Senior Account Manager (Remote, ANZ)

About the role

Patsnap, a global pre-IPO company that helps organisations use their intellectual property and R&D productivity through a domain-specific AI platform, is hiring a Senior Account Manager. You will drive new business growth and own retention and expansion across a portfolio of key enterprise accounts in the Australia and New Zealand territory, balancing new logos with growing existing accounts. This is a remote position in Australia, preferably in Sydney and Melbourne.

Key responsibilities

• Develop new business with leading enterprises and promising SMEs, leading the full sales cycle from needs discovery and solution design to negotiation and contract closure.
• Build a strong pipeline and manage the sales funnel with accurate forecasting against targets.
• Negotiate commercial agreements to close new logos and expand existing accounts.
• Own and manage a portfolio of key enterprise accounts, driving renewal and expansion.
• Identify upsell and cross-sell opportunities and manage the entire customer lifecycle.
• Build relationships with senior stakeholders in R&D, IP, legal and innovation functions, acting as a trusted advisor.
• Conduct customer onboarding meetings and quarterly business reviews, and resolve escalations and client issues.
• Stay current on product updates to explain their value to clients.

Required profile

• 8+ years of B2B sales experience, preferably in enterprise SaaS, IP services, R&D tools or technology solutions, with customers in the ANZ region.
• Bachelor's degree or above; a background in business, chemistry, engineering or a related field is a plus.
• Proven experience managing key or strategic accounts with complex buying processes.
• Experience selling into R&D, IP, legal or innovation teams is highly preferred.

Required skills

• Strong consultative selling and stakeholder management skills.
• Proficiency with AI tools such as ChatGPT, Claude and Gemini for prospect research, analysis, personalisation and meeting preparation.