Hybrid Director of Strategic Accounts

at SiteMinder

• Job title: Director of Strategic Accounts
• Job type: Full Time
• Experience level: Lead
• Salary: Not specified
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, Sydney, Australia

About the role

• Director of Strategic Accounts at SiteMinder driving revenue growth through team leadership and strategic client engagement. Focusing on SaaS and hotel technology in the Americas market.

Responsibilities

• Recruit, onboard, coach, and mentor a high-performing team of Account Managers, fostering a culture of ownership, strategic thinking, and client advocacy.
• Own and be accountable for the team's financial performance, with a focus on maximising Net New MRR.
• Directly oversee and drive the team's success in closing new business from a defined list of named accounts.
• Maximise revenue from the existing base through either the sale of new products/add-ons, and through hotel property expansion.
• Strategically negotiate price increases and favourable terms during all contract renewals.
• Maintain oversight of customer attrition (Churn MRR), ensuring the portfolio remains below the established target.
• Conduct regular 1:1s, performance reviews, and pipeline forecasting, ensuring the team consistently meets or exceeds their growth and retention quotas.
• Design and implement a highly focused strategy for pursuing and acquiring business from the list of named accounts, collaborating cross functionally to penetrate these strategic targets.
• Act as an executive point of escalation for priority clients and serve as the senior deal sponsor for critical named account acquisitions.
• Define the strategy, content, and executive participation for the QBR process, ensuring these sessions clearly demonstrate ROI, justify pricing, and drive MRR Expansion discussions.
• Act as the final escalation point for all high-value contract renewals, leveraging a deep understanding of value delivered to successfully negotiate price changes and contract term extensions that contribute to overall MRR.
• Serve as the primary liaison between the Account Management team and key internal stakeholders, to ensure alignment on go-to-market strategies.

Requirements

• Extensive progressive experience in B2B SaaS Sales, Account Management, and Revenue Leadership, at a Director-level or equivalent leadership role.
• Proven track record of consistently achieving and exceeding multi-million dollar revenue quotas (ARR/MRR) across both new logo acquisition and expansion revenue.
• Deep expertise in the Hotel Technology (Hotel Tech), Travel Tech, or closely related SaaS industry, with established professional networks in the US hospitality market.
• Demonstrable experience in designing and executing sophisticated Named Account/Target Account selling strategies.
• Expert-level command of negotiation, commercial contracting, and pricing strategy, specifically within a recurring revenue (MRR/ARR) model.
• Significant experience managing a highly complex sales cycle that involves C-suite engagement and multiple stakeholders.
• Exceptional ability to recruit, onboard, coach, and mentor a geographically dispersed, high-performing Account Management or Sales team.
• Proficiency in pipeline management, sales forecasting, and revenue operations tools to drive data-driven performance insights.
• Strong orientation toward process, accountability, and metric-based performance management (KPIs: Net Retention Rate, Expansion MRR, New Logo Acquisition).
• Demonstrated ability to function as a strategic cross-functional leader, capable of building alignment with Marketing, Product, and Finance teams.

Benefits

• Equity packages for you to share in SiteMinder's growth and successes
• Hybrid working model (3 days per week in the office)
• Private health insurance
• Mental health and well-being initiatives
• Referral bonus for bringing in new talent
• Paid birthday, study and volunteering days off every year
• Employee Resource Groups (ERG) to help you connect and get involved