Why this role matters
Every day, Australian communities interact with their local councils. At Objective, we build the software that makes those interactions faster, smarter, and more impactful. As a leading GovTech organisation, our digital solutions transform how government operates.
We are looking for a senior, sales-driven Account Director to join our Planning & Building Solutions team in Melbourne. This is an enterprise-level role where you will leverage your deep Local Government network to drive strategic growth, secure major SaaS partnerships, and champion community-changing technology.
Your day to day focus:
Drive Strategic Growth: Own the full sales lifecycle across Local Government, focusing on high-value retention, upsells, and new SaaS acquisitions.
Engage Senior Leaders: Build trust-based, consultative relationships with executive council stakeholders and regulatory leaders.
Pipeline Champion: Leverage your existing Local Government network to uncover, qualify, and close complex enterprise opportunities.
Collaborative Winning: Partner closely with Presales, Product, and Marketing to architect tailored solutions that solve real council challenges.
Continuous Innovation: Bring market insights back to our teams to help shape our future product roadmap.
Your skills, experience and beyond:
Local Gov Expertise (Mandatory): Proven success selling enterprise software/SaaS directly into Australian Local Government.
Domain Knowledge: A solid grasp of council operations, ideally within Planning, Building, Regulatory, or environmental health workflows.
Deal Mastery: Track record of hitting revenue targets while managing complex, long-cycle procurement processes.
Strategic Methodologies: Proficiency in modern enterprise framework sales (e.g., TAS Challenger, Solution Selling, Strategic Selling).
Relationship Focus: Exceptional negotiation skills and the ability to act as a trusted advisor to senior government stakeholders.
What's in it for you?
Genuine Impact: Sell high-value software that actively transforms how local councils serve their citizens.
Warm Market, Leading Brand: Join an industry leader with an exceptional reputation in the GovTech space.
High-Performing Culture: Collaborate with a mature, supportive ecosystem of Presales, Product, and Customer Success experts.
Strategic Autonomy: Own your territory, execute strategic account plans, and drive high-value enterprise deals.
If you are a sales-driven enterprise seller with deep Local Government experience and a passion for technology-led transformation, we’d love to hear from you.
Skills Required
- Proven enterprise software sales experience within Local Government
- Strong understanding of Planning & Building, Regulatory, or broader council operations
- Demonstrated success achieving and exceeding revenue targets
- Experience managing long sales cycles and strategic accounts
- Strong consultative selling and stakeholder engagement capability
- Expertise in Solution Selling, Challenger, or Strategic Selling methodologies
- Excellent communication, negotiation, and relationship management skills
- Experience using Salesforce and other enterprise sales tools
What We Do
We’re formed by a team of creators, passionate about code, agile methodology and focused on sharing knowledge to generate value for our customers through digital solutions. Discovering innovative paths in complex and strategic projects, we guarantee the quality of delivery in scale through continuous tests automation, which creates the necessary confidence for creating long-standing relationships among employees, customers and partners. For over 20 years, we have contributed to the success of the largest telecommunications companies in Brazil with digital solutions for billing and subscribers management. And through our experience and knowledge, we expanded our offerings with a portfolio of digital solutions, consultancies and software development teams for the most varied market segments, such as manufacturing, finance, education, retail, health and utilities. The United States unit was founded in 2017, in Chicago, allowing us to deliver the same quality, expertise and specific IT solutions to American companies. The company belongs to the Objective Group, which includes E-TRUST, specialized in information security and Identity Management, CodeIT, which develops systems for insurance and social security and ELEFLOW with BI solutions and Big Data Analytics. If you like challenges, learn constantly and value personal connections, join us! Other interesting information about us you should know: - One of the best companies to work in Paraná, Brazil, according to GPTW - We offer one of the best remuneration in Brazilian IT market, according to Glassdoor - Offices in Brazil (São Paulo, Maringá, Curitiba) and Chicago - We’re a benchmark of agile development, with a case published on ‘The Scrumban [R]Evolution: Getting the Most Out of Agile, Scrum, and Lean Kanban’ book, from Ajay Reddy
