Junior Account Manager

Summary

IR is an Australian-based technology company providing observability solutions for multi-vendor infrastructure, unified communications, contact center, and payments environments. The Junior Account Manager will manage an assigned client portfolio, own renewals, identify expansion opportunities, maintain forecasts, and develop toward full Account Manager responsibilities.

Responsibilities

• Manage a named book of accounts across the Collaborate and Mid-Market portfolio, together with a set of lower-value trial and testing accounts
• Own an annual quota of approx. USD $3M , weighted toward renewal retention, with a secondary expansion target from up-sell and cross-sell
• Manage the full renewal cycle on every account in the book: relationship, forecast, negotiation and close
• Joint ownership with a senior Account Manager or the VP of Sales on renewals on large complex accounts, and on any account facing active competitive displacement
• Run the full renewal cycle across the assigned book, from early engagement through to signature
• Meet client contacts on a consistent cadence so that renewals are never a surprise conversation
• Identify churn risk early and act on it before it escalates into a save
• Forecast the book accurately and maintain current, accurate records in Salesforce
• Identify and pursue up-sell and cross-sell opportunities within the renewal base
• Build account growth plans with coaching, and progress them independently through ramp
• Develop sufficient understanding of each client's infrastructure and priorities to identify where IR should sit next
• Negotiate price increases, expansions and contract terms, with senior support on higher-value renewals
• Deliver clear, confident presentations and demonstrations to client stakeholders
• Address objections and competitive pressure directly rather than deflecting or escalating by default
• Build the ROI and business case for IR and present it to budget holders
• Work with Sales Engineering, Client Success, Professional Services and Partners to bring the right expertise into each account

Skills

• • Comfortable with Ambiguity – you thrive in transformational environments where things are constantly evolving and are able to pivot quickly
• • Take Initiative – you're self-driven, proactive in identifying opportunities, and drive continuous improvement throughout the organization
• • Growth Mindset - you think two steps ahead, fail forward, and learn quickly; you're not afraid to drive change and iterate on feedback
• • Client-Centric - You put our clients first and ensure all decisions made benefit our client-base
• • Effective Communicator – You are able to communicate with a diverse audience, understand other perspectives, and ensure everyone is on the same page
• • 1 to 2 years in a corporate, client-facing commercial or technical role - for example: SDR or BDR, inside sales, customer success, account coordination, project or delivery management, product and technical support
• • Demonstrable commercial instinct: evidence of identifying an opportunity, building a case for it, and taking it to someone with the authority to approve it
• • Strong written and verbal communication, with the confidence to present to senior stakeholders
• • Strong organizational and planning discipline, with the ability to run multiple renewal timelines concurrently
• • Comfortable working with sales technology platforms such as Salesforce, HubSpot or Sales Navigator
• • Composure under pressure, with the ability to hold a difficult commercial conversation without damaging the relationship
• • A genuine interest in building a career in account management, and the appetite to learn the technical details of a complex product
• • Ability to travel approximately 15% to 25% to client sites, conferences, and company meetings within and occasionally beyond the assigned territory
• • Experience managing a renewal book, or exposure to renewals through a customer success or support capacity
• • Experience selling or supporting software in the Unified Communications or Contact Centre markets
• • Familiarity with communications infrastructure and platforms such as Cisco, Avaya, Microsoft Teams, Webex or Zoom
• • Experience negotiating commercial terms, price increases or contract renewals
• • Exposure to solution selling or a structured sales methodology
• • Experience selling or supporting a specialist vendor product
• • Bachelors degree in a business-related area

Qualifications

Must Haves

• • Comfortable with Ambiguity – you thrive in transformational environments where things are constantly evolving and are able to pivot quickly
• • Take Initiative – you're self-driven, proactive in identifying opportunities, and drive continuous improvement throughout the organization
• • Growth Mindset - you think two steps ahead, fail forward, and learn quickly; you're not afraid to drive change and iterate on feedback
• • Client-Centric - You put our clients first and ensure all decisions made benefit our client-base
• • Effective Communicator – You are able to communicate with a diverse audience, understand other perspectives, and ensure everyone is on the same page
• • 1 to 2 years in a corporate, client-facing commercial or technical role - for example: SDR or BDR, inside sales, customer success, account coordination, project or delivery management, product and technical support
• • Demonstrable commercial instinct: evidence of identifying an opportunity, building a case for it, and taking it to someone with the authority to approve it
• • Strong written and verbal communication, with the confidence to present to senior stakeholders
• • Strong organizational and planning discipline, with the ability to run multiple renewal timelines concurrently
• • Comfortable working with sales technology platforms such as Salesforce, HubSpot or Sales Navigator
• • Composure under pressure, with the ability to hold a difficult commercial conversation without damaging the relationship
• • A genuine interest in building a career in account management, and the appetite to learn the technical details of a complex product
• • Ability to travel approximately 15% to 25% to client sites, conferences, and company meetings within and occasionally beyond the assigned territory

Nice to Haves

• • Experience managing a renewal book, or exposure to renewals through a customer success or support capacity
• • Experience selling or supporting software in the Unified Communications or Contact Centre markets
• • Familiarity with communications infrastructure and platforms such as Cisco, Avaya, Microsoft Teams, Webex or Zoom
• • Experience negotiating commercial terms, price increases or contract renewals
• • Exposure to solution selling or a structured sales methodology
• • Experience selling or supporting a specialist vendor product
• • Bachelors degree in a business-related area

Benefits

• Flexible work environment that promotes work-life balance and remote work.
• Clear progression for growth into enterprise account management.
• A dedicated buddy from day one – paired with one of the team’s top performers to learn live deals, client calls, and receive direct feedback.
• Direct coaching from the VP of Sales, including deal reviews, call coaching, and join customer meetings.
• Medical, Dental, Vision Insurance
• 401k with Employer Contributions
• Paid Time Off & Birthday Leave
• Health Savings Account (HSA) Contributions with High Deductible Health Plan
• Short-Term/Long-Term Disability Insurance
• 70,000 – 80,000 variable compensation, based on an annual commission plan