At Objective, we create software that makes a difference. As a leading GovTech organisation, we partner with government and regulated industries to deliver innovative digital solutions that improve how communities are served.
We are looking for an experienced Account Director to join our Planning & Building Solutions team in Melbourne. This is a senior enterprise sales role focused on driving growth across Local Government and regulated industries, with a strong emphasis on strategic relationship management, customer retention, and new business acquisition.
To succeed in this role, you must bring proven experience selling into Local Government, ideally within Planning, Building, Regulatory, or related SaaS/GovTech environments. You will understand council processes, stakeholder landscapes, procurement cycles, and how to position technology solutions that deliver operational and community outcomes.
A day in your role:
- Drive revenue growth through retention, upsell, and new customer acquisition.
- Build and execute strategic territory and account plans.
- Develop and maintain a strong pipeline through your existing Local Government network.
- Engage senior stakeholders across councils and regulated industries.
- Demonstrate industry expertise and provide consultative insights to customers.
- Collaborate closely with Presales, Product, Marketing, Consulting, and Customer Success teams.
- Lead complex enterprise sales opportunities from discovery through negotiation and close.
- Contribute to continuous improvement across products, processes, and customer engagement approaches.
Your skills, experience and beyond:
- Proven enterprise software sales experience within Local Government is mandatory.
- 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.
Why join us?
- Work with a leading GovTech organisation making a genuine impact
- Join a collaborative and high-performing sales team
- Engage with meaningful projects that support communities and government transformation
- Opportunity to influence growth in a strategic market segment
If you are a relationship-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
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