Director, Sales & Customer Success

About Objective:

At Objective, we create software that makes a difference. With over 400 people and five development labs spread across Australia, New Zealand, and the United Kingdom, Objective is a leading developer of SaaS solutions for the government. 

Are you looking for a role where you can contribute to meaningful outcomes and sell software to help create better communities? This one’s for you! Our culture is reflected in our talented and committed team. Our people are paramount to driving our ongoing success.

This new growth role reports to the VP of Connect & Keystone Solutions and is responsible for leading the business development and customer success team to achieve software subscription revenue targets. Based, preferably, in Sydney or Melbourne, the role will have people management responsibilities. It’s an opportunity not to be missed! 

A day in your role:

• Lead the business development managers to achieve global revenue growth targets with a focus on selling new business and upselling into existing accounts.
• Lead the customer success managers to achieve global revenue retention targets with a focus on delivering value in order to retain and grow customers.
• Personally manage and support channel partners to achieve software revenue growth.
• Provide employee focused leadership and actively drive strong employee engagement and a high performing culture through the hiring, motivation and development of a diverse team.
• Achieve regional revenue targets through others by planning, setting sales goals, analysing performance data, and forecasting.
• Plan, set sales goals, analyse performance data, and forecast to achieve growth and retention revenue targets.
• Effectively demonstrate domain expertise in regulated industries while providing value and insight to key stakeholders.
• Work cross functionally with Marketing and Product teams to engage with customers more deeply.
• Mentor, grow, and support other Objective team members involved in sales and customer success processes.
• Foster a culture of continuous improvement to Objective products, processes and systems.
• Monitor and analyse market trends and competitive landscape to inform strategic decision-making.
• Ensure customer satisfaction and retention through regular account reviews and feedback mechanisms.

Your skills, experience and beyond:

• Expert in Solution Selling, Strategic Selling or Challenger Selling methodologies.
• Proven record of successfully leading a team of sales and/or customer success, overseeing a business unit with $10M+ in annual recurring revenue.
• Proven experience in successful Territory/Opportunity/Account Planning. Previously sold software in financial services is highly desirable.
• Expert product and industry knowledge coupled with the ability to translate client needs into a complete solution.
• Knowledge of IT and SaaS Industry trends and emerging technologies.
• Advanced use of corporate sales tools (e.g. Salesforce, Scotwork negotiations, Salesloft, Zoominfo).
• Exceptional verbal and written communication skills.
• Highly developed interpersonal skills, brings a consultative approach to selling and can coach others to develop this.
• Highly analytical and strategic thinker.
• Strong leadership skills, capable of developing and driving successful sales teams.
• Expert networking and relationship management skills.
• Outstanding negotiation skills and persuasive ability.

Our benefits:

• Hybrid work arrangements to support work-life balance.
• Access to EAP for confidential counselling.
• Extensive learning resources to develop your skills.
• Regular social events to promote team bonding. We are recognized as an endorsed employer for women. Learn more about our benefits on WORK180

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.

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

To provide a positive experience, please advise our Talent Team of any adjustments or accommodations required during the recruitment process so we can support you.