Head of Commercial Sales Specialists

The Head of Commercial Sales Specialists role is a senior position in our Go-To-Market business reporting directly to the Chief Presales Officer. You will lead a team of high-performing Commercial Sales Specialists overseeing one of Equifax ANZ’s largest and most critical enterprise B2B portfolios, with responsibility for ensuring Equifax maintains its leadership position and capitalises on the significant growth opportunities within this portfolio.

The successful candidate will be a proven sales leader with a track record of driving major multi-million-dollar B2B enterprise portfolios and building high-performing teams. You will lead our Commercial Specialist team, aligning product strategy with sales execution to accelerate growth across key commercial sectors. You will serve as an senior escalation point, driving disciplined pipeline management, coaching senior talent, and guiding commercial strategy in a rapidly evolving market. Take ownership of our most impactful commercial portfolio and help shape the future of risk and analytics solutions at Equifax.

• Lead & Inspire: Coach, mentor, and develop a team of senior Commercial Sales Specialists, driving a high-performance culture, continuous learning, and talent growth.

• Portfolio Ownership: Oversee one of Equifax’s largest enterprise B2B portfolios, taking direct accountability for portfolio strategy, territory planning, pipeline coverage, and conversion metrics.

• Drive Performance: Proactively identify performance opportunities across accounts and territories, selectively applying targeted intervention strategies to increase revenue growth. 

• Specialist Sales Execution: Partner with cross-segment Sales teams as domain experts to progress complex sales opportunities, execute targeted growth campaigns, and secure high-value wins.

• Pipeline & Operational Rhythm: Maintain rigorous operational discipline, conducting regular pipeline reviews, territory allocation, and accurate monthly ARR/NNR sales forecasting.

• Executive Escalation Management: Act as the primary escalation lead for complex customer challenges, navigating high-stakes customer dynamics and resolving internal operational roadblocks.

• Deep Product Expertise: Establish yourself and the team as subject matter experts across the commercial product portfolio to guide complex customer engagements. 

• Strategic Product Alignment: Bridge the gap between Sales and Product Management, translating market feedback, customer priorities, and regulatory trends into actionable input for product roadmaps.

• Stakeholder Navigation: Collaborate effectively across matrixed business units including Marketing, Legal, Solutions Delivery, and Pricing, to execute commercial strategies smoothly.

• Targeted Growth Initiatives: Support tactical initiatives across account expansion, new customer acquisition, competitive displacements, contract renewals, and enterprise RFP responses.

• Role Model Leadership: Embody Equifax values and leadership charters, fostering an inclusive, collaborative, and safe team environment.

• Sales Leadership: 10+ years' experience leading high-performance teams in complex markets. Proven track record in coaching, mentoring, and fostering a high-performance culture.

• Strategic & Commercial Acumen: Commercially astute with strong experience in strategic account management, budgetary formulation, and complex sales negotiation. Ability to translate business, accounting, and reporting insights into actionable strategy.

• Product Expertise & Agility: Demonstrated ability to rapidly master new and complex products within a portfolio to quickly building deep subject matter expertise.  

• Operational Excellence: Rigorous approach to sales operations, including territory structuring, accurate revenue forecasting, and pipeline management. Advanced analytical and problem-solving skills.

• Relationship Management & Influence: Exceptional interpersonal, communication, and presentation skills. Proven ability to influence at a strategic level, navigate matrixed organisational structures, and manage high-level stakeholder relationships.

• Performance Turnaround: Concrete history of supporting teams to overcome revenue hurdles and successfully returning underperforming portfolios to growth targets.

• Industry Expertise: Extensive knowledge of the financial services, credit, and telecommunications sectors.

• Education: Bachelor’s degree in Business, Commerce, Finance, or a related field.

• In-depth subject matter expertise in commercial credit, entity identification, asset verification, or commercial risk analytics (this is not a mandatory requirement). 

• Recognised industry thought leadership with an active external executive network across the Australian financial services or commercial sectors.

• Hands-on experience partnering directly with Product Management and Sales teams to influence commercial strategy and product roadmap development.

• Previous experience selling into financial services or telecommunications sectors.

We believe great things happen when teams connect. Our schedule is built around 4 days of high-impact, in-office collaboration (Monday–Thursday), paired with Friday Flexibility to wrap up your week remotely. 

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