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Commercial Account Manager at FrankieOne
Sydney, New South Wales, Australia - Full Time
Skills Needed
Account Management, Customer Success, Sales, B2b Saas, Fintech, Regtech, Communication, Negotiation, Time Management, Crm, Portfolio Management, Revenue Retention, Expansion, Operational Excellence, Customer Engagement, Churn Risk Management
Specialization
Candidates should have 3+ years of experience in Account Management, Customer Success, or Sales roles managing SME or Commercial B2B SaaS accounts. Strong communication, negotiation, and time-management skills are essential, along with proficiency in using a CRM like Hubspot.
Experience Required
Minimum 2 year(s)
Speech Pathologist - Graduate Program 2026 at MedHealth
Jandakot, Western Australia, Australia - Full Time
Skills Needed
Empathy, Communication, Teamwork, Collaboration, Adaptability, Problem Solving, Report Writing, Clinical Skills, Time Management, Learning Agility, Support, Engagement, Creativity, Independence, Motivation, Tenacity
Specialization
Candidates should be registered with SPA or eligible upon graduation. Ideal candidates are empathetic, driven, and committed to developing their skills while working collaboratively.
Banking Consultant, NSW Banking Consultant, NSW at ANZ
Sydney, New South Wales, Australia - Full Time
Skills Needed
Customer Focus, Retail Experience, Technology Promotion, Digital Solutions, Multi Tasking, Adaptability, Team Collaboration, Compliance Understanding, Communication Skills, Interpersonal Skills
Specialization
The ideal candidate should have exceptional customer focus and experience in retail, along with a willingness to work in a collaborative environment. Strong communication skills and an understanding of compliance are also important.
Process Worker at The Yiros Shop
, Queensland, Australia - Full Time
Skills Needed
Food Processing, Attention To Detail, Time Management, Organizational Skills, Communication Skills, Food Safety, Hygiene Practices, Team Collaboration
Specialization
Candidates must have prior experience in food processing and the ability to work in a physically demanding environment. Strong attention to detail, time management skills, and a good understanding of food safety practices are essential.
Experience Required
Minimum 2 year(s)
Guest Experience All Rounder at Accor
Gold Coast City, Queensland, Australia - Full Time
Skills Needed
Strong Communication Skills, Passion For Customer Service, Excellent Grooming And Presentation Standards, Strong Team Player, Can Do Attitude, Ability To Maintain Composure Under Pressure, Prioritize Tasks, Front Office Reception Experience, Opera Cloud Experience
Specialization
Candidates should have strong communication skills and a passion for customer service, along with previous experience in a hotel setting. Opera Cloud experience is preferred, and candidates must have current Australian work rights.
Medical Advisor Vaccines at Sanofi Aventis US LLC
Sydney, New South Wales, Australia - Full Time
Skills Needed
Scientific Strategy, Clinical Development, Lifecycle Management, Evidence Generation, External Partnerships, Collaboration, Presentation Skills, Project Management, Stakeholder Management, Educational Materials Development, Infectious Disease Knowledge, Vaccines Experience, Analytical Skills, Communication Skills, Team Leadership, Ethical Influence
Specialization
An advanced degree in life sciences is preferred, along with 3+ years of pharmaceutical industry experience. Strong communication skills and project management experience are essential, along with a demonstrated ability to collaborate across functions.
Experience Required
Minimum 2 year(s)
Corporate Culinary & Operations Coach at Guzman y Gomez
Surry Hills, New South Wales, Australia - Full Time
Skills Needed
Multi Site Management, Stakeholder Management, Brand Advocacy, Profitability Focus, Food Safety, Operational Excellence, Mentoring, Leadership
Specialization
The ideal candidate should have hands-on experience managing corporate restaurants across multiple locations and exceptional stakeholder management skills. A genuine passion for the GYG brand and proven experience in driving sales growth are also essential.
Experience Required
Minimum 5 year(s)
Retail Supervisor at Bunnings
, , Australia - Full Time
Skills Needed
Retail, Customer Service, Team Leadership, Coaching, Communication, Training, Merchandising, Stock Management
Specialization
The ideal candidate should have previous experience supervising a team in a fast-paced environment and a genuine interest in coaching and developing others. Strong communication skills and a results-driven attitude are essential.
Experience Required
Minimum 2 year(s)
Strata Cleaner at Excel Building Management
Sydney, New South Wales, Australia - Full Time
Skills Needed
Cleaning Experience, Attention To Detail, Professionalism, Reliability, Honesty, Positive Attitude, English Communication
Specialization
Candidates must have cleaning experience and be able to communicate in English. A high attention to detail and a positive attitude are essential.
Solutions Architect at NVIDIA
Sydney, New South Wales, Australia - Full Time
Skills Needed
Data Science, Ai, Deep Learning, Machine Learning, Generative Ai, Large Language Models, Software Engineering, Project Management, Python, Cloud Solutions, Apis, Microservices, Nvidia Sdk, Nemo, Mlops, Computer Vision, Data Analytics
Specialization
Candidates should have professional experience in Data Science with a focus on AI, deep learning, and machine learning, along with strong customer-facing skills. A degree in a relevant field and at least 5 years of experience in the industry are required.
Experience Required
Minimum 5 year(s)
Production Supervisor at The Yiros Shop
, Queensland, Australia - Full Time
Skills Needed
Supervisor Experience, Leadership Skills, Customer Service Skills, Food Safety Regulations, Training And Development, Attention To Detail, Flexibility, Teamwork
Specialization
Candidates must have strong supervisory experience and leadership skills, along with a keen eye for detail and the ability to enforce food safety regulations. Flexibility and a genuine passion for the fast-food industry are also essential.
Experience Required
Minimum 2 year(s)
Application Support Analyst at Culture Amp
Melbourne, Victoria, Australia - Full Time
Skills Needed
Application Support, Problem Solving, Analytical Skills, Communication Skills, Interpersonal Skills, Organizational Skills, It Service Management, Sql, Generative Ai, Cybersecurity, Vendor Management, Documentation, Continuous Improvement, Technical Expertise, Troubleshooting, Stakeholder Management
Specialization
Proven experience in a Level 2 or Level 3 application support role, particularly with finance, legal, or sales applications, is essential. Strong problem-solving skills and the ability to communicate technical issues to non-technical users are also required.
Experience Required
Minimum 5 year(s)
Senior Technical Support Engineer, Performance at ServiceNow
Sydney, New South Wales, Australia - Full Time
Skills Needed
Technical Support, Performance Management, Relational Databases, Java, Scripting Languages, Unix/Linux, Web Applications, Troubleshooting, Customer Service, Communication Skills, Networking, Ai Integration, Time Management, Object Oriented Programming, Data Extraction, Web Services
Specialization
Candidates should have experience integrating AI into work processes and troubleshooting technical issues. Strong skills in relational databases, Java, scripting languages, and Unix/Linux are essential.
Experience Required
Minimum 5 year(s)
Customer Support Advisor at REA Group
Sydney, New South Wales, Australia - Full Time
Skills Needed
Customer Service, Problem Solving, Communication, Technical Support, Data Collection, Collaboration, Crm Tools, Ticketing Systems, Financial Services, Mortgage Broking, Digital Tools, Team Player, Written Communication, Verbal Communication, Education, Compliance
Specialization
A minimum of 1 year of experience in a fast-paced customer service role is required, preferably in financial services or mortgage broking. Strong problem-solving skills and a warm communication style are essential for success in this role.
Administration Assistant at Racq
City of Moreton Bay, Queensland, Australia - Full Time
Skills Needed
Administrative Support, Data Entry, Documentation, Filing, Clerical Duties, Customer Service, Communication Skills, Time Management, Initiative, Team Collaboration, Professionalism, Efficiency
Specialization
Candidates should have strong time management skills and the ability to work independently with minimal supervision. Excellent communication skills and a customer-oriented mindset are essential.
Speech Pathologist - Graduate Program 2026 at MedHealth
Campbelltown, New South Wales, Australia - Full Time
Skills Needed
Speech Pathology, Communication Skills, Therapeutic Interventions, Assessment Skills, Fluency, Literacy, Social Communication, Communication Technology, Swallowing, Feeding, Client Interaction, Team Collaboration, Community Engagement, Evidence Based Practice, Supervision, Leadership
Specialization
Candidates must have a degree in speech pathology and current membership with Speech Pathology Australia or be eligible for it. Excellent communication skills and a passion for working in the disability sector are essential.
Business Development Manager at Marlee
, South Australia, Australia - Full Time
Skills Needed
Business Development, Sales Performance, Broker Relations, Communication Skills, Critical Thinking, Decision Making, Interpersonal Skills, Continuous Development
Specialization
The ideal candidate should be self-motivated with strong critical thinking and decision-making skills, and possess exceptional interpersonal and communication skills. A great focus on sales and conversion, along with the ability to represent the company’s values, is essential.
Experience Required
Minimum 2 year(s)
Casual Chef de Partie at Minor International
Bulga, New South Wales, Australia - Full Time
Skills Needed
Commercial Cookery, Cooking Methods, Teamwork, Communication, Food Presentation, Stock Control, Menu Development, Proactive Attitude, Passion For Food
Specialization
Candidates should have a Certificate III in Commercial Cookery and proven experience in a fast-paced kitchen environment. Strong knowledge of cooking methods and excellent communication skills are essential.
Experience Required
Minimum 2 year(s)
Assistant Category Manager at Metcash
Melbourne, Victoria, Australia - Full Time
Skills Needed
Category Management, Data Accuracy, Promotional Activities, Supplier Relationships, Excel Skills, Erp Systems, Communication Skills, Analytical Skills, Attention To Detail, Proactive, Solutions Focused, Hardware Knowledge
Specialization
Previous experience in a similar role is preferred, along with strong Excel and analytical skills. The candidate should be proactive and able to manage competing priorities.
Retail Assistant - Kepnock at ALDI Stores
Bundaberg, Queensland, Australia - Full Time
Skills Needed
Customer Service, Stock Handling, Teamwork, Organization, Attention To Detail, Positive Attitude, Work Ethic, Willingness To Learn
Specialization
No specific experience is required, but candidates should have a positive attitude and a strong work ethic. A willingness to learn is essential for this role.
Commercial Account Manager at FrankieOne
Sydney, New South Wales, Australia -
Full Time

Start Date

Immediate

Expiry Date

15 Mar, 26

Salary

0.0

Posted On

15 Dec, 25

Experience

2 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

No

Skills

Account Management, Customer Success, Sales, B2B SaaS, Fintech, Regtech, Communication, Negotiation, Time Management, CRM, Portfolio Management, Revenue Retention, Expansion, Operational Excellence, Customer Engagement, Churn Risk Management

Industry

IT Services and IT Consulting

Description
As a Commercial Account Manager, you will be the driving force behind revenue retention and scalable growth across our foundational SME and Commercial customer base. You’ll manage a high-volume portfolio, ensuring streamlined renewals and efficient expansion, making FrankieOne an accessible and invaluable partner to a broad range of businesses. The Role You are a dynamic, commercially-minded professional passionate about ensuring the long-term success and growth of our commercial customer segments focusing on our Growth and SME segments. As a Commercial Account Manager, you will be responsible for managing a high-volume portfolio, focusing on predictable renewals, efficient expansion, and ensuring high product adoption. This role is crucial for maximising revenue retention and identifying scalable growth opportunities across our foundational customer base. Your Ticket to Success: Portfolio Management & Customer Success Own the commercial relationship and journey for a high-volume portfolio of SME and Commercial accounts, driving high renewal rates and overall customer satisfaction. Proactively engage customers at key points in their lifecycle to ensure FrankieOne adoption and demonstrate continued operational value. Serve as the primary commercial point of contact, efficiently resolving commercial inquiries and ensuring seamless alignment with Customer Success and Support teams. Revenue Retention & Expansion Drive and exceed monthly/quarterly renewal targets across your portfolio, managing the commercial negotiation process for efficiency and predictability. Identify and qualify opportunities for upsell and cross-sell within your accounts based on product usage, market feedback, and business changes. Execute standardised expansion playbooks in partnership with Sales and Product teams to efficiently convert opportunities into recognised revenue. Account Health & Execution Maintain strong account health across your portfolio, leveraging standardised processes to quickly identify and mitigate potential churn risks. Lead efficient and value-focused business reviews (Quarterly or Semi-Annually) for key accounts within the commercial segment, focusing on tangible results and ROI. Thrive in a high-volume, high-velocity environment where efficiency and clear communication are key to managing a broad customer base. Operational Excellence Utilise internal tools (e.g., Hubspot) rigorously to track customer health, manage a robust renewal pipeline, and accurately forecast retained and expansion revenue. Ensure data accuracy and adherence to defined processes for all commercial activities within your portfolio. Be an advocate for Frankie, for the product, for our people, and for our values. In a previous life you have: 3+ years experience in an Account Management, Customer Success, or Sales role managing SME or Commercial B2B SaaS accounts (Fintech/Regtech experience is a bonus). Proven ability to own and exceed combined revenue targets focused on high-volume renewals and scaled expansion/upsell motions. Experience engaging and communicating with decision-makers (Managers, Directors, Business Owners) in smaller to mid-sized organisations. A solid working understanding of the SaaS customer lifecycle and the commercial levers for SME account growth. Strong communication, negotiation, and time-management skills essential for handling a large number of accounts. Proficiency in utilising a CRM like Hubspot for customer health tracking, forecasting, and managing a busy renewal cadence.
Responsibilities
The Commercial Account Manager will manage a high-volume portfolio, focusing on predictable renewals and efficient expansion while ensuring high product adoption. This role is crucial for maximizing revenue retention and identifying scalable growth opportunities across the customer base.
Commercial Account Manager at FrankieOne
Sydney, New South Wales, Australia - Full Time
Skills Needed
Account Management, Customer Success, Sales, B2b Saas, Fintech, Regtech, Communication, Negotiation, Time Management, Crm, Portfolio Management, Revenue Retention, Expansion, Operational Excellence, Customer Engagement, Churn Risk Management
Specialization
Candidates should have 3+ years of experience in Account Management, Customer Success, or Sales roles managing SME or Commercial B2B SaaS accounts. Strong communication, negotiation, and time-management skills are essential, along with proficiency in using a CRM like Hubspot.
Experience Required
Minimum 2 year(s)
Speech Pathologist - Graduate Program 2026 at MedHealth
Jandakot, Western Australia, Australia - Full Time
Skills Needed
Empathy, Communication, Teamwork, Collaboration, Adaptability, Problem Solving, Report Writing, Clinical Skills, Time Management, Learning Agility, Support, Engagement, Creativity, Independence, Motivation, Tenacity
Specialization
Candidates should be registered with SPA or eligible upon graduation. Ideal candidates are empathetic, driven, and committed to developing their skills while working collaboratively.
Banking Consultant, NSW Banking Consultant, NSW at ANZ
Sydney, New South Wales, Australia - Full Time
Skills Needed
Customer Focus, Retail Experience, Technology Promotion, Digital Solutions, Multi Tasking, Adaptability, Team Collaboration, Compliance Understanding, Communication Skills, Interpersonal Skills
Specialization
The ideal candidate should have exceptional customer focus and experience in retail, along with a willingness to work in a collaborative environment. Strong communication skills and an understanding of compliance are also important.
Process Worker at The Yiros Shop
, Queensland, Australia - Full Time
Skills Needed
Food Processing, Attention To Detail, Time Management, Organizational Skills, Communication Skills, Food Safety, Hygiene Practices, Team Collaboration
Specialization
Candidates must have prior experience in food processing and the ability to work in a physically demanding environment. Strong attention to detail, time management skills, and a good understanding of food safety practices are essential.
Experience Required
Minimum 2 year(s)
Guest Experience All Rounder at Accor
Gold Coast City, Queensland, Australia - Full Time
Skills Needed
Strong Communication Skills, Passion For Customer Service, Excellent Grooming And Presentation Standards, Strong Team Player, Can Do Attitude, Ability To Maintain Composure Under Pressure, Prioritize Tasks, Front Office Reception Experience, Opera Cloud Experience
Specialization
Candidates should have strong communication skills and a passion for customer service, along with previous experience in a hotel setting. Opera Cloud experience is preferred, and candidates must have current Australian work rights.
Medical Advisor Vaccines at Sanofi Aventis US LLC
Sydney, New South Wales, Australia - Full Time
Skills Needed
Scientific Strategy, Clinical Development, Lifecycle Management, Evidence Generation, External Partnerships, Collaboration, Presentation Skills, Project Management, Stakeholder Management, Educational Materials Development, Infectious Disease Knowledge, Vaccines Experience, Analytical Skills, Communication Skills, Team Leadership, Ethical Influence
Specialization
An advanced degree in life sciences is preferred, along with 3+ years of pharmaceutical industry experience. Strong communication skills and project management experience are essential, along with a demonstrated ability to collaborate across functions.
Experience Required
Minimum 2 year(s)
Corporate Culinary & Operations Coach at Guzman y Gomez
Surry Hills, New South Wales, Australia - Full Time
Skills Needed
Multi Site Management, Stakeholder Management, Brand Advocacy, Profitability Focus, Food Safety, Operational Excellence, Mentoring, Leadership
Specialization
The ideal candidate should have hands-on experience managing corporate restaurants across multiple locations and exceptional stakeholder management skills. A genuine passion for the GYG brand and proven experience in driving sales growth are also essential.
Experience Required
Minimum 5 year(s)
Retail Supervisor at Bunnings
, , Australia - Full Time
Skills Needed
Retail, Customer Service, Team Leadership, Coaching, Communication, Training, Merchandising, Stock Management
Specialization
The ideal candidate should have previous experience supervising a team in a fast-paced environment and a genuine interest in coaching and developing others. Strong communication skills and a results-driven attitude are essential.
Experience Required
Minimum 2 year(s)
Strata Cleaner at Excel Building Management
Sydney, New South Wales, Australia - Full Time
Skills Needed
Cleaning Experience, Attention To Detail, Professionalism, Reliability, Honesty, Positive Attitude, English Communication
Specialization
Candidates must have cleaning experience and be able to communicate in English. A high attention to detail and a positive attitude are essential.
Solutions Architect at NVIDIA
Sydney, New South Wales, Australia - Full Time
Skills Needed
Data Science, Ai, Deep Learning, Machine Learning, Generative Ai, Large Language Models, Software Engineering, Project Management, Python, Cloud Solutions, Apis, Microservices, Nvidia Sdk, Nemo, Mlops, Computer Vision, Data Analytics
Specialization
Candidates should have professional experience in Data Science with a focus on AI, deep learning, and machine learning, along with strong customer-facing skills. A degree in a relevant field and at least 5 years of experience in the industry are required.
Experience Required
Minimum 5 year(s)
Production Supervisor at The Yiros Shop
, Queensland, Australia - Full Time
Skills Needed
Supervisor Experience, Leadership Skills, Customer Service Skills, Food Safety Regulations, Training And Development, Attention To Detail, Flexibility, Teamwork
Specialization
Candidates must have strong supervisory experience and leadership skills, along with a keen eye for detail and the ability to enforce food safety regulations. Flexibility and a genuine passion for the fast-food industry are also essential.
Experience Required
Minimum 2 year(s)
Application Support Analyst at Culture Amp
Melbourne, Victoria, Australia - Full Time
Skills Needed
Application Support, Problem Solving, Analytical Skills, Communication Skills, Interpersonal Skills, Organizational Skills, It Service Management, Sql, Generative Ai, Cybersecurity, Vendor Management, Documentation, Continuous Improvement, Technical Expertise, Troubleshooting, Stakeholder Management
Specialization
Proven experience in a Level 2 or Level 3 application support role, particularly with finance, legal, or sales applications, is essential. Strong problem-solving skills and the ability to communicate technical issues to non-technical users are also required.
Experience Required
Minimum 5 year(s)
Senior Technical Support Engineer, Performance at ServiceNow
Sydney, New South Wales, Australia - Full Time
Skills Needed
Technical Support, Performance Management, Relational Databases, Java, Scripting Languages, Unix/Linux, Web Applications, Troubleshooting, Customer Service, Communication Skills, Networking, Ai Integration, Time Management, Object Oriented Programming, Data Extraction, Web Services
Specialization
Candidates should have experience integrating AI into work processes and troubleshooting technical issues. Strong skills in relational databases, Java, scripting languages, and Unix/Linux are essential.
Experience Required
Minimum 5 year(s)
Customer Support Advisor at REA Group
Sydney, New South Wales, Australia - Full Time
Skills Needed
Customer Service, Problem Solving, Communication, Technical Support, Data Collection, Collaboration, Crm Tools, Ticketing Systems, Financial Services, Mortgage Broking, Digital Tools, Team Player, Written Communication, Verbal Communication, Education, Compliance
Specialization
A minimum of 1 year of experience in a fast-paced customer service role is required, preferably in financial services or mortgage broking. Strong problem-solving skills and a warm communication style are essential for success in this role.
Administration Assistant at Racq
City of Moreton Bay, Queensland, Australia - Full Time
Skills Needed
Administrative Support, Data Entry, Documentation, Filing, Clerical Duties, Customer Service, Communication Skills, Time Management, Initiative, Team Collaboration, Professionalism, Efficiency
Specialization
Candidates should have strong time management skills and the ability to work independently with minimal supervision. Excellent communication skills and a customer-oriented mindset are essential.
Speech Pathologist - Graduate Program 2026 at MedHealth
Campbelltown, New South Wales, Australia - Full Time
Skills Needed
Speech Pathology, Communication Skills, Therapeutic Interventions, Assessment Skills, Fluency, Literacy, Social Communication, Communication Technology, Swallowing, Feeding, Client Interaction, Team Collaboration, Community Engagement, Evidence Based Practice, Supervision, Leadership
Specialization
Candidates must have a degree in speech pathology and current membership with Speech Pathology Australia or be eligible for it. Excellent communication skills and a passion for working in the disability sector are essential.
Business Development Manager at Marlee
, South Australia, Australia - Full Time
Skills Needed
Business Development, Sales Performance, Broker Relations, Communication Skills, Critical Thinking, Decision Making, Interpersonal Skills, Continuous Development
Specialization
The ideal candidate should be self-motivated with strong critical thinking and decision-making skills, and possess exceptional interpersonal and communication skills. A great focus on sales and conversion, along with the ability to represent the company’s values, is essential.
Experience Required
Minimum 2 year(s)
Casual Chef de Partie at Minor International
Bulga, New South Wales, Australia - Full Time
Skills Needed
Commercial Cookery, Cooking Methods, Teamwork, Communication, Food Presentation, Stock Control, Menu Development, Proactive Attitude, Passion For Food
Specialization
Candidates should have a Certificate III in Commercial Cookery and proven experience in a fast-paced kitchen environment. Strong knowledge of cooking methods and excellent communication skills are essential.
Experience Required
Minimum 2 year(s)
Assistant Category Manager at Metcash
Melbourne, Victoria, Australia - Full Time
Skills Needed
Category Management, Data Accuracy, Promotional Activities, Supplier Relationships, Excel Skills, Erp Systems, Communication Skills, Analytical Skills, Attention To Detail, Proactive, Solutions Focused, Hardware Knowledge
Specialization
Previous experience in a similar role is preferred, along with strong Excel and analytical skills. The candidate should be proactive and able to manage competing priorities.
Retail Assistant - Kepnock at ALDI Stores
Bundaberg, Queensland, Australia - Full Time
Skills Needed
Customer Service, Stock Handling, Teamwork, Organization, Attention To Detail, Positive Attitude, Work Ethic, Willingness To Learn
Specialization
No specific experience is required, but candidates should have a positive attitude and a strong work ethic. A willingness to learn is essential for this role.
Jobs in Australia for Indians – Build Your Global Career

Jobs in Australia for Indians – Build Your Global Career

Australia is one of the most sought-after destinations for professionals looking to work abroad. With its thriving economy, multicultural environment, and high living standards, jobs in Australia attract thousands of skilled workers from India each year. Whether you’re in IT, healthcare, engineering, hospitality, or trades, there are plenty of Australia jobs available for qualified candidates.

Why Work in Australia?

Australia’s strong labor market, competitive salaries, and balanced work-life culture make it an excellent choice for career growth. The Australian government actively encourages foreign talent through work visa programs like the Temporary Skill Shortage (TSS) Visa (subclass 482) and the Skilled Independent Visa (subclass 189). These programs allow skilled professionals from India to apply for jobs in Australia and secure long-term employment opportunities.

Top Industries Offering Jobs in Australia

Australia’s economy is diverse, with demand growing across multiple industries. Some of the top sectors hiring international talent include:

These Australia jobs offer competitive pay packages, social benefits, and opportunities to apply for permanent residency (PR).

Eligibility and Requirements

To work in Australia, Indian professionals must meet certain eligibility criteria:

Once these requirements are met, you can explore numerous jobs in Australia through trusted platforms like jobs.y-axis.com, which lists verified Australian employers and visa-linked job opportunities.