tailored account strategies and points of view for identified Tier 1 clients.
• Run customised product demonstrations for HR Executives, articulating Culture Amp’s differentiators.
• Build and manage a robust client pipeline from discovery to close.
• Develop business cases for clients to adopt Culture Amp’s broader platform with ROI calculations.
• Collaborate with Legal, Procurement, Security, Solution Consulting and People Science to move deals quickly.
• Maintain accurate pipeline, forecasting, and activity data in Salesforce to meet quarterly quotas.
• Build executive relationships across clients and navigate complex enterprise buying groups.

Skills

Quota-carrying sales

SaaS sales

Executive engagement

MEDDPICC

Sales forecasting

Data-driven decisions

Tools

Salesforce

Gong

6Sense

ZoomInfo

Job description

About the Role

This is a client focused enterprise sales role. The Enterprise Account Manager is responsible for identifying, engaging, and closing add on and upgrade sales within a defined set of the Culture Amp client base. The role will involve building strategic relationships with senior decision-makers, and creating measurable commercial impact through genuine transformative expansion sales within those clients. It is not just about handling ARR delta at renewal.

As a consultative, strategic advisor, the Account Manager will leverage deep product knowledge, customer insights, and a results-driven approach to win business and expand Culture Amp’s presence across target enterprise clients.

In this role you will:

• Proactively identify and engage CA enterprise customers through a mix of CS introductions, calls, emails, LinkedIn outreach, and attendance at marketing events, both virtual and in person.
• Develop specific points of view for identified Tier 1 clients, crafting tailored outreach and account strategies.
• Run customised product demonstrations for HR Executives, establishing credibility and clearly articulating Culture Amp’s competitive differentiators.
• Build and manage a robust client pipeline, expertly guiding clients through the sales process from discovery to close.
• Develop and present compelling business cases for clients to adopt Culture Amp’s broader platform, leveraging data insights and ROI calculations.
• Collaborate with internal stakeholders, including Legal, Procurement, Security, and Solution Consulting and People Science to remove barriers and streamline complex deal cycles.
• Maintain accurate pipeline, forecasting, and activity data in Salesforce and other tools to support consistent performance against quarterly client quotas.
• Build executive relationships across clients and navigate complex enterprise buying groups to create momentum and drive successful deal outcomes.

You have:

• 5-7+ years of quota-carrying, closing sales experience with a strong focus on client sales in enterprise or large commercial environments.
• Proven experience in SaaS sales, ideally within HR Tech or a related technology field.
• Strong ability to identify and self-source opportunities within clients using innovative, proactive strategies.
• Exceptional executive presence with polished presentation and communication skills, particularly when engaging VP and C-suite executives.
• Experience building executive relationships and navigating complex sales cycles within enterprise or large commercial environments.
• Expertise in sales methodologies such as MEDDPICC and a solid understanding of deal stage progression.
• Proficiency in leveraging data for decision-making, influencing stakeholders, and constructing effective business cases.
• A consistent track record of orchestrating the successful closure of complex business deals through cross-functional collaboration.
• Strong working knowledge of sales tools such as Gong, 6Sense, ZoomInfo, and Salesforce.
• A self-starter mindset, willing to do the heavy lifting to help shape the future of the Enterprise Team.

You are:

• Resilient. You maintain high activity and creativity despite rejection, and treat a stalled deal as a problem to solve, not a reason to move on.
• Intellectually curious. You go beyond surface-level discovery, understanding business drivers and connecting problems to measurable impact.
• Assertive and commercially in control. You lead the deal, challenge assumptions, create urgency, and drive clear next steps.
• A skilled multi-threader. You read stakeholders and power dynamics, and tailor your approach across roles and levels within a client.
• A team player who views enterprise selling as a team sport, collaborative with peers, cross-functional partners, and your sales leader.