Senior Account Manager

PatSnap; Sydney, Melbourne; Hybrid; AUD 120,000 - 180,000; Full time

Job summary

Patsnap is seeking a Senior Account Manager to drive new business growth and own retention across enterprise accounts in ANZ. You will lead full sales cycles, cultivate trusted relationships with senior stakeholders in R&D, IP, legal and innovation, and balance hunting new logos with expanding existing ones.

This remote role covers Australia and New Zealand, preferably based in Sydney or Melbourne. You’ll use data-driven forecasting, negotiate commercial terms, and manage renewals to maximize

Qualifications

• 8+ years of B2B sales experience in enterprise SaaS.
• Proven ability to manage complex multi-stakeholder deals in ANZ.
• Experience using AI tools to enhance prospecting and engagement.

Responsibilities

• Lead full sales cycle from needs discovery to contract closure in ANZ.
• Grow renewals and expansions across a portfolio of enterprise accounts.
• Build trusted relationships with senior R&D, IP, legal, and innovation leaders.

Skills

Enterprise SaaS sales

Stakeholder management

Negotiation

Forecasting & pipeline management

AI tools usage

Education

Bachelor's degree or above

Tools

ChatGPT

Claude

Gemini

Job description

Senior Account Manager Role Summary:

As a Senior Account Manager at Patsnap, you\'ll drive new business growth and own retention and expansion across a portfolio of key enterprise accounts in the Australia and New Zealand (ANZ) territory. You\'ll lead full sales cycles with the region\'s leading enterprises and promising SMEs, while building trusted, long-term relationships with senior stakeholders across R&D, IP, legal, and innovation functions. Balancing hunting for new logos with growing existing accounts, you\'ll help some of the world\'s most innovative companies unlock maximum value from PatSnap \'s solutions, all while hitting ambitious growth targets. If you thrive in a fast-paced, dynamic environment, are customer-obsessed, and have a passion for innovation, this role is your opportunity to make a real impact. This is a remote position in Australia, preferably in Sydney and Melbourne. Want to see the platform you\'d be representing? Check out this short overview:

Who are we?

Patsnap is a global, pre-IPO company that transforms the way organizations harness their Intellectual Property and Research & Development productivity. Our platform revolutionizes how IP and R&D teams collaborate across the entire innovation lifecycle, using domain-specific AI to accelerate the creation of market-ready products. With over 12,000 customers worldwide, including some of the biggest names in innovation, Patsnap is at the forefront of technological advancement. Our $300M Series E funding round brings our valuation to a $1 billion unicorn status, and we still have a remarkable amount of growth ahead. We have a vibrant and diverse team with offices in Singapore, Toronto, London, Shanghai and remote teams based in US. Our hyper-growth trajectory is powered by our people, and we are extremely proud of our company-wide vision, work ethic, and entrepreneurial spirit. We are committed to fostering an inclusive environment where talent thrives and ideas bloom.

What You\'ll Be Doing:

Develop new business targeting the region\'s leading enterprises and promising SMEs, and lead the full sales cycle from needs discovery, solution design, through negotiation and contract closure. Build a strong pipeline and adopt a data-driven approach to sales funnel management, with accurate forecasting against targets. Conduct professional negotiation of commercial agreements to close new logos and expand existing accounts. Own and manage a portfolio of key enterprise accounts, driving renewal and expansion to ensure high customer satisfaction and retention. Identify upsell and cross-sell opportunities across Patsnap\'s product portfolio and manage the entire customer lifecycle. Build deep relationships with senior stakeholders across R&D, IP, legal, and innovation functions, acting as a trusted advisor who understands their business objectives and challenges. Conduct customer onboarding meetings and quarterly business reviews, and resolve escalations and client issues with expertise across your book of business. Stay current on major product updates to clearly articulate their value to clients.

Requirements

8+ years of B2B sales experience, preferably in enterprise SaaS, IP services, R&D tools, or technology solutions, with customers in the ANZ region Bachelor's degree or above; background in business, chemical, engineering, or related fields is a plus. A proactive, results-oriented commercial professional who enjoys opening new doors, identifying opportunities, and turning prospects into customers. Brings a strong sense of urgency, curiosity and ownership, with the willingness to take initiative rather than waiting for instructions. Enjoys working in a fast-moving environment where priorities can evolve quickly. Curious by nature and able to quickly understand new technologies, products, industries and customer needs. You actively seek feedback, learn from every interaction, and continuously improve your approach. Proficiency in using AI tools such as ChatGPT, Claude, Gemini and other productivity or sales AI tools to research prospects, analyze information, personalize outreach, prepare for meetings and improve day-to-day productivity. You see AI as a working tool, not just a buzzword. Proven experience managing key or strategic accounts with complex buying processes. Strong consultative selling and stakeholder management skills. Experience selling into R&D, IP, legal, or innovation teams is highly preferred.