Enterprise Account Manager

The Enterprise Account Manager is a critical position, working remotely based out of Melbourne, this role will drive commercial outcomes across EROADs most strategically valuable customer accounts. This position offers a unique opportunity to contribute to EROAD's purpose of delivering intelligence you can trust for a better world tomorrow. The Enterprise Account Manager role is responsible for leading retention, expansion, and growth across a defined portfolio of mid to large enterprise customers. This includes building multi-threaded stakeholder relationships, identifying untapped opportunities, and executing against structured account plans that unlock long-term value for both EROAD and its clients. The scope of the role will require the Enterprise Account Manager to deliver the following: Strategic Account Management

• Manage a defined portfolio of mid-to-large enterprise accounts with full accountability for retention, expansion, and commercial growth.
• Build and maintain multi-threaded relationships across customer operations, finance, and executive levels to uncover opportunity and deepen engagement.
• Develop and execute structured account plans aligned to customer business priorities, identifying expansion levers, risk signals, and cross-sell opportunities.
• Lead contract renewal strategies, negotiating terms and securing long-term commercial partnerships.
• Collaborate closely with Sales Engineers, Marketing, and Customer Success to deliver differentiated value throughout the customer lifecycle.

Commercial Execution & Forecasting

• Own pipeline generation, opportunity progression, and deal closure within your territory with a strong focus on creating 4x pipeline coverage and exceeding quota.
• Design and drive opportunity close plans, especially for complex or high-value accounts, ensuring every deal has clear decision criteria, timing, and stakeholder alignment and engagement with EROAD deal desk
• Maintain impeccable Salesforce hygiene all opportunities must be stage-accurate, forecast-aligned, and inspection-ready at all times
• Apply qualification methodologies (eg MEDDPICC) rigorously across all qualified opportunities, ensuring every deal has clear metrics, stakeholder alignment, and mutual understanding of decision processes and timelines.

Revenue Growth & Portfolio Strategy/Process

• Monitor and manage the commercial health of your account portfolio, including revenue concentration, growth potential, churn risk, and profitability (net new ARR).
• Create and execute quarterly growth plans for nominated accounts, with predictable forecast outcomes tied to tangible activities and milestones.
• Operate with a growth mindset continuously look for ways to improve customer outcomes, compress deal cycles, and increase share of wallet.

Deliver EROAD Values

• Uphold EROAD's values of safety and compliance in all customer engagements. Promote EROAD's safety-focused solutions and assist clients in understanding and implementing best practices for compliance.
• Develop EROAD’s culture of customer-centricity by championing the voice of the customer within the organisation, advocating for their needs and driving initiatives to enhance overall customer experience.

The role provides an opportunity to work as an integral part of a team dedicated to growing and renewing our existing customer base. You will gain full exposure to a leading business in the transport technology sector and become a source of expertise for our customers around driving significant change in their business from the use of telematics. Key Requirements

• Minimum 5 years' experience in enterprise account management, strategic sales, or territory leadership roles with a consistent record of exceeding growth targets.
• Proven ability to lead and win complex, multi-threaded sales cycles using qualification frameworks such as MEDDPICC, and engaging senior executive stakeholders with confidence.
• Strong negotiation skills with experience managing tenders, procurement processes, pricing objections, and margin trade-offs in value-based deals.
• Deep understanding of financial drivers, including ROI modelling, payback periods, and unit economics — with the ability to articulate commercial value to both operational and financial stakeholders.
• Proficiency with Salesforce or equivalent CRM platforms, with a commitment to data accuracy, forecasting discipline, and pipeline hygiene.
• Demonstrated experience building and executing structured account and territory plans that deliver predictable, profitable growth.
• Exceptional communication, storytelling, and stakeholder engagement skills; with the ability to influence, challenge, and lead across levels.

Why EROAD? EROAD is a true Kiwi success story in the tech sector! Publicly listed since 2012, we are represented on the NZX and ASX, and continue to grow rapidly across NZ, Australia, and the USA. At EROAD, we value diversity and are a multicultural company with employees from all over the world. We are committed to investing in our people, demonstrated through our funded medical insurance plans, unlimited sick leave, recognition programs, EAP offerings, and more. EROAD fosters a sense of community and belonging through fun and collaborative workplace initiatives. Join EROAD and be part of an organisation in growth mode. Your skills and expertise will make a significant impact. We are going places, and we would love you to join us. We can't wait to hear from you!