Senior Account Manager
Department: Sales
Employment Type: Full Time
Location: Sydney
Reporting To: Kevin Smith
Description
Propeller is on a mission to take the guesswork out of moving dirt - reducing wasted fuel, time, and money. We do this through the power of maps. Our customers use Propeller's integrated hardware and software products to capture accurate 3D versions of their worksites. With over 50,000 worksites worldwide using Propeller's smart survey technology, we empower project teams to map, measure, and manage site activity.
Propeller empowers everyone to approach, own, and solve problems creatively. We're data nerds who care about impact, honesty, and each other. We take pride in being a great place to work. We are proud to be recipients of BI Group's Excellence in Customer Experience award and Inspiring Workplaces of Australasia, being recognized as a Fast Company and BuiltIn Best Place to Work. You can learn more about us on Glassdoor.
Your Mission
As a Senior Account Manager at Propeller, you'll play a critical role in driving revenue growth and retention by owning and growing a large portfolio of mid-to-large customers. You'll take a strategic approach to renewals, expansions, and account planning, working cross-functionally with Sales, Customer Success, Product, and Marketing to elevate the customer experience and scale best-in-class account management practices. You'll mentor others and contribute to the maturity of the Account Management function through systems thinking, process improvement, and leadership of key initiatives. About You You are a seasoned B2B professional, you thrive on driving customer growth and navigating complex sales cycles. With a strong background in managing and expanding high-value customer accounts, you are confident in your ability to influence internal and external stakeholders, lead cross-functional initiatives, and build scalable, strategic account plans. You bring a customer-centric mindset and a passion for solving problems while delivering commercial outcomes. You have experience working with both direct customers and channel partners and understand the nuances of scaling through a partner ecosystem. To do this you will:
* Own an annual renewal + expansion quota and hit or exceed growth and churn targets.
* Proactively grow an APAC portfolio of 30-50 accounts, prioritising high-value customers.
* Act as the senior point of contact for customers and channel partners, resolving escalations and navigating complex issues to drive outcomes.
* Build and maintain effective relationships with customers, as well as channel partners (dealers).
* Lead strategic account planning and deliver tailored customer growth strategies, collaborating with internal stakeholders across CS, Sales, Product, and Marketing.
* Identify and close expansion and up-sell opportunities by aligning Propeller's offerings to the customer's business objectives and evolving needs.
* Drive and improve the renewal process through pricing discussions, term negotiations, and value storytelling in partnership with dealers and the Sales team.
* Lead key cross-functional initiatives that improve retention and account growth, such as tiering models, playbooks, and standardised customer engagement strategies.
* Serve as a subject matter expert and mentor to more junior Account Managers, helping build team capability and scale successful practices.
* Regularly analyse account health, product adoption, and usage data to inform growth opportunities and risks.
* Stay informed on the market and customer and competitor behaviours to form insight that will help inform strategic decision-making and positioning.
* Maintain net-negative ARR churn and consistently exceed renewal and growth targets.
Your Skills & Experience
* 5+ years of experience in Account Management or Sales at a B2B SaaS or Construction Tech company, with proven results in managing a large book of business and delivering against quota.
* Demonstrated success in selling through both direct and channel-led models, with a nuanced understanding of partner dynamics.
* Strategic thinking ability—capable of designing and executing scalable account growth plans, and contributing to broader commercial strategies.
* Strong commercial acumen with the ability to communicate ROI, negotiate complex deals, and lead value-based conversations with senior stakeholders.
* Track record of collaborating cross-functionally to improve internal processes and customer experiences.
* Excellent communication, stakeholder management, and influencing skills, with comfort presenting to senior-level decision-makers.
* Experience working with CRM tools and sales tech stacks, with a process-oriented mindset and desire to continuously optimise.
* Comfortable leading initiatives that sit outside of direct quota responsibilities (e.g. voice-of-customer programs, enablement projects, process improvement).
* Experience mentoring or coaching others in a commercial team setting is a strong plus.
Benefits
* Employee share options
* Professional development budget and leave
* The opportunity to take part in our mentorship program
* Mental health resources
* Monthly telephone and/or internet allowance
* Paid primary & secondary parental leave policies
* Hybrid work arrangements and WFH equipment provided
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