What You'll Do:

Team Leadership & Development 

• Lead and develop a team of Account Executives and Account Managers (Install) covering Australia and New Zealand, setting the standard for performance, culture, and execution
• Show up as a hands-on leader - present in deals, visible in the field, and leading from the front rather than from behind a dashboard
• Recruit and hire exceptional talent who raise the bar for the team
• Design and execute structured onboarding and enablement programs with clear success milestones
• Build a culture of continuous improvement through structured coaching, skill development, and clear career pathways
• Invest in the long-term growth and career development of every team member
• Run high-quality weekly 1:1s with each team member - reviewing pipeline, listening to calls, delivering targeted coaching, and identifying what each individual needs to reach their potential
• Lead energizing weekly team meetings that build momentum, reinforce culture, and keep the team connected to the bigger picture of what we’re building in ANZ

Revenue Ownership & Sales Execution

• Take full accountability for your team’s success across every dimension, including: Owning new logo and expansion revenue targets with consistent attainment; Driving expansion, cross-sell, and upsell performance across the install base
• Actively engage in key deals alongside your AEs - from discovery and tailored demonstration through to negotiation and close - modelling best-in-class execution and ensuring consistent methodology across the team
• Own strategic deals end-to-end where required - from initial discovery and custom demonstration through to commercial negotiation and final close
• Embed MEDDPICC as the team’s common language for deal qualification and execution - coaching to it consistently and using it to drive forecast confidence

Cross Functional Collaboration & Regional Strategy

• Partner closely with BDR leadership to build a healthy, high-quality pipeline across the region, with clear alignment on ICP, messaging, and conversion expectations
• Maintain tight alignment with BDR leadership to ensure seamless handoffs, shared pipeline standards, and a cohesive go-to-market motion from top of funnel through to close
• Operate as a collaborative leader across Sales, Marketing, Customer Success, and Professional Services - creating alignment on strategy, pipeline health, and process improvement
• Partner with Customer Success to create a unified post-sale experience, unlock expansion opportunities, and build a reputation for exceptional customer outcomes across ANZ
• Surface competitive intelligence, market trends, and customer insights to leadership - contributing to the regional strategy and informing product and go-to-market decisions
• Develop and maintain deep expertise in the financial close process - understanding the real pain finance teams face and articulating with conviction how FloQast solves them
• Lead with a team-first mindset - sharing learnings, removing blockers, and contributing to a culture where the whole organisation succeeds together

Operational Excellence & Reporting

• Deliver accurate, timely weekly forecasts with a clear view of risk, upside, and the actions needed to close the gap
• Champion the disciplined use of the sales tech stack to maximise team productivity, data quality, and decision-making
• Define, track, and hold the team accountable to clear KPIs that connect daily activity to quarterly outcomes
• Provide clear, concise weekly reporting to Sales leadership - summarising pipeline health, team performance, key deals, and strategic priorities
• Drive rigorous CRM hygiene and pipeline management through Salesforce, ensuring accurate opportunity tracking, activity visibility, and forecast integrity across the team

What You'll Bring:

5+ years of B2B sales experience, with a strong track record of quota attainment in a SaaS or technology environment

3+ years of sales leadership experience, ideally managing quota-carrying AEs and driving team performance in a high-growth SaaS business

Exceptional executive presence and professional standards - you represent FloQast credibly at the most senior levels of a client organisation

Experience selling into the office of the CFO, or within financial close management, accounting technology, or FinTech - a genuine advantage in this role

Strong command of Salesforce and sales analytics - you use data to diagnose performance gaps quickly and implement targeted interventions that move the needle

A genuine drive to win through your team - you measure your own success by the growth and performance of the people around you

The ability to connect with, inspire, and unlock the best in a wide range of individuals - adapting your leadership style to what each person needs to thrive

Skilled at developing others and managing across a matrixed organisation - equally comfortable coaching a junior AE and influencing senior stakeholders

Proven ability to operate with pace and clarity in a high-growth, fast-moving environment - prioritising effectively and keeping your team focused when the pressure is on

A high-energy, collaborative leader who brings positivity and conviction to the team - your enthusiasm is contagious and your standards are non-negotiable

Relentlessly results-oriented - you hold yourself and your team to a high bar, and you don’t stop until the number is done