Trade Sales Specialist - Frontline Service & Solutions

L&H Group; Melbourne; On-site; AUD 140,000 - 210,000; Full time

Job summary

Riskified, a leader in ecommerce risk and data governance, seeks a Sales Specialist – GRC and Data Governance to drive growth across Australia, NZ, Singapore and Japan. You’ll own deals from qualification to close, present demos/POCs, and negotiate contracts with senior stakeholders.

Based in Sydney, you’ll join a high-performing JAPAC sales team in a rapidly expanding market. You will bring enterprise sales experience, GRC expertise, and a consultative approach to engage C‑suite executives,

Qualifications

• Proven enterprise sales track record with C-suite audiences.
• Subject matter expert in GRC and data privacy domains.
• Experience selling to large enterprises and handling RFPs.
• Tertiary qualification in IT, business or law preferred.

Responsibilities

• Qualify inbound leads and develop new business opportunities.
• Own the end-to-end sales cycle from qualification to close.
• Present the GRC and data governance platform via demos/POCs.
• Negotiate pricing and contracts; respond to RFPs/RFIs.
• Collaborate with JAPAC and regional sales teams to coordinate efforts.
• Drive regional quota and achieve successful technical wins.
• Create talk tracks, ROI frameworks, and reference stories.
• Keep up-to-date with Riskified product portfolio and market trends.

Skills

Enterprise sales

GRC expertise

Data privacy

C-suite selling

Education

Tertiary qualification in IT/Business/Law

Job description

Job Description

Full Job Description
Our client is a Gartner and Forrester Leader in the data security, GRC and privacy management space. In a little over 5 years they have grown to >1,500 employees with >2000+ customers. As a result of growth they require a Sales Specialist – GRC and data governance to support their ever growing customer base across Australia, New Zealand, Singapore and Japan.
Working alongside the JAPAC sales team, you will specialise in selling the company’s GRC & Data Governance platform, acting as the regional Subject Matter Expert (SME).
Key responsibilities will include:

• Qualify inbound leads and new business opportunities
• Scope and develop new business opportunities, utilising your own network and contacts in industry – end users and partners (channel and alliances)
• Own the sales opportunity from qualification through to close
• Present the company’s GRC and data governance platform – demo’s, POC’s etc
• Pricing and contract negotiations
• Respond to RFP’s, RFI’,s RFT’s etc
• Present at conferences and industry events

You:

• Are a proven enterprise sales professional or solutions consultant
• Are a Subject Matter expert in all things GRC and Data Privacy related
• Have a proven track record selling and presenting to C suite executives and Heads of (Data, Privacy, Risk, Compliance, Legal etc)
• Demonstrate a highly consultative selling style with outstanding communication skills
• Are comfortable with high level customer presentations, software demo's, POC's etc.
• Are comfortable owning the sales opportunity but not the day to day account management responsibilities
• Will have experience working for a leading global SaaS vendor or consultancy specialising in GRC, Data Privacy, Data Protection, Risk Management, Cyber Threat Intelligence, Identity Management, Unified Threat Management etc. etc.
• Are tertiary qualified, ideally within IT, Business or Law

What’s on Offer:

• Opportunity to take a new product to market in region & build a business unit
• Work in an open, entrepreneurial environment with the smartest minds in the industry
• Change the way businesses manage information management and data exchange
• Unlimited professional development
• Competitive salary and bonus plan

Riskified empowers businesses to unleash ecommerce growth by taking risk off the table. Many of the world’s biggest brands and publicly traded companies selling online rely on Riskified for guaranteed protection against chargebacks, to fight fraud and policy abuse at scale, and to improve customer retention. Developed and managed by the largest team of ecommerce risk analysts, data scientists and researchers, Riskified’s AI‑powered fraud and risk intelligence platform analyzes the individual behind each interaction to provide real‑time decisions and robust identity‑based insights. Riskified is proud to work with incredible companies in virtually all industries including Booking.com, Acer, Gucci, Lorna Jane, GoPro, and many more .

We thrive in a collaborative work setting, alongside great people, to build and enhance products that matter. Abundant opportunities to create and contribute provide us with a sense of purpose that extends beyond ourselves, leaving a lasting impact. These sentiments capture why we choose Riskified every day.

About Us

Riskified empowers businesses to unleash ecommerce growth by taking risk off the table. Many of the world’s biggest brands and publicly traded companies selling online rely on Riskified for guaranteed protection against chargebacks, to fight fraud and policy abuse at scale, and to improve customer retention. Developed and managed by the largest team of ecommerce risk analysts, data scientists and researchers, Riskified’s AI‑powered fraud and risk intelligence platform analyzes the individual behind each interaction to provide real‑time decisions and robust identity‑based insights. Riskified is proud to work with incredible companies in virtually all industries including Booking.com, Acer, Gucci, Lorna Jane, GoPro, and many more .

We thrive in a collaborative work setting, alongside great people, to build and enhance products that matter. Abundant opportunities to create and contribute provide us with a sense of purpose that extends beyond ourselves, leaving a lasting impact. These sentiments capture why we choose Riskified every day.

About the Role

This role will be based in Sydney

What You’ll Be Doing

• Drive deal progression for Riskified's newer products on opportunities sourced by Account Executives and Account Managers, across new logos and the existing APAC merchant base.
• Partner with Account Executives and Account Managers to understand merchant needs and lead the product‑specific portions of the sales cycle.
• Identify and qualify emerging use cases and new verticals, then help define the positioning, ideal customer profile and value story for each.
• Share ownership of a regional quota with your Sales counterparts, helping drive technical wins that turn into closed revenue.
• Deliver product demonstrations and answer technical questions from prospective and existing merchants.
• Design and run proofs of value and pilots for new products, defining success criteria up front and turning results into a path to contract and a reference story.
• Collaborate with Product and Engineering to relay merchant feedback and regional market requirements.
• Turn early wins into repeatable assets, including talk tracks, discovery guides, ROI frameworks and case studies, so the wider go‑to‑market team can scale them.
• Stay current on Riskified's expanding product portfolio and the broader payments/fraud landscape in the region.