Account Director

At Objective, we create software that makes a difference. With over 400 people across Australia, New Zealand, the US and UK, we’re a leading GovTech software company helping government and regulated organisations work smarter, securely and more effectively.

We’re looking for an experienced Account Director to join our Information Intelligence team in Wellington or Palmerston North owning New Zealand territory. This is a senior sales role for someone who knows how to build strong executive relationships, navigate complex sales cycles and turn customer relationships into meaningful commercial growth.

This is more than account management. You’ll have the opportunity to identify new business, grow existing customers, uncover opportunities and influence decision-makers across government and regulated industries. The role will report directly to the VP, Sales & Customer Success - Information Intelligence.

You’ll own a portfolio and territory, balancing new business development with strategic account growth. You’ll:

Build and maintain trusted relationships with senior stakeholders including CIOs, CFOs, GMs and departmental leaders.

Identify and pursue new business opportunities across the public sector and regulated industries.

Grow existing accounts through upselling, cross-selling software and professional services, and increasing recurring revenue.

Develop and execute territory, account and opportunity plans to build a strong pipeline.

Manage complex, high-value sales opportunities with cycles ranging from 6–24 months.

Understand your customers’ business challenges and processes, using that insight to identify where Objective can add value.

Work closely with Customer Success, Professional Services, Marketing and other teams to deliver strong customer outcomes.

Leverage your industry network and relationships to open doors, influence opportunities and create new market opportunities.

Maintain strong pipeline and opportunity discipline through Salesforce and other sales tools.

Mentor and support other team members involved in sales processes.

Proven success in enterprise or complex B2B sales, ideally within government, public sector, regulated industries or technology.

A strong track record of achieving revenue targets across both new business and existing accounts.

Experience selling complex, high-value software, technology or professional services solutions.

Strong executive-level relationship-building and negotiation skills.

Experience with consultative, solution, strategic or Challenger selling methodologies.

The ability to manage long and complex sales cycles from initial engagement through to close.

Strong territory, account, opportunity and pipeline management skills.

Commercial curiosity and the ability to understand a customer's business and translate challenges into opportunities.

Confidence presenting and influencing stakeholders at all levels.

Resilience, initiative and the ability to work autonomously while collaborating effectively across teams.