Customer Development Manager | SaaS Legal Technology

Are you a commercially minded sales professional who enjoys building lasting customer relationships and uncovering opportunities that create genuine value?

We're looking for a Customer Development Manager to join our ANZ Sales team in Brisbane. In this role, you'll manage a portfolio of existing law firm customers, helping them maximise the value they receive from Actionstep while driving Annual Recurring Revenue through cross-sell, upsell and solution expansion.

Working closely with Customer Success, Product, Marketing and Partnerships, you'll become a trusted advisor to your customers—understanding their business, identifying future needs and recommending solutions that help them grow.

If you enjoy consultative selling, building strategic relationships and working with innovative SaaS technology, we'd love to hear from you.

As a Customer Development Manager, you'll be responsible for developing strong relationships with existing customers across Australia and New Zealand while identifying opportunities to expand their use of the Actionstep platform.

You'll work collaboratively across the business to ensure customers achieve maximum value from our solutions while contributing to revenue growth, customer retention and long-term business success.

Actionstep is a global pioneer in cloud-based Legal Practice Management software. We help thousands of law firms modernise the way they work through innovative technology that simplifies practice management, improves productivity and helps firms deliver better outcomes for their clients.

With offices across Australia, New Zealand, the UK, USA and Canada, we're a fast-growing SaaS company passionate about innovation, collaboration and delivering an exceptional customer experience.

• Manage a portfolio of existing law firm customers across Australia and New Zealand.
• Identify cross-sell, upsell and solution expansion opportunities that deliver value to customers.
• Develop strategic account plans that support customer growth and retention.
• Build trusted relationships with key decision-makers and become their strategic advisor.
• Conduct customer business reviews and lead commercial conversations around future opportunities.
• Partner with Customer Success, Marketing, Product and Partnerships to deliver a seamless customer experience.
• Maintain an accurate sales pipeline, forecasts and customer activity within Salesforce.
• Capture customer feedback and provide valuable insights to Product and Marketing teams.
• Build relationships with strategic partners to support mutual customer growth.
• Achieve quarterly revenue targets while maintaining high levels of customer satisfaction.

Relationship Builder – You build trusted relationships that create long-term partnerships and commercial success.

Commercial Thinker – You identify opportunities to expand customer value and confidently navigate commercial conversations.

Customer Focused – You take time to understand your customers' businesses and tailor solutions that genuinely meet their needs.

Collaborative Team Player – You enjoy working across Sales, Customer Success, Marketing, Product and Partnerships to deliver the best customer outcomes.

Clear Communicator – You communicate confidently with executives, simplify complex ideas and build credibility through honesty and follow-through.

Essential:

§  Exposure to and knowledge of the legal industry (practice management software experience and accounting experience) 

§  Proven track record of IT/SaaS sales (meeting and exceeding targets) 

§  Ability to assess customer needs and build strong, trusted relationships at all levels 

§  Willing to go the extra mile with a strong work ethic; self-directed and resourceful 

§  Strong technical aptitude and fluency in Actionstep's technology and the industry 

§  High energy and positive attitude 

§  Strong presentation skills 

§  Excellent verbal and written communication skills 

§  Ability to work in a fast-paced environment with minimal supervision 

§  Ability to research, identify, qualify, drive and close opportunities 

§  Able to work autonomously yet contribute effectively as a team player 

§  Experience using Salesforce CRM 

Desirable:

§  Formal sales training or certification (e.g., SPIN Selling, Challenger Sales).

§  Bachelor's degree in Business, Marketing, or a related field.

We offer a fantastic and inspirational working environment!

Hybrid Work Flexibility:  Enjoy a blend of in-office and remote work to suit your lifestyle.

Modern Offices:  Work in a central location with great coffee and even better company.

Inclusive, Supportive Culture:  Work with a genuinely friendly team that values collaboration and authenticity.

Relaxed Dress Code:  Be yourself and dress comfortably, while respecting the nature of our workplace and your teammates.

Birthday Leave:  Celebrate your big day with a day off, just for you.

Unlimited Leave:  Take the time you need to recharge, without the stress of counting days. We trust our team to balance flexibility with responsibility.

Regular Team Events:  From lunches to trivia competitions, we like to keep things social.

Professional Development:  Access to training, mentoring and internal growth opportunities.