Territory Manager - mid-market & enterprise saas
AI Summary
Owns commercial relationships with mid-market and enterprise agribusinesses in a defined territory, winning new customers and growing existing accounts from first conversation through renewal.
About this role
About Onside
Onside builds data and operational software for agriculture. We help farms, agribusinesses, contractors and processors know who's on-site, track movement across properties, and manage biosecurity and health and safety risk at enterprise scale.
Every check-in and site visit builds a record that didn't exist before. That data, and the network it connects, is what makes Onside valuable, and it grows every day.
We're ranked 38th on the Deloitte Fast 50 (2025) and named to Forbes Asia's 100 to Watch (2025).
About the role
You'll own Onside's commercial relationships with mid-market and enterprise agribusinesses in your territory, from first conversation to renewal. You'll win new customers and grow existing ones, and you'll set the strategy for where your time goes. You'll negotiate terms and shape each deal within agreed guidelines.
You'll build relationships with the executives who run these businesses. Customer Success owns delivery, and you'll partner with them on account health and expansion. What you learn in your segment will shape how Onside grows there.
Requirements
You'll bring
- Experience closing mid-market and enterprise B2B deals with several stakeholders
- A track record of growing a territory through new business and expansion
- Experience building relationships with senior executives
- A disciplined, qualification-led deal process
- Confidence negotiating commercial terms and deal structure
Nice to have: MEDDPICC, HubSpot, or a background in agriculture or B2B SaaS.
Who thrives here
You own your number and keep your deal process honest, even when a big deal wobbles. Operations and compliance leaders trust you because you know their business, and you'd rather lose a deal than win it on the wrong terms.
Benefits
The way we work
Four days a week in our Melbourne office - we're office-first on purpose, because the best work happens in the room together. AI tools built into how we work. A connection and capability fund for genuine growth. Strong company rhythms, a fast growth trajectory, and a parental leave policy we're genuinely proud of.
How we hire
We hire people who'll grow with us. Along the way you'll meet the team, complete a short practical task and a couple of interviews. We respect your time and we'll tell you where you stand at every stage.
Join us to protect the world's food supply.
Skills
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