Strategic Account Leader, Asia

Vertiv; Sydney; On-site; AUD 150,000 - 210,000; Full time

Job summary

Objective is seeking an experienced Account Director to lead NSW and QLD sales for the Information Intelligence team in Sydney. You will own a portfolio, build executive relationships and drive commercial growth across government and regulated industries.

The role balances new business development with strategic account expansion, managing multi‑month to multi‑year cycles and collaborating with Customer Success, Services and Marketing to deliver outcomes.

Qualifications

• Proven success in enterprise or complex B2B sales.
• Strong track record of hitting revenue targets across new and existing accounts.
• Experience selling complex software, technology or services solutions.
• Exceptional executive relationship-building and negotiation skills.
• Experience with consultative or Challenger selling approaches.
• Ability to manage long, multi-stage sales cycles.
• Strong skills in territory, account and pipeline management.
• Commercial curiosity and translating customer challenges into opportunities.
• Confidence presenting to stakeholders at all levels.
• Resilience, initiative and autonomous working style.

Responsibilities

• Own a portfolio and territory balancing new business with strategic growth.
• Build trusted relationships with CIOs, CFOs and department leaders.
• Identify and pursue opportunities across government and regulated sectors.
• Grow existing accounts through upsell/cross-sell and recurring revenue.
• Develop territory plans to create a strong sales pipeline.
• Manage high-value opportunities with multi‑month to multi‑year cycles.
• Align customer insight with value delivered by Objective.
• Collaborate with Customer Success, Services and Marketing teams.
• Leverage industry networks to open doors and create opportunities.
• Maintain pipeline discipline using Salesforce and similar tools.

Skills

Enterprise sales

Executive relationships

Complex sales cycles

Strategic account growth

Job description

At Objective, we create software that makes a difference. With over 400 people across Australia, New Zealand, the US and UK, we’re a leading GovTech software company helping government and regulated organisations work smarter, securely and more effectively.

We’re looking for an experienced Account Director to join our Information Intelligence team in Sydney owning NSW and QLD territory. This is a senior sales role for someone who knows how to build strong executive relationships, navigate complex sales cycles and turn customer relationships into meaningful commercial growth.

This is more than account management. You’ll have the opportunity to identify new business, grow existing customers, uncover opportunities and influence decision-makers across government and regulated industries. The role will report directly to the VP, Sales & Customer Success - Information Intelligence.

A day in the role:

You’ll own a portfolio and territory, balancing new business development with strategic account growth. You’ll:

• Build and maintain trusted relationships with senior stakeholders including CIOs, CFOs, GMs and departmental leaders.
• Identify and pursue new business opportunities across the public sector and regulated industries.
• Grow existing accounts through upselling, cross‑selling software and professional services, and increasing recurring revenue.
• Develop and execute territory, account and opportunity plans to build a strong pipeline.
• Manage complex, high‑value sales opportunities with cycles ranging from 6–24 months.
• Understand your customers’ business challenges and processes, using that insight to identify where Objective can add value.
• Work closely with Customer Success, Professional Services, Marketing and other teams to deliver strong customer outcomes.
• Leverage your industry network and relationships to open doors, influence opportunities and create new market opportunities.
• Maintain strong pipeline and opportunity discipline through Salesforce and other sales tools.
• Mentor and support other team members involved in sales processes.

Your skills, experience and beyond:

• Proven success in enterprise or complex B2B sales, ideally within government, public sector, regulated industries or technology.
• A strong track record of achieving revenue targets across both new business and existing accounts.
• Experience selling complex, high‑value software, technology or professional services solutions.
• Strong executive‑level relationship‑building and negotiation skills.
• Experience with consultative, solution, strategic or Challenger selling methodologies.
• The ability to manage long and complex sales cycles from initial engagement through to close.
• Strong territory, account, opportunity and pipeline management skills.
• Commercial curiosity and the ability to understand a customer's business and translate challenges into opportunities.
• Confidence presenting and influencing stakeholders at all levels.
• Resilience, initiative and the ability to work autonomously while collaborating effectively across teams.

Why Objective?

At Objective, you’ll have the opportunity to work on technology that has a genuine impact on how governments and regulated organisations operate.

You’ll join a team that values customer outcomes, commercial thinking, collaboration and continuous improvement, while giving you the autonomy to own your territory and make a real impact.

If you’re a strategic and commercially minded Account Director who enjoys winning new business, growing strategic accounts and building relationships that matter, we’d love to hear from you.

If you do not tick every box, do not let that stop you. We value potential, learning agility, and diverse perspectives just as much as experience, and we encourage you to apply.

At Objective, we recognise and celebrate our diverse team as pivotal to our strong employee engagement and our high‑performing culture, underpinned by Our Values .

Equal Opportunity Statement

We are an equal opportunity employer. We do not discriminate based on any protected characteristics or on any other basis prohibited by applicable laws in the regions where we operate.

Disability and Accommodation

To ensure a positive experience, please inform our Talent Team of any adjustments or accommodations you may require during the recruitment process, so we can support you effectively.

AI Use Disclosure

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analysing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.