Key Account Manager - Enterprise SaaS

Protecht; Sydney; On-site; AUD 120,000 - 160,000; Full time

Job summary

Protecht is seeking a Key Account Manager to drive growth across enterprise and named accounts in APAC. You will own end-to-end relationships with executive stakeholders, expand through upsell and cross-sell, renewals, and align our roadmap to client risk and compliance objectives.

You will collaborate with Customer Success, Product, Marketing and Sales to deliver measurable value, negotiate contracts, and represent the voice of the customer.

Qualifications

• Proven experience as a Key/Strategic Account Manager or similar in enterprise SaaS.
• Experience managing complex, multi-stakeholder enterprise accounts with senior stakeholders.
• Commercial acumen with pricing, negotiation, and contract discussions.
• Strong written and verbal communication with ability to influence at all levels.
• Highly organised with discipline to manage a portfolio and avoid quiet accounts.
• Team player who collaborates across Customer Success, Sales, Product and Marketing.
• Experience managing enterprise or complex customer portfolios.

Responsibilities

• Own the end to end relationship for a portfolio of enterprise/named accounts, acting as trusted advisor to executive stakeholders.
• Drive expansion as your core focus, identifying and closing upsell/cross-sell opportunities.
• Build account plans that align our roadmap to each customer's risk and compliance objectives, with clear growth targets.
• Lead renewals, QBRs, contract negotiations, and pricing discussions.
• Partner with Customer Success, Support, and Product to resolve issues and shape the roadmap from customer feedback.
• Represent the voice of the customer internally, and Protecht externally.

Skills

Enterprise SaaS

Executive relationship

Upsell & cross-sell

Negotiation

Strategic thinking

Cross-functional collaboration

Tools

Salesforce

Apollo

CRM tools

ERM tools

Job description

At Protecht, we're transforming the way organisations understand and manage risk. Our work helps build safer workplaces, better decision making, and more resilient communities.

With rapid growth across APAC, the UK, and North America, and recognition as a Great Place to Work for four consecutive years, we're proud of the culture we've built, one grounded in trust, flexibility, and continuous learning. Our people are empowered to do their best work while growing their careers.

About the Role

We're looking for a Key Account Manager to join our team, driving growth across our largest, most strategic enterprise customers in APAC.

This is a sales led role focused on expansion. You'll own a portfolio of enterprise and named accounts, growing them through upsell and cross-sell while retaining and deepening the relationship, and partnering with Customer Success, Product, Marketing and Sales to make sure every customer sees measurable value.

Key Responsibilities

• Own the end to end relationship for a portfolio of enterprise/named accounts, acting as trusted advisor to executive stakeholders.
• Drive expansion as your core focus, identifying and closing upsell/cross-sell opportunities.
• Build account plans that align our roadmap to each customer's risk and compliance objectives, with clear growth targets.
• Lead renewals, QBRs, contract negotiations, and pricing discussions.
• Partner with Customer Success, Support, and Product to resolve issues and shape the roadmap from customer feedback.
• Represent the voice of the customer internally, and Protecht externally.

About You

• Proven experience as a Key/Strategic Account Manager, Customer Success Manager, or similar role in enterprise SaaS, with a track record of growing account revenue.
• Experience managing complex, multi-stakeholder enterprise accounts, engaging confidently with senior stakeholders (CROs, Heads of Compliance, Executives) through long sales/renewal cycles.
• Commercial acumen, confident leading pricing, negotiation, and contract conversations.
• Strong written and verbal communication skills, with the ability to influence and build trust at every level.
• Highly organised, with the discipline to manage a portfolio without letting any account go quiet.
• A team player who collaborates well across Customer Success, Sales, Product and Marketing.
• Experience managing enterprise or complex customer portfolios.

Bonus Points

• Familiarity with platforms such as Salesforce, ERM tools, customer success software, and Apollo.
• Experience in GRC, risk management, compliance, financial services, or regulated industries highly regarded, but not essential.
• Certified Great Place to Work (4 years running).
• Flexible, supportive, and inclusive work environment.
• Opportunity to work on a globally used, purpose driven product.
• A culture that supports growth, learning, and career progression.

Please note: Applicants must have current Australian work rights (Australian Citizen or Permanent Resident).