Account Executive - Expansion

About the Role

You will own a specific portfolio of MYOB Acumatica customers within your assigned territory, taking full responsibility for identifying and capturing expansion revenue opportunities. Your primary focus will be driving product adoption, edition upgrades, and cross-sell initiatives across the MYOB Acumatica ecosystem. You will act as the key commercial owner, managing the entire sales cycle from initial discovery through to final contract close. This role requires you to build deep, consultative relationships with customer stakeholders and position yourself as a trusted strategic advisor. You will leverage data, customer usage patterns, and direct feedback to uncover whitespace and new value opportunities. As a founding member of the Expansion team, you will help define the playbooks and processes that shape how growth is achieved at MYOB. Your daily work will involve balancing multiple customer deals while maintaining rigorous forecasting and pipeline hygiene. Ultimately, you will directly influence the success of businesses by ensuring they maximize the value they receive from MYOB technology.

Key facts

What you'll do

Conduct in-depth discovery sessions with C-level and operational stakeholders to uncover strategic business challenges and expansion opportunities within assigned MYOB Acumatica accounts.

Develop and execute tailored expansion plans for each customer, outlining specific objectives, key initiatives, and measurable outcomes for product adoption and revenue growth.

Leverage CRM tools and sales analytics to maintain precise forecasting, monitor pipeline health, and ensure accurate territory performance tracking.

Build and nurture high-trust relationships with finance, operations, and executive stakeholders to become their primary strategic advisor for MYOB solutions.

Identify and prioritize whitespace areas by analyzing product usage data, customer conversations, and market signals to drive upsell and cross-sell success.

Own the end-to-end management of complex sales deals, including solution scoping, proposal development, negotiation, and final contract execution.

Champion new solution rollouts such as Payroll, Workforce Management, and AI-powered AP automation to ensure successful adoption and value realization.

Collaborate closely with Customer Success, Services, Marketing, and Commercial Operations teams to align strategies and deliver seamless, integrated customer experiences.

Proactively communicate market trends and customer feedback internally to influence product positioning and go-to-market strategies.

Maintain meticulous CRM hygiene and documentation to ensure transparency, enable accurate forecasting, and support long-term territory management.

Utilize data-driven insights to prioritize daily activities and focus efforts on the highest-value opportunities within your portfolio.

Represent MYOB professionally in all customer interactions, ensuring consistent messaging and alignment with the company's brand and values.

Continuously refine your sales approach by testing new techniques, learning from outcomes, and sharing best practices with the broader Expansion team.

Demonstrate ownership and initiative by identifying process improvements and contributing to the development of team standards and playbooks.

Requirements

You must possess a proven track record in B2B sales, account management, customer growth, or expansion-focused roles with a demonstrable history of achieving commercial targets.

You must show confidence in leading complex customer conversations that uncover business challenges and translate them into clear, value-based solutions.

You must have strong relationship-building skills, with the ability to quickly establish trust and influence stakeholders at multiple levels within an organization.

You must maintain a commercial and customer-first mindset, with the curiosity to identify opportunities that others might overlook.

You must be capable of managing multiple opportunities and priorities simultaneously while maintaining strict pipeline discipline and forecast accuracy.

You must be confident using CRM systems, sales data, and insights to prioritize activity and consistently drive results.

You must have a strong commitment to accuracy and timeliness in all documentation and forecasting activities.

You must be eligible to work legally in Australia without the need for sponsorship, as this is a permanent role based in Sydney.

Nice to have

Experience in ERP, payroll, SaaS, or business software environments is highly regarded, though we remain open to commercially minded individuals who are curious and eager to learn.

Practical notes

This is a full-time, permanent position based in Sydney, Australia. The role requires adherence to standard office hours as determined by the business needs and operational requirements of the team. There may be an expectation of travel within the Sydney metropolitan area and surrounding regions for customer meetings and business development activities. Candidates must hold the right to work in Australia without sponsorship. This position is not eligible for visa sponsorship.