Account Manager

Introduction:

Who we are…

Founded in 2002, ELMO Software is the trusted provider of HR technology solutions to 2,000+ mid-sized organisations and more than one million end users across Australia and New Zealand.With a comprehensive suite of ISO-certified solutions that span the full employee lifecycle, ELMO Software is designed to scale as organisations grow. Flexible and configurable, ELMO’s one-stop HRIS fits to your specific needs and workflows.Through powerful technology, automation, data and analytics, ELMO Software empowers HR professionals to play an integral role in company decision making.

Life & Culture...

At ELMO you will be joining an epic team with the opportunity to make a big impact. We foster an authentic, collaborative, fun working environment and being an ELMOnian means you're part of an amazing team that will push you to grow, support you with challenges and allow you to shine. Some of our benefits include:

Hybrid work set up : 3:2 Split

Paid Parental leave - 12 weeks primary, 6 weeks secondary

High Earning potential : Amazing Comms structure rewarding high-performance!

Birthday leave, YOU day each year, as well as connecting people leave (up to 2 weeks working from anywhere)

Inhouse Learning and Development initiatives

ELMO Social and Diversity clubs

Wellbeing initiatives

Mental Health/EAP programs

Flare Benefits (great discounts, novated leasing, salary sacrifice)

Our values:

Reimagine What's Possible - We believe innovation is human at its core. By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do.

Obsess over Customers – Everything we do is designed to positively impact our customers.

Help Others Thrive - Be they colleagues, communities or customers, we champion ways to help others thrive.

Be Fearlessly Optimistic - We bring unwavering positivity to any challenge, as we know it will drive meaningful change.

Description:

Job Description

The Account Manager is responsible for growing, retaining, and strategically developing a portfolio of assigned clients across the ELMO suite. Reporting to the Regional Account Director, this role leads account planning, identifies expansion opportunities, and partners closely with clients to align ELMO solutions to their evolving people, payroll, and workforce priorities. A key focus of the role is driving adoption of all of ELMO's capabilities, including AI-enabled solutions and innovation initiatives, by helping customers understand business value, improve outcomes, and their use of the platform. The Account Manager acts as a trusted advisor who can connect customer strategy to commercial growth opportunities for ELMO.

Key Responsibilities:

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Revenue Growth & Account Expansion: Deliver growth across your portfolio through renewals, upsells, cross-sells, and strategic expansion activities. Progress opportunities through the sales cycle using value-based commercial conversations.

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Client Relationship Management: Manage day-to-day relationships, acting as the key commercial point of contact. Build multi-threaded relationships with decision-makers and executives, leading regular account reviews and growth planning sessions.

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Retention and Customer Value: Protect recurring revenue by reducing churn risk and improving customer stickiness. Monitor account health and proactively intervene where there are adoption or service risks.

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Salesforce & Data Management: Maintain accurate, up-to-date opportunity, account, and pipeline information in Salesforce to ensure highly accurate revenue and renewal forecasting.

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AI Initiatives & Innovation Adoption: Position ELMO’s AI initiatives as a strategic enabler. Identify specific use cases where AI can improve customer efficiency, experience, or compliance, while building customer confidence around AI governance.

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Cross-functional Collaboration: Work closely with Pre-Sales, Sales, CX, Product, and Marketing teams to progress strategic opportunities and maximize account value.

Skills and Experiences:

Skills and Experience

To be successful in this role, you will ideally bring:

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Experience: Minimum 3 years’ experience in B2B business development, account management, or customer growth roles.

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Industry Knowledge: Minimum 2 years’ experience in the technology industry, ideally within SaaS or HCM/HRIS/Payroll-related solutions.

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Commercial Acumen: Demonstrated experience growing revenue within existing customer accounts through renewals, upsell, and cross-sell activity, with strong negotiation and presentation skills.

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Relationship Building: Proven ability to build strategic relationships, map stakeholders, and manage complex stakeholder groups within client organizations.

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Tech & Innovation Savvy: Ability to confidently articulate the value of product innovation, including AI-enabled solutions, in a way that maps directly to customer needs. Prior experience with CRM systems (Salesforce) is highly preferred.

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Communication: Excellent written and verbal communication skills, with a proven ability to manage multiple priorities and opportunities while maintaining strong attention to detail.

At ELMO, we are passionate about empowering HR with responsible, secure and safe AI, aiming to be among the first in Australia and New Zealand to achieve ISO 42001:2023 certification. Handling sensitive employee data necessitates strict adherence to our ISO 27001:2022 Certified security policies, making data privacy and security paramount in every role.

Please Note: Our internal Talent Acquisition team has got this covered, we're not open to using an agency for this role.