Head of Sales and Account Management

About Lumary

Lumary is a high-growth global healthtech company on a mission to revolutionise technology for the healthcare industry. We do this by developing solutions that support and empower service providers, working together to ensure better outcomes for people that need care. This commitment to partnership has been a key part of our success so far, and we are driven to continue evolving our products and our people so we can impact the healthcare community to thrive on a global scale.

Join Lumary and grow with us

- Well-established team working across Australia, USA & Philippines

- Servicing 200+ enterprise and SMB healthcare service providers (NDIS, aged care, allied health, ABA)

- 80k+ people using our core platform every day, supporting 500k+ care recipients via Lumary

- $6B NDIS funds processed through Lumary platform on an annual basis

- Be part of a high performing and purpose driven team solving a global issue for a highly addressable market

You will be working in an agile and start-up environment, with plenty of opportunities for you to lean in and develop your skills to make a meaningful contribution to Lumary’s mission and your career development. We push ourselves to build innovative products and deliver a first-rate customer experience to enable better outcomes for healthcare providers and their clients receiving care.

Our culture evolves with us on our scale-up journey. We focus on connection and building deep relationships with each other. We act in service of others to enable collective success and support. We think strategically and take ownership in our domains at every level. We remain positive and adaptable through change and growth.

You will find yourself quickly growing in your career, led by you and supported by us, and backed by a collaborative team that is open to new ideas and encourages everyone to bring their best selves to work.

About the Role

As a Head of Sales & Account Management based in Sydney / Melbourne, you will drive Lumary’s growth and customer acquisition and retention strategies by leading a high-performing team of Sales and Account Management professionals. This dual-domain leader will ensure the seamless integration of sales and post-sales activities to deliver exceptional customer experiences and achieve ambitious revenue and retention targets.

- Lead a high-performance Sales team in a fast paced, evolving environment to achieve and exceed sales targets

- Develop and execute go to market strategies, tactics and roadmaps for Lumary’s Australian Sales team, ensuring alignment with organisational growth goals to meet and exceed sales targets

- Establish sales objectives by forecasting and developing annual sales quotas; projecting expected sales volume and profit for existing and new products

- Drive alignment and cross functional collaboration across the Sales, Account Management, Brand and Communications, and Services teams to optimise our customer acquisition cost and long-term value equations

- Lead a high-performance Account Management team with a customer-centric approach, prioritising customer success and growth 

- Develop and execute proactive customer retention and expansion strategies

- Work in collaboration with teams to improve processes, playbooks, and other tools which enable the Sales and Account Management teams to do their best work

- Empower and enable team members through coaching and motivation, ensuring employee engagement, sense of fulfilment and career development in their roles

• 5+ years of senior SaaS sales and account management leadership experience
• 10+ years experience as a mid-market / Enterprise B2B SaaS Sales Executive
• Experience managing high performance sales and account management teams including KPI setting, mentoring and implementing/reviewing commission structures
• Demonstrated success navigating selling complex deals 
• Experience with negotiating diverse customer accounts, from SMB to Enterprise 
• Demonstrated experience in exceeding expansion and retention targets
• Demonstrated experience designing and implementing a sales strategy and roadmap and then successfully delivering both
• Strong leadership capability in building and managing high-performing teams
• Experience working cross-functionally with Product Development and Implementation teams to drive customer success (desirable)

• We ‘Lead with an open heart’ assuming positive intent and being courageous
• We ‘Start with the end in mind’ focussing on long-term impact of our actions and decisions
• We ‘Take action in uncertainty’ by proactively taking the next best step and exercising autonomy
• We ‘Enable others for our collective good’ through kindness and a team-first approach

• Flexibility to work from home and the office - hybrid working environment if based at on office location in Adelaide, Sydney or Denver, alternatively fully remote if not employed at an office location
• Flexible start and finish times - have a routine but on the days you need to book an appointment or finish early, go for it
• Volunteer time off
• Lumary Paid Parental leave
• Monthly town halls for connection and company alignment
• Monthly dedicated Social Connection days
• Quarterly employee engagement surveys (currently at 78% engagement and trending upwards)
• 70-20-10 rule of learning adopted org-wide
• Own your personal and professional development and work with an internal coach or mentor (of your choosing) to support you on your life journey
• Internationally growing company working towards a purposeful vision: Empowering sustainable healthcare

Working at Lumary

We are proud of the work we are doing and the team we have built so far.

Join us and be part of a team working together to do better. From the advanced products we build to our philanthropic work, we connect with the belief that what we do every day is positively impacting the lives of our community.

At Lumary, we value diversity and believe in a culture of inclusivity, regardless of race, religion, age, gender identity, sexual orientation, physical or mental ability, or ethnicity. We are committed to building a welcoming workplace where everyone feels safe, valued and respected.

The successful candidate will be required to successfully complete a National Criminal History Check and Working With Children Check for employment purposes.