Senior Account Manager

IBISWorld; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Job summary

IBISWorld is expanding its Client Services team in Australia. You will own a portfolio of strategic accounts, ensuring renewals, ARR protection, and growth through cross-sell and upsell opportunities. Your role blends advisory rigor with autonomous book management, backed by a 50-year trusted brand.

You'll develop deep client relationships, forecast accurately, and collaborate with Product and Research to reflect client insights in our offerings. A high-performance, accountable culture awaits.

Qualifications

• 5+ years in B2B sales or account management
• Experience selling SaaS or data/market intelligence products
• Strong CRM and pipeline management experience
• Proven ability to negotiate contracts and expand accounts

Responsibilities

• Own a portfolio of key accounts and protect/drive ARR growth
• Close cross-sell and upsell opportunities within your book
• Maintain accurate forecasts and CRM records
• Build strategic account plans with stakeholder maps and white-space analysis

Skills

5+ years B2B sales/account mgmt

SaaS/data/market intelligence

CRM platforms (Salesforce)

Commercial acumen/negotiation

Tools

Salesforce

Job description

Where industry intelligence is going next, and who's building it

For over five decades, the world's most sophisticated institutions have relied on IBISWorld to navigate uncertainty, identify opportunity and stay ahead of change. Banks, consulting firms, governments: when the stakes are high and the answer has to be right, they come to us.

That trust is our legacy, and it's our starting point. We're advancing beyond traditional research into AI-enabled, actionable intelligence, embedding human-verified insight directly into the workflows our clients live in so they can see further and decide faster. The ground is shifting in our industry, and we are the ones moving it.

You'd be joining at the most exciting moment to do so.

Why this role, right now

We're investing heavily in Client Services in Australia, raising the bar on how we hire, how we develop our people, and what great looks like. We're building a team with real momentum, genuine accountability, and the kind of culture people don't want to leave.

This is a high-impact seat on that team. You'll own a portfolio of key accounts, protect and grow ARR, and act as the trusted advisor your clients call first. You'll have real autonomy over how your book is run and a direct hand in shaping how a high-performing CS team operates.

If you're the kind of person who's quietly outgrown your current role, who wants to be surrounded by people as driven as you are, this is the one to look at.

What you'll own

You'll maximise the lifetime value of an assigned portfolio of key accounts. Two focuses, equally weighted: secure renewals & protect ARR, and drive growth by finding and closing the cross-sell and upsell opportunities hiding inside your book.

Own the end-to-end performance of your book: renewal rates, upsell revenue, and client health

Become the trusted advisor your clients call first, building relationships deep and wide enough to weather any renewal

Identify, qualify, and close expansion across products, integration & AI solutions, additional users, and new business units

Help clients embed our intelligence directly into their workflows and tools, turning a subscription into something they can't operate without

Build strategic account plans for high-value clients, with stakeholder maps, white-space analysis, and forecasted ARR uplift

Sit close to how the product is evolving, bringing client insight back to Product and Research to shape what we build next

Keep your pipeline, forecasts, and CRM records sharp enough to run the business on

Who thrives here

We hire for culture as deliberately as we hire for capability, and we're specific about it. The people who do their best work at IBISWorld:

Hold a high bar for the quality of their own work, without being asked to.

Make decisions with the customer's experience as the top priority.

Stay honest and transparent, even when the news is hard to deliver.

Stay curious, pursuing learning, experimentation, and continual growth.

Build genuine teamwork and collaborate by default.

Question assumptions and look for evidence before making decisions.

Stay calm under pressure and steady the team through any setbacks.

If you read that list and recognise yourself, we should talk.

What you'll bring

5+ years in B2B sales or account management, ideally in SaaS, data, research, or information services

A track record of beating revenue targets across both retention and new business

Experience managing mid-market or enterprise accounts with complex stakeholder environments

Strong commercial acumen, with the confidence to negotiate contracts and navigate procurement

Fluency with CRM platforms (Salesforce preferred) and pipeline tools

Experience selling into procurement, strategy, finance, or risk functions (a plus)

Familiarity with industry research or market intelligence platforms (a plus)

Experience mentoring or leading peers in a commercial team (a plus)

The offer

This is a role that pays for performance. You'll carry a real book with real expansion upside, and a commission structure built to reward the people who grow it.

Beyond the numbers: genuine autonomy over how you run your accounts, a team that holds the same standards and values you do, and the backing of a 50-year brand the world's biggest institutions already trust before you've said a word.

We're not interested in building an average team. If that's the kind of place you've been looking for, bring the bar. We'll meet it.