Sales & Account Manager

4C Strategies; Brisbane; On-site; AUD 120,000 - 155,000; Full time

Job summary

4C Strategies is seeking a Sales & Account Manager to expand our defence business across Australia and the wider APAC region, with a focus on Collective Training & Exercise Management within the Exonaut product suite. You will own the commercial journey, from identifying opportunities to winning new business and developing long-term customer relationships.

Based in Australia, you will build a robust pipeline, secure new customers, and progressively take responsibility for renewals and account

Qualifications

• 2–5 years of experience in sales or business development within defence or government, ideally involving software or technology solutions.
• Experience managing customer relationships and growing existing accounts.
• Understanding defence and government procurement, including tenders, RFPs and complex stakeholder environments.
• Familiar with structured sales processes, pipeline management, forecasting and commercial fundamentals such as pricing, contract terms and margins.
• Confident communication with operational military personnel, technical specialists and senior decision-makers.

Responsibilities

• Drive new business: Manage the full sales cycle across assigned defence sectors, from prospecting and qualification through proposals, negotiation and close.
• Manage your pipeline: Maintain a qualified pipeline, accurate forecasts and up-to-date CRM records (HubSpot).
• Shape customer solutions: Work with product and delivery teams to understand customer needs, develop proposals and coordinate tenders, government RFP responses and demonstrations.
• Grow customer accounts: Act as the primary commercial contact for customers you've won, maintaining relationships and identifying opportunities for renewals, expansion and cross-selling.
• Develop market relationships: Engage with military stakeholders, government organisations, industry partners and potential channel partners, representing 4C Strategies at relevant events and forums.
• Collaborate across the business: Work with our global sales organisation and technical teams, sharing market insights, customer feedback and opportunities to support the continued development of Exonaut.

Skills

Sales experience

Defence sector know-how

Stakeholder management

Forecasting & pipeline

Tools

HubSpot

Job description

Who we are

4C Strategies builds organisational readiness and military training management software for clients in over 70 countries. Our flagship product, Exonaut®, is used by NATO and allied forces to plan, run and evaluate exercises in real time. Our teams work alongside armed forces across the UK, Europe, North America and Asia-Pacific to deliver training and exercise management solutions.

Your Role

We're looking for a Sales & Account Manager to grow our defence business across Australia and the wider APAC region, with a particular focus on Collective Training & Exercise Management within our Exonaut® product suite.

You'll own the commercial journey, from identifying opportunities and winning new business to developing long-term customer relationships. Initially, your focus will be on building pipeline and securing new customers, while progressively taking responsibility for account growth, renewals and customer satisfaction.

You'll be part of our APAC team and an integral member of 4C Strategies's global sales organisation, working closely with international sales colleagues and local and global product and delivery teams. You'll have real ownership of your opportunities, supported by the expertise and resources of our wider organisation.

This is a hands-on commercial role, not a sales management position, with the opportunity to develop into a broader Account Executive role as the business grows.

What you'll do

• Drive new business: Manage the full sales cycle across assigned defence sectors, from prospecting and qualification through proposals, negotiation and close.
• Manage your pipeline: Maintain a qualified pipeline, accurate forecasts and up-to-date CRM records (HubSpot).
• Shape customer solutions: Work with product and delivery teams to understand customer needs, develop proposals and coordinate tenders, government RFP responses and demonstrations.
• Grow customer accounts: Act as the primary commercial contact for customers you've won, maintaining relationships and identifying opportunities for renewals, expansion and cross-selling.
• Develop market relationships: Engage with military stakeholders, government organisations, industry partners and potential channel partners, representing 4C Strategies at relevant events and forums.
• Collaborate across the business: Work with our global sales organisation and technical teams, sharing market insights, customer feedback and opportunities to support the continued development of Exonaut.

About you

• You have 2–5 years of experience in sales or business development within defence or government, ideally involving software or technology solutions, with a track record of developing and closing opportunities.
• You have experience managing customer relationships and growing existing accounts.
• You understand defence and government procurement, including tenders, RFPs and complex stakeholder environments.
• You're comfortable with structured sales processes, pipeline management, forecasting and commercial fundamentals such as pricing, contract terms and margins.
• You communicate confidently with operational military personnel, technical specialists and senior decision-makers, and enjoy collaborating across teams.
• You're proactive, organised and comfortable taking ownership in a growing, international business.
• Experience in military training, exercise management, resilience, command and control, or specialist defence software would be valuable. An ex-military background or established defence network would also be an advantage.
• Familiarity with Australian defence security frameworks such as DISP, ISM and PSPF, or experience with industry partners and sales agents, would be beneficial.
• You must be an Australian citizen and eligible to obtain and maintain an Australian Government security clearance. The process will be company-sponsored, and candidates with an existing clearance will have an advantage.
• You have a genuine interest in helping armed forces, public safety and resilience organisations train, prepare and respond.

Location and on-site working

The role is preferably based in Brisbane, Australia, although candidates elsewhere in Australia will also be considered, particularly where their location supports relationships with defence customers.

Domestic and international travel will be required as needed for customer meetings and industry engagements.

Why Join 4C Strategies

You’ll join a growing APAC business backed by an established international company, a proven product and experienced defence specialists.

As part of our global sales organisation, you'll have the autonomy to develop your market and customer relationships while benefiting from international collaboration and shared expertise.

You’ll have the opportunity to grow your responsibilities as the business expands and contribute to solutions that help armed forces prepare for real-world operations.

4C Strategies is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.