Director, Sales

Prophix

Director of Sales responsible for implementing ANZ expansion strategy at Prophix. Leading sales team to achieve expansion ARR through CFO and Controller-level conversations across Australia and New Zealand.

Posted 7/2/2026full-timeRemote • 🇦🇺 AustraliaLeadWebsite

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

Design and implement the ANZ customer expansion commercial motion from the ground up, including account readiness frameworks, territory structure across Australia and New Zealand, joint account planning, and pipeline discipline in close partnership with Sales and Customer Success leadership.
Assess every team member against a clear commercial standard within your first 60 days, identify development opportunities, build individual growth plans, and deliver a documented talent strategy to the VP, Sales.
Coach the team toward CFO and Controller-level conversations through specific, skill-based development and build a team where every rep has a clear growth path and knows what great looks like at each stage of the motion.
Run weekly pipeline inspection with rigor: qualify deals in and out, hold a high bar for forecast accuracy, and build a team culture where pipeline honesty is non-negotiable.
Build and maintain joint account plans across the highest-value accounts, surfacing expansion opportunities and aligning internal resources to customer outcomes.
Design territory and coverage models that reflect the distinct dynamics of the Australian and New Zealand markets aligned to customer value and industry vertical.
Ensure the team is structured to maximize expansion opportunities across the ANZ market.
Partner with Customer Success, RevOps, and Sales leadership to drive adoption and process consistency across teams, while monitoring retention signals to ensure sustainable expansion is built on a healthy customer foundation.
Build systems that convert product usage data into creating a proactive expansion motion and owning forecast accuracy to senior leadership on a consistent cadence.

Requirements

What you’ll need

Proven track record managing a quota-carrying B2B SaaS sales team to expansion ARR targets, with individual rep accountability and a clear methodology for pipeline management and forecasting
Experience leading or covering both Australian and New Zealand markets, with an understanding of how buyer behaviour, deal cycles, and market dynamics differ between the two
Experience using Gong (or equivalent) for day-to-day sales management and pipelining, as well as call review, coaching, and revenue intelligence
Demonstrated ability to sell into or coach sales conversations with CFOs, Controllers, or Finance VPs in finance-adjacent software: FP&A, ERP, close management, or accounting
Demonstrated ability to use customer success platform data (ChurnZero, Gainsight, or equivalent) to identify expansion-ready accounts from product usage signals and translate those signals into commercial action
Active use of AI tools in daily sales management workflow — call prep, deal strategy, account research, and team enablement — with the ability to design AI-assisted workflows that expand team capacity
Willingness and ability to travel approximately 10% of the time
Curious, open to new approaches, and motivated to continuously improve
Collaborative mindset when working across teams
Must have the right to work in Australia: please note that we are not able to offer visa sponsorship for this role.
Experience working in PE-backed, mid-market SaaS environments
Hands-on experience designing territory and coverage models or leading a commercial motion redesign from the ground up
Familiarity with Pendo or equivalent product analytics tool for usage-based account prioritization
Experience in a model where Customer Success and Sales share accountability for customer outcomes, with a structured handoff between adoption and expansion
MEDDIC, MEDDPICC, Value Framework, or Solution Selling certification, combined with experience selling across a multi-product finance software portfolio using product usage signals as the engine that drives commercial activity

Benefits

Comp & perks

Hybrid set-up from our central Perth office with flexible working hours
Co-funded gym membership, mobile plan, home broadband and home office equipment allowance
Birthday leave, extended leave, and mini sabbatical options for long-serving employees
Employee & Family Assistance Programme access
Professional development support and financial assistance for learning
Social events, team activities, and opportunities to build community
Opportunities to participate in Environmental, Social, and Governance (ESG) initiatives
Quarterly Town Halls and Kickoffs that bring teams together to celebrate wins, share updates, and look ahead at what’s next

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Quota ManagementForecast AccuracyAccount PlanningSales MethodologyCommercial Motion Design

Soft Skills

Collaborative MindsetCuriosityContinuous Improvement

Certifications

MEDDICMEDDPICCValue FrameworkSolution Selling