Account Development Manager

Account Development Manager - Small Law
 

Are you passionate about driving growth and managing ongoing commercial relationships?
 

Join a growing global organization and take your career to the
next level!
 

About our Team
Our Small Law Relationship Management Team is responsible for driving digital & generative AI transformation within the boutique firm market, providing coverage from sole practitioners up to 10 Solicitor firms.
 

Join Our Team as an Account Development Manager!

Are you an experienced Relationship Manager, adept at driving growth and managing ongoing commercial relationships in the SaaS industry?   If so, we have an exciting opportunity for you!

Join our team of problem-solvers and multi-taskers, where your efforts will be recognized, rewarded, and celebrated as you contribute to upholding the Rule of Law.

About the Role

We are seeking an experienced and dynamic Account Development Manager (ADM) to join our team. In this role, you will be responsible for delivering the desired commercial outcomes across a portfolio of Small Enterprise Law Firm accounts.

You will secure the target revenue for the overall portfolio by identifying and capitalizing on growth opportunities across the territory. With automated renewals and pricing uplifts, your role is to uncover unrealized commercial opportunities. You will partner closely with the Client Engagement Manager (CEM) allocated to your territory, who is responsible for driving product adoption, engagement, and identifying upsell opportunities. With the recent launch of our new Gen AI Legal Assistant tool, there are massive opportunities for the right candidate.
 

This is a permanent full-time role based either in Sydney or Melbourne with combined home/office-based arrangements to have flexible work-life balance.

Responsibilities

• Commercial Conversations: Manage all commercial interactions with assigned accounts, focusing on growth opportunities and maintaining strong relationships with existing clients.

• Upsell/Cross-Sell Management: Identify and execute on upsell and cross-sell opportunities in collaboration with the Client Engagement Manager.

• Customer Query Management: Handle customer queries from the automated renewal process, addressing cancellation and downsell requests effectively to retain clients.

• Renewal Conversations: Manage customer conversations when they request to speak to a representative rather than selecting a renewal option through the self-service portal.

• Marketing Leads Management: Follow up on marketing leads from existing customers to explore potential growth opportunities.

• In-App Messaging Engagement: Follow up with customers who engage with in-app offers.

• Data-Driven Insights: Leverage data insights and recommendation engines to prioritize efforts on customers with the highest growth potential and to understand common subscription patterns among similar customers.

Success Criteria:

• Variable Compensation Plan: Uncapped Commission Structure will be a reward for meeting and exceeding the growth and retention targets set for the territory, in addition to the opportunity for Quarterly Sprint Incentives.

Requirements

• Degree qualified with proven experience in account management, business development, or a similar role within the SaaS/Legal industry.

• Strong commercial acumen, excellent communication skills, and a data-driven mindset.

• Degree qualified with demonstrated years of work experience in Sales preferably in
  the legal solutions market

• Be able to demonstrate high levels of achievement and performance against sales objectives

• Proficient in solution selling or software sales

• Strong communication, negotiation and numeracy skills

• Be able to collaborate and partner to meet customer needs

Work in a way that works for you

We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

Working for you

We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:

• Discounted Health plan rate and Optical Assistance

• Life assurance and income protection

• Option to buy additional Annual Leave days

• Employee Assista