Growth Leader, B2B (Manager, Account Management)

Hi. We’re OFX, a leading financial operations company providing businesses and accounting firms with real-time financial control and visibility to do business anywhere in the world. With an innovative platform and 24/7 human support, OFX automates and simplifies doing business across borders, reducing risk and eliminating routine operational tasks. Offering global business accounts, payments to 180 countries in 30+ currencies and currency risk management solutions to simplify global payments. OFX further enhances business operations by providing corporate cards with spend management, bill payments, vendor management, and integrations with popular accounting and HRIS software, to help achieve better business solutions so accounting firms and businesses thrive.

Headquartered in Sydney, Australia, with offices globally, in the United States, Canada, United Kingdom, Ireland, New Zealand, Singapore and Hong Kong. OFX has been a trusted innovator in global money movement for over 25 years.

Purpose of your role 

Reporting to the Head of Australia, you will be responsible for driving the corporate revenue base in Australia by growing existing product revenue & expanding product penetration across existing clients, including newly acquired clients post an initial 60–90-day activation period.

This role will play an important part in helping to further develop and execute the go-to-market (GTM) strategy for our existing client base, whilst delivering significant revenue for the Australian business. The role will oversee the day-to-day management of the Account Management team and lead initiatives to accelerate revenue growth.

What you do

• You have direct revenue responsibility. You will drive performance across several qualitative and quantitative metrics such as Direct EBITDA, Revenue growth, Cost, New Transacting Clients, Active Clients and Product Penetration.
• You will develop and implement strategies aimed at maximising revenue through upselling and cross-selling opportunities within our existing client base.
• You will actively identify ways to grow client accounts to maximise wallet share and commercial revenue.
• You will oversee and drive the remaining client migration efforts to our new platform, ensuring a smooth transition and minimal disruption to clients whilst maximising client retention.
• You will lead and develop a high performing team of Account Managers, providing coaching and guidance to assist them in exceeding sales targets, effectively cross-sell and upsell and deliver an exceptional client experience.
• You will be directly responsible for all leading input measures (activity and pipeline) and outcome measures derived from the existing clients.
• You will work closely with Finance & Sales Operations stakeholders to understand and influence forecasting, revenue distribution, revenue growth, profitability by client, client retention, product adoption, sales productivity, pricing, and revenue against targets.

What you bring

• Bachelor’s degree or relevant tertiary qualifications.
• 8 years + sales, business development and relationship management experience.
• Experience selling a multiple-product value proposition / working in SaaS.
• SalesForce experience.

Knowledge, skills, experience

Growth

• Strong commercial acumen, with an understanding of the available value pools for both OFX and our clients and an ability to design and execute a program to unlock that value.
• A growth mindset, with an ability to identify future revenue growth opportunities, articulate a business case and marshal organisational support.
• Strong understanding of solution sales and an ability to align available products to client pain points.
• A proven excellent listener and clear thinker who can prepare and deliver proposals and demonstrations with key clients and prospects, utilising proven B2B solution methodologies.
• Demonstrated experience implementing a strategy around product expansion for existing clients.
• Key account experience, comfortable in negotiating key commercial terms.

Run

• Exceptional organisational skills, with a demonstrated track record of driving multiple, simultaneous campaigns and initiatives.
• Excellent communication skills, proven ability to communicate effectively across all levels of the organisation. Comfortable with presenting to large audiences.
• Calmness under pressure, an ability to project calmness and retain clear thinking when things go wrong
• Curious with a high attention to detail. A demonstrated history of knowing when to jump into details, solving problems and removing roadblocks for the team.
• Technology savvy with a track record and desire to embrace technology (e.g. AI) to drive productivity across the team and improve client experience and financial outcomes.

People

• Proven track record of senior sales management experience within B2B Payments and/or SaaS businesses.
• Genuine care for people with an ability to create and maintain an engaged and collaborative culture.
• Strong relationship management skills at every level.
• Experience leading or 'living through' large business transformations

Experience

• Has the ability to be a thought leader, capable of representing OFX externally in the market.
• 8+ years’ of progressive sales experience selling direct, through B2B channels.
• 8+ years’ experience in leading Sales/Account Management teams and coaching and developing staff.

What it's like working at OFX

We’re OFXers because we want to make a difference. We see challenges as opportunities and we’re not afraid to roll up our sleeves to get stuff done. We’re committed to making things easier for our clients, pushing boundaries and continuing to move with the times so that we can continue to inspire confidence every day and through every transaction.

We operate as one team, cross-functionally and globally, to drive outcomes that deliver excellence for our customers. We're curious self-starters who love learning and sharing our knowledge with others. We embrace change and use our initiative and resilience to overcome challenges.

• Always keep learning. We offer a wide range of learning and career development opportunities to help every OFXer build their capacity and career, with leadership training, secondments, internal mobility and access to a large library of online learning.
• Make a difference. Through our Make a Difference program, we encourage OFXers to give back to causes and communities that are important to them. We celebrate this with an annual volunteer day, which OFXers can use together or individually, as well as matched giving and the opportunity to nominate charity of choice every quarter.
• Reward and recognition. We recognise a job well done. OFXers are encouraged to celebrate their peers’ effort, technical expertise or support through a range of global and regional channels and awards, including quarterly and annual awards, milestones and shout outs.
• Showing our social side. Our Good Vibes employee-led committees around the globe organize events to help keep our employees engaged inside and outside the office. Whether it’s a wellbeing activity, end of year celebration, or a monthly team get-together, our team wants you to feel welcome!
• Benefits that mean something. We offer a range of fantastic benefits, including, primary and secondary gender neutral carer parental leave (16 weeks) or birthday leave, you'll feel well-supported at OFX.
• A great work environment. Enjoy work-life balance and flexibility with our hybrid work model, in an inclusive, diverse and non-hierarchal culture.

At OFX, we are committed to fostering a diverse, inclusive and accessible workplace where we value, respect, and encourage our people to be their authentic selves. With an employee base as diverse as the clients we serve, we know that fostering an inclusive workplace is fundamental to our continued success. If you require accommodation for any portion of the recruitment and hiring process, please email us at [email protected].

We encourage you to apply if this role aligns with your career aspirations.