This is a rare opportunity to own and shape FloQast’s go-to-market in one of our highest-priority growth markets. As Senior Manager, Sales ANZ, you will lead and build a high-performing team to drive new logo growth and expand our footprint across Australia and New Zealand. You will have full revenue accountability and report directly into the Managing Director, ANZ. You will sell into the office of the CFO, engaging senior finance and accounting leaders across mid-market and enterprise organisations - titles including Chief Financial Officer, Financial Controller, VP Finance, and Director of Finance.
FloQast was founded by accountants, and that heritage runs deep. We continue to prioritise hiring CAs and professionals with hands-on accounting experience - meaning you and your team will speak the language of your customers, not just sell to them.
You will carry full ownership of new logo ARR and expansion revenue, and be expected to build a team and culture that consistently outperforms against plan.
*Visa sponsorship is NOT available at this time
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
- 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
#LI-Hybrid
FloQast Sydney, New South Wales, AUS Office
Sydney, Australia
