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Precision Selling
The Role
Hunt and close net-new enterprise CRM/CX deals in Manufacturing, Wholesale and Distribution across ANZ. Build pipeline, run discovery workshops, lead complex, partner-led sales cycles, negotiate commercial terms, and align internal teams to drive adoption and product-led value.
Summary Generated by Built In
About SugarAI
SugarAI is redefining CRM for the age of AI.
We’re delivering on the original promise of CRM—turning fragmented customer and revenue signals into clear, prioritized action. Instead of more dashboards or surface-level insights, we help teams focus on what matters most and know exactly what to do next.
More than two decades after our founding, we’re entering a new chapter with clarity and momentum—building intelligent, intuitive solutions that work within the flow of how teams actually sell and serve. We’re focused on solving complex, real-world challenges where relationships, context, and precision make all the difference.
Our global team is united by a shared commitment to impact, ownership, and continuous growth. We create an environment where thoughtful ideas move quickly, where people are trusted to lead, and where flexibility supports how great work gets done.
If you’re excited to help shape what’s next in AI-driven CRM—and build technology that drives real outcomes—we’d love to meet you.
Impact you will make in the role:
- Account Ownership & Growth
- Own strategic accounts end-to-end.
- Build and execute value pyramids, value maps, account plan and opportunity plans aligned to customer outcomes
- Consultative Selling & Value Creation
- Lead discovery workshops and shape demand beyond RFPs
- Position ROI-led, platform-based value propositions.
- Deal Execution
- Drive complex deals from SRL → Finance Closed
- Navigate commercial negotiations while protecting margin.
- Internal and External Orchestration
- Align across BDRs, SCs, CSMs, Product, Marketing and Professional Services
- Ensure a coordinated GTM approach with SoftwareOne, AWS, and Epicor.
- Partner-Led Growth
- Own relationships with strategic SI and referral partners (both Epicor and Sugar)
- Drive co-innovation and joint deal execution from SRL →Finance Closed
- Enablement & Adoption
- Support SCs with Value Maps for demo readiness and POCs/ Art of Possible.
- Drive adoption via Sugar University / Sugar Club.
- Market & Competitive Positioning
- Stay ahead of CRM/CX, ERP, and AI trends
- Craft differentiated plays against Salesforce, HubSpot and D365.
What you will bring:
- Deep Enterprise Selling Experience
- 12+ years quota-carrying B2B tech sales (SaaS/enterprise apps)
- Strong exposure to CRM/CX, ERP, HCM ecosystems
- Industry & Domain Expertise
- Focus on Aged Care, Manufacturing, Wholesale & Distribution
- Familiarity with ERP (End to End Procure to Pay and Order to Cash cycles) and HCM/Workforce Management (Core HR, Talent, Rostering and Payroll)
- CRM/CX Thought Leadership
- Ability to map end-to-end customer (CRM/CX) journeys
- Lead transformation roadmaps and SugarAI - Art of Possible conversations, not just tool, product or services sales
- Expertise across Sales, Service, Contact Centre, Marketing automation, Agentic AI, ISV Solutions.
- Platform & Competitive Knowledge
- Strong understanding of:
CRM Landscape: Salesforce, Dynamics 365, HubSpot.
ERP landscape: Epicor, SAP, Infor, Sage, Pronto, Microsoft. - New Business & Pipeline Discipline
- Proven ability to build net-new pipeline
- Drive consistent, linear growth across ANZ corporate segment accounts
- Partner Ecosystem Leadership
- Build and leverage consulting & SI partnerships
- Co-create joint GTM strategies and solutions
We understand that no candidate is perfectly qualified for any job. Experience comes in different forms; many skills are transferable; and passion goes a long way. Even more important than your resume is a clear demonstration of dedication, impact, and the ability to thrive in a fluid and collaborative environment. We want you to learn new things in this role, and we encourage you to apply if your experience is close to what we’re looking for. We also know that diversity of background and thought makes for better problem solving and more creative thinking, which is why we're dedicated to adding new perspectives to the team.
Benefits and Perks:
Beyond a stellar work environment, friendly people, and inspiring work, we have some sweet benefits and perks:
- Benefit Stipend
- Health &Wellness Reimbursement Program
- Educational Resources - Career & Personal Development Program
- Various discount programs (i.e. travel, virtual exercises classes, etc.)
- We are a merit-based company with many opportunities to learn, excel and grow your career!
#LI-Hybrid
Skills Required
- 12+ years quota-carrying B2B technology (SaaS/enterprise) sales experience
- Experience selling into Manufacturing, Wholesale and Distribution industries
- Familiarity with ERP (procure-to-pay, order-to-cash) and HCM/workforce management processes
- Strong understanding of CRM platforms: Salesforce, Dynamics 365, HubSpot
- Strong understanding of ERP vendors: Epicor, SAP, Infor, Sage, Pronto, Microsoft
- Proven ability to build net-new pipeline and drive consistent revenue growth
- Experience leading complex, multi-stakeholder deals and commercial negotiations
- Partner ecosystem leadership; experience co-creating GTM with systems integrators and referral partners
- Experience selling SaaS CRM, marketing, or AI applications
- Proven track record selling to C-level, mid-market/enterprise and carrying quotas (preferred > AUD 1.1M ARR/ACV)
SugarAI Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about SugarAI and has not been reviewed or approved by SugarAI.
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Fair & Transparent Compensation — Pay is often characterized as fair for the role, with multiple statements describing compensation as good or reasonable. Compensation is also framed as competitive for certain technical and senior positions, suggesting stronger alignment with expectations in those segments.
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Healthcare Strength — Healthcare coverage is described as comprehensive, spanning medical, dental, vision, life, disability, FSA/HSA options, and mental health support. Benefits are sometimes characterized as “amazing,” indicating that healthcare and related coverage can be a standout component of the package.
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Wellbeing & Lifestyle Benefits — Wellbeing support appears in the form of mental health programs and wellness-related reimbursements or stipends. Flexibility-related perks (such as remote work support and home-office/tech stipends in some descriptions) further add to the perceived lifestyle value of the overall rewards package.
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The Company
What We Do
SugarAI provides software that helps revenue teams manage and grow their customer accounts with greater visibility and control. Our Precision Selling platform delivers account-level insights that highlight risk, uncover expansion opportunities, and guide sellers toward clear next steps. Used by thousands of companies in more than 120 countries, SugarAI supports organizations operating in complex, relationship-driven sales environments.
Why Work With Us
Our global team is united by a shared commitment to impact, ownership, and continuous growth. We create an environment where thoughtful ideas move quickly, where people are trusted to lead, and where flexibility supports how great work gets done.
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