Account Director

Objective

  • Canberra, ACT Sydney, NSW
  • Permanent
  • Full-time
  • 1 month ago
At Objective, we create software that makes a difference. With over 400 people and five development labs across Australia, New Zealand, the United States, and the United Kingdom, Objective is a leading developer of SaaS solutions for government and regulated industries.Are you driven by curiosity, hungry to learn, and passionate about becoming a trusted advisor - not just a seller? We're looking for an emotionally intelligent, proactive, and curious Account Director to join our team in Canberra, responsible for leading key accounts across the ACT region.In this role, you'll manage a diverse portfolio of existing clients and identify new opportunities across the public sector and adjacent regulated industries. You'll work across departments, ask the right questions, challenge the status quo, and help clients achieve strategic outcomes using our full solution suite - not just content.This is your chance to work in a high-impact role with autonomy, strong internal support, and the ability to shape meaningful client outcomes. This role reports to the Director, Account Management and is an individual contributor position. For the successful candidate, you must have at least a Baseline Security Clearance.A day in your role:
  • Act as a consultative partner and strategic advisor, not just a vendor.
  • Demonstrate domain expertise in public sector and regulated industries while providing meaningful insights to stakeholders.
  • Build deep stakeholder maps within client organisations to extend our reach and uncover new use cases across departments.
  • Collaborate closely with Customer Success, Professional Services, and Solutions teams to reduce risk and drive growth across the portfolio.
  • Maintain accurate and timely records in Salesforce and TAS (opportunity management).
  • Mentor internal stakeholders through the sales process and strategy.
  • Achieve annual revenue targets (software and services) while maximising client retention and satisfaction.
  • Contribute to account strategy, internal planning sessions, and solution positioning.
  • Drive upsell and cross-sell initiatives aligned to business value.
  • Develop a healthy pipeline with a mix of existing and new business aligned to territory plans and strategic priorities.
Your skills, experience and mindset:
  • Proven experience in enterprise software or consultative selling (public sector experience preferred).
  • Natural communicator who builds trust quickly and seeks to understand before being understood.
  • Strong relationship builder who thrives on feedback, collaboration, and continuous improvement.
  • Proactive in account coverage, planning, and risk mitigation.
  • Adept at managing long, multi-stakeholder sales cycles (6-24 months).
  • Experienced in Solution Selling, Challenger, SPIN, or Strategic Selling.
  • Comfortable researching new industries, asking smart questions, and connecting the dots to position our offering effectively.
  • Able to work autonomously, take ownership, and maintain focus on client outcomes.
  • High emotional intelligence and resilience under pressure.
What we offer:
  • Hybrid work arrangements
  • Discounted health insurance
  • Rich learning and enablement programs
  • A team culture built on directness, support, openness, and shared success
  • Regular team events
  • A gender-equal and inclusive workplace
At Objective, we recognise and celebrate our diverse team as pivotal to our strong employee engagement and our high-performing culture, underpinned by .We are an equal opportunity employer. We do not discriminate based on any protected characteristics or on any other basis prohibited by the applicable laws in the regions we operate in.To provide a positive experience, please advise our Talent Team of any adjustments or accommodations required during the recruitment process so we can support you.

Objective