Account Manager, SMB

Job description

Link to role presentation video also accessible here: https://www.loom.com/share/c3f6d9dd9c2b4a019b7e302358e55f6c 👋 Thanks for stopping by and learning more about this role at Sitemate! ✨🏗️ We’d love to hear from you 👩‍💻👩🏽‍💻🧑🏿‍💻👨🏻‍💻 📝 OVERVIEW The SMB Account Manager will manage a portfolio of ~150 SMB customers, proactively hunting for upsell and cross-sell opportunities while ensuring strong renewal outcomes. This person will run structured account reviews, spot workflow gaps, and position additional products or plan/user upgrades that deepen customer value. Success requires strong time and calendar management to balance a high-volume book of business while maintaining enough depth to uncover meaningful commercial plays. Working closely with CSMs, AEs and Product, the AM will use Sitemate’s AM frameworks and playbooks to drive adoption and revenue growth. Employment: - Salary: - OTE Remuneration: AU$140,000-AU$160,000 (incl. Super) - Base Salary: AU$98,000-AU$112,000 (incl. Super) - Commission: AU$42,000-AU$48,000 About Sitemate: Sitemate builds best-in-class software for the built world - empowering construction, infrastructure, and industrial companies to work smarter and faster. Our flagship product, Dashpivot, helps teams move their processes from paper and spreadsheets into powerful, digital workflows that can be used in the field on mobile or tablet. This enables companies to automate repetitive tasks, track progress in real time, and make better decisions every day. We’ve achieved strong product-market fit - generating thousands of new monthly leads through word-of-mouth and organic marketing alone. Backed by Blackbird, Australia and New Zealand’s #1 venture capital firm, and a graduate of the Startmate Accelerator, Sitemate has grown from 5 people in 2018 to over 150 across 18+ countries. Our team blends deep industry experience with cutting-edge product design to build tools that modernise one of the world’s largest and most essential industries. Life at Sitemate At Sitemate, you’ll join a team that values transparency, high velocity, hustle, diversity, and innovation - not as buzzwords, but as the principles we work by every day. We move fast, communicate openly, and operate with trust and autonomy. You’ll have access to key company metrics, clear career development plans, and the opportunity to grow your career based on performance, not tenure. We believe diverse teams build better products. Our team includes members from 18+ countries - 55% identify as coming from underrepresented ethnic backgrounds, 43% identify as female, and our team spans ages 22–51. How We Work - Transparency: Monthly All-Hands meetings share updates on metrics, customer stories, hiring plans, and financial performance. Every session also includes a “Life Story” from one team member - building genuine connection and understanding across our global team. - High Velocity: We use best-in-class, integrated systems to eliminate manual work and give you the information you need to make fast, high-quality decisions. - Drive: You’ll be rewarded for performance. Seven of our last ten pay increases were proactive - driven by results, not requests. - Autonomy: We focus on outcomes, not hours. You’ll have flexibility to manage your day, with no time monitoring or unnecessary meetings. - Collaboration: You’ll work closely with talented teammates across engineering, product, design, marketing, sales, and customer success - sharing ideas and learning together every day. What We Offer - Competitive, performance-based remuneration - Equity options - own a piece of what you’re helping to build - 20 days paid annual leave, plus sick, carer’s, and compassionate leave - Parental leave - 16 weeks for primary and 6 weeks for secondary carers (including adoption and stillbirth support) - Learning & Development - professional growth budget and transparent career plans - Employee Assistance Program (EAP) - for confidential counseling, mental health support, and life resources - Laptop and home office setup budget - Flexible work - remote and hybrid options, plus the ability to work from anywhere for several weeks each year - Community & Connection - weekly catered lunches, global offsites, and “Life Story” sessions - Sydney HQ perks - rooftop garden, wellness centre, showers, and cycle storage in Haymarket Equal Opportunity We’re proud to be an equal opportunity employer. Sitemate welcomes applicants of all genders, ethnicities, ages, sexualities, and abilities. Our team’s diversity is one of our greatest strengths, and we’re committed to ensuring an inclusive environment where everyone can thrive. Learn More About Sitemate 🎧 Podcasts - 2024: CEO Hartley Pike - on scaling Sitemate, diversity, and culture https://open.spotify.com/episode/2dC9gsDQRH8IKBgylSZisV - 2023: CMO Lance Hodgson - on accelerating your career https://open.spotify.com/episode/3DOmN3dp3vGULajQpEQMB9?si=QNRB2lvWQYiaTHFMygW81w - 2022: CTO Tim Bray - on building quality features that solve real customer problems https://open.spotify.com/episode/7geTCUHFxZUKZ8Yrae4iR7 💬 Want to know what it’s like to work at Sitemate? Hear it straight from the team: People of Sitemate https://sitemate.com/au/resources/careers/people-of-sitemate/ ⭐ Read what our customers say: G2 Crowd https://www.g2.com/products/dashpivot/reviews, Trust Radius https://www.trustradius.com/products/dashpivot-by-sitemate/reviews 🎥 Team Offsites: 2022 https://sitemate.atlassian.net/wiki/spaces/HOR/pages/3087761409, 2023 https://sitemate.atlassian.net/wiki/spaces/HOR/pages/3087761409, 2024, https://sitemate.atlassian.net/wiki/spaces/HOR/pages/30877614092025 https://www.youtube.com/watch?v=NyAzozsK0zg 🔧 DAY-TO-DAY - Run structured account review meetings with SMB customers to uncover workflow gaps and position relevant product use cases. - Prospect within a ~150-account book by booking discovery conversations and identifying upsell / cross-sell opportunities. - Manage renewal cycles end-to-end, including pricing, negotiation, and contracting. - Partner closely with CSMs to stay across customer context, risks and timing to align commercial plays with customer readiness. - Prioritise accounts and organise your calendar to balance long-term expansion plays with short-term commercial activities. - Maintain accurate CRM hygiene, pipeline updates, and forecasting across all open opportunities. - Collaborate with, SMB Customer Success Managers, SMB Account Executives and Product teams to provide feedback on customer needs and product adoption. ⚡ CHALLENGES - Balancing a relatively high-volume portfolio (150 accounts) in a fact paced SMB velocity environment while maintaining enough depth to spot and advance meaningful expansion opportunities. - "Hunting" and prioritising within 150 accounts to book in account review meetings to search for opportunities Timing commercial conversations appropriately, ensuring opportunities are pursued when customers are genuinely ready. - Navigating stakeholders within construction and engineering clients, where decision cycles can be long, informal, or influenced by non-technical factors. - Driving commercial outcomes in accounts where budget constraints, legacy tools, or competing priorities can slow momentum or stall deals. ✅ WHO THIS ROLE IS FOR - Someone who thrives in a fast paced environment and loves uncovering, shaping, and delivering customer value. - A proactive operator who’s comfortable running multiple deal cycles at once across 150 accounts and knows how to create momentum with busy operational stakeholders. - Someone who collaborates well with CSMs and cross-functional teams, but ultimately enjoys owning a revenue number and being accountable for results. 🚫 WHO THIS ROLE IS NOT FOR - Someone who prefers a steady, account-management-style role focused on long-term relationship building rather than fast-moving new business sales. - Someone who sees “commercial” as purely transactional and isn’t motivated by understanding customer value drivers to position meaningful, outcomes-led upsell opportunities. - Anyone who relies heavily on high-intent leads and isn’t comfortable driving proactive outreach, structured follow-up, or creating momentum with lower-intent prospects. 🎯 SKILLS & TOOLS Must Have: - Strong prioritisation and time management - Experience in SaaS sales environment - Growth mindset: Can receive feedback and change behaviour - Great collaborator: Easy to work with and iterate ideas with Nice to Have: - Built world landscape knowledge & experience Essential Tools: - Salesforce - Microsoft Office Suite Bonus Tools: - Front - Slack - Loom PLEASE NOTE: - We do not use recruitment partners or services, so please save your time and don't reach out