Account Manager at RecordPoint

Sydney, New South Wales, Australia -

Full Time

Start Date

Immediate

Expiry Date

12 Jul, 26

Salary

0.0

Posted On

13 Apr, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

B2B SaaS sales, Account management, Upselling, Cross-selling, Pipeline management, Salesforce, MEDDPICC, Enterprise sales, Negotiation, Data governance, Compliance, Security, Account-based marketing, Business case development, Stakeholder engagement, Forecasting

Industry

Software Development

Description

RecordPoint is a data and information lifecycle management SaaS product designed to give highly-regulated organizations a competitive edge through safer, more secure, and better-managed data. We're a disruptor in our industry, set apart from competitors by our cutting edge technology and innovation-first mindset. Our global customer list includes top-tier brands and government agencies like the City of New York, Westpac, National Australia Bank (NAB), Australian Prudential Regulation Authority (APRA), Security Benefit, Cupertino Electric, Australian Securities & Investments Commission (ASIC), Transport for NSW, Ausgrid, Pacific Gas & Electric (PG&E), and Delaware Life. But there's more to us than the what we do — like the who behind it all. Team RecordPoint is made up of 100+ tech-driven professionals at the top of their respective fields. Together, we foster a supportive, collaborative and transparent environment, collectively working toward the singular goal of continuously doing better. While we've got all the perks you'd expect — think truly flexible work arrangements, generous paid parental leave, 4 weeks annual leave and Employee Share Options — you might find that the greatest benefit of all, is the team you join. Scope As a quota-carrying Account Manager, you will drive expansion revenue across RecordPoint’s existing customer base. Partnering closely with Customer Experience (CX), you will identify, qualify, and close cross-sell and upsell opportunities by engaging new stakeholders, uncovering unmet needs, and positioning the Data Trust Platform as a strategic solution for compliance, security, and data governance. This role is focused on net revenue expansion — not renewals — requiring strong commercial acumen, disciplined pipeline management, and the ability to multithread within complex enterprise environments. What You’ll Do Drive Expansion Revenue Own and close cross-sell and upsell opportunities across enterprise and mid-market accounts in North America Build and maintain a qualified expansion pipeline to consistently achieve quota Manage full sales cycles from discovery through negotiation and close Identify & Create Opportunities Partner with CX to identify buying signals, whitespace, and risk indicators within existing accounts Execute targeted account-based motions (ABM) to engage new stakeholders and unlock expansion paths Collaborate with Marketing on campaigns targeting expansion opportunities Engage & Influence Buyers Multithread across the organization, expanding beyond initial buyer personas (e.g., CISO, CDO, AI leaders) Develop and present outcome-based business cases grounded in customer data (risk reduction, cost avoidance, efficiency gains) Work with SEs to deliver compelling product demonstrations aligned to customer priorities Operate with Discipline Apply MEDDPICC to qualify deals, manage risk, and improve forecast accuracy Maintain Salesforce as a source of truth with accurate pipeline and forecasting hygiene Use sales intelligence and engagement tools to improve targeting and execution Collaborate Cross-Functionally Work in lockstep with CX to balance relationship health with commercial outcomes Contribute market feedback to refine messaging, positioning, and GTM strategy Represent RecordPoint in customer-facing events as needed \n What You Bring Proven Expansion Seller 5+ years in B2B SaaS sales with a track record of closing ARR through upsell and cross-sell motions Demonstrated success owning expansion quotas (not just renewals or relationship management) Enterprise Sales Capability Experience multithreading and building champions across new stakeholder groups Strong commercial judgment with the ability to navigate procurement, legal, and deal strategy independently Skilled in negotiation and closing complex enterprise deals Operational Rigor Disciplined pipeline and forecast management with strong Salesforce hygiene Proficiency in MEDDPICC or similar qualification frameworks Familiarity with modern sales tools (e.g., Salesforce, Gong, LinkedIn Sales Navigator) Customer-Centric Communicator Ability to translate technical concepts into clear business value Strong discovery, listening, and storytelling skills Experience building data-driven business cases Mindset Proactive, entrepreneurial, and highly collaborative Able to work effectively alongside CX without creating friction Curious, analytical, and outcomes-focused \n Know more: By checking us out on all the usual platforms, and especially our About Us https://www.recordpoint.com/about or our Life at RecordPoint blog: https://www.recordpoint.com/blog/what-its-like-to-work-at-recordpoint How to apply: Click the 'apply now' button send us your CV. RecordPoint is an equal opportunities employer. We offer a fast-paced, dedicated and enjoyable environment, working with some of the best people in the industry. If you want to know what to expect from a RecordPoint application process, read more here: https://www.recordpoint.com/careers No recruiters please, we've got this one covered. You will need to pass a police background check to be eligible for employment at RecordPoint.

Responsibilities

The Account Manager will drive expansion revenue by identifying and closing cross-sell and upsell opportunities within existing enterprise and mid-market accounts. They will collaborate with the Customer Experience team to engage stakeholders and position the Data Trust Platform as a strategic solution.