Senior Sales Manager - Data Products

VicRoads Registration and Licensing Services (RLS); Melbourne; Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Salary packaging

Fitness Passport discounts

Professional development

Flexible working arrangements

Parental leave

Job summary

VicRoads Registration and Licensing Services (RLS) in Melbourne seeks a Senior Sales Manager for Data Products to drive enterprise revenue across finance, insurance, telecoms and infrastructure. You will build pipelines, shape propositions and secure complex multi-stakeholder deals, working with Product, Data, Legal, Finance and Technology to deliver scalable data solutions.

The role focuses on building a robust pipeline, guiding commercial strategies, and delivering revenue growth while

Qualifications

• Proven experience selling data-led solutions into large enterprise customers, especially in regulated environments.
• Ability to engage senior decision-makers and navigate complex procurement processes.
• Strong forecasting, pipeline management and deal-closing capabilities.

Responsibilities

• Identify, pursue and convert enterprise opportunities for data products and services.
• Build and maintain a robust sales pipeline from discovery to close.
• Develop senior stakeholder relationships across enterprise organisations.
• Lead customer discovery and translate business challenges into data solutions.
• Articulate value of data assets, APIs, analytics and reporting to commercial and technical audiences.
• Lead negotiations with Legal and Finance to structure outcomes.
• Deliver against revenue targets while growing the pipeline.

Skills

Enterprise sales

Data products

Stakeholder management

Relationship building

Sales lifecycle

Job description

VicRoads Registration and Licensing Services (RLS) – Melbourne VIC

At VicRoads the work you do has real impact. Our work connects people and communities. We keep Victorians moving safely and smoothly today and help them be ready for tomorrow.

VicRoads empowers our people to learn and grow- focusing on impact and innovation. We reflect the diversity of Victoria and foster clever thinking to keep you and the community moving.

VicRoads is progressing too. In August 2022, we started on a new chapter when the Victorian State Government partnered with Aware Super, Australian Retirement Trust, and Macquarie Asset Management to operate registration and licensing services on its behalf.

We work collaboratively with the Victorian State Government to ensure we fulfill regulatory requirements, deliver State projects and safeguard customer data. The Victorian State Government retains sole responsibility for road access, infrastructure and safety.

• Annual Salary Range: Commensurate with Experience
• Employment Type: Ongoing - Full-Time
• Usual Work Location: QV 180 Lonsdale Street CBD/ Work from home

About the Opportunity

This is a unique opportunity to play a pivotal role in the commercial growth of VicRoads' emerging data products and services portfolio. As Senior Sales Manager - Data Products, you will drive enterprise revenue by shaping and executing strategic sales initiatives across key industries, including finance and insurance, telecommunications, utilities, and infrastructure.

Operating across the full sales lifecycle, the role will focus on building a robust pipeline, developing commercially viable propositions, and securing complex, multi‑stakeholder deals. You will work closely with internal teams across Product, Data, Legal, Finance and Technology to align customer needs with scalable, compliant data solutions.

VicRoads' data commercialisation capability is in a high‑potential growth phase, underpinned by uniquely rich datasets and a strong ambition to expand into advanced analytics and insight-driven offerings. This role offers the opportunity to influence market direction, inform product evolution, and contribute to building a sustainable, enterprise-grade sales capability.

Key responsibilities include:

• Identify, pursue and convert new enterprise sales opportunities for VicRoads' data products and services.
• Build, manage and maintain a qualified sales pipeline, progressing opportunities from prospecting and discovery through to close.
• Develop trusted relationships with senior stakeholders and decision-makers within enterprise organisations.
• Lead customer discovery and solution-shaping conversations, translating business challenges into commercially viable data solutions.
• Articulate the value of VicRoads' data assets, APIs, analytics and reporting solutions to both commercial and technical audiences.
• Lead negotiations for complex commercial agreements, partnering with Legal and Finance to structure sustainable customer outcomes.
• Deliver against revenue targets while building a strong pipeline to support long-term commercial growth.
• Contribute market, customer and competitive insights to support product development, sales strategy and commercial planning.
• Maintain accurate sales forecasts, pipeline reporting and opportunity management practices.
• Collaborate closely with Product, Data, Technology, Marketing, Finance and Legal teams to deliver successful customer and business outcomes.

About you

You are a commercially driven enterprise sales professional with a strong track record of selling data-led solutions into complex, highly regulated environments. You combine strategic relationship building with disciplined sales execution, and are comfortable engaging senior stakeholders, shaping solutions and navigating complex procurement, legal and governance processes to deliver meaningful commercial outcomes.

You'll thrive in this role if you:

• Have proven experience selling data products, data services or data-driven platforms into large enterprise customers, particularly within the financial services and insurance sectors.
• Have successfully engaged and built relationships with senior decision-makers across major banks, insurers or similarly complex, highly regulated organisations.
• Can confidently articulate the value, provenance, quality and limitations of data products to both commercial and technical audiences.
• Have a demonstrated track record of owning and progressing opportunities through the full enterprise sales lifecycle, from prospecting and qualification through to negotiation and contract execution.
• Have successfully closed complex, high-value enterprise deals involving multiple stakeholders, lengthy sales cycles and formal governance processes.
• Are skilled at developing, managing and forecasting a qualified sales pipeline, consistently driving opportunities towards commercial outcomes.
• Possess the technical credibility to engage with data, analytics and technology stakeholders, translating technical concepts into clear business value.
• Excel at leading customer discovery and solution-shaping conversations, working closely with product and technical teams to develop commercially viable solutions.
• Demonstrate resilience, initiative and a strong sense of personal accountability, with the ability to succeed in evolving markets and emerging product environments.
• Bring experience operating within organisations where privacy, data governance, compliance and trust are critical to customer adoption.

Our culture

Innovation powers progress, but it doesn't come without support. To attract, retain, and develop talented people, we reward initiative and ingenuity, foster collaboration, and offer dynamic career development. At VicRoads, we embrace diversity and inclusion and we're proud our workforce reflects the community we work for.

What we offer

• Salary packaging, Fitness Passport & discounts to hundreds of retailers
• Opportunities for professional and personal development
• Flexible working arrangements and family-friendly practices, including 16 weeks paid parental leave

For a copy of the Position Description please email ***************@vicroads.com.au

Unfortunately, applications cannot be accepted via this email

VicRoads is required to evidence your right to work in Australia and may ask for your consent to check records maintained by the Department of Immigration and Border Protection as well as records maintained by Victoria Police and VicRoads as part of the selection process. Information provided to VicRoads will be treated in the strictest confidence. Please note that due to legal requirements you must be predominantly located in Australia and for certain roles, predominantly located in Melbourne or Victoria.