Firmable is the market-leading B2B sales intelligence platform in Asia-Pacific. Our competitive moat is our data: the deepest, most localised company and people dataset in every market we operate in. We've proven the model in ANZ. Now we're scaling it across Southeast Asia and the US.

Our best accounts have bought a handful of seats into organisations with sales teams five times that size. This role closes that gap.

The Role

Account Manager owns a curated book of Firmable's largest and best-fit customers, mandated to grow revenue through expansion, whitespace conversion, and healthy renewals. You will convert under-penetrated accounts into much larger footprints, protect and lift net revenue retention, and prove the expansion motion as Firmable scales its AM function from pilot to team.

This is not a maintenance role. The comp plan is weighted heavily toward expansion: 70/30 variable split, monthly expansion ARR quota, and a hard floor that pays nothing on the NRR component for flat or contracting accounts. You'll be measured on growth, not tenure with the book.

Reporting to the Head of Sales, ANZ (Melbourne, hybrid).

~75% hands-on execution: expansion motions, QBRs, renewals, multi-threading. ~25% forecasting, account planning, and insight into how the AM function scales.

What You'll Own

Expansion & Whitespace Conversion

• Monthly expansion ARR quota: driving net-new expansion across the book against a monthly and annual target

• Whitespace conversion: systematically working under-penetrated accounts to expand seat count and usage into the wider organisation

• Structured expansion motions: running deliberate expansion plays rather than bundling small uplifts into renewals

Retention & Renewals

• Quarterly NRR target: protecting the book against churn and contraction against a 130% quarterly target

• Account health: monitoring signals, running QBRs, and intervening early on at-risk accounts

• Renewal management: across 12–24 month contract terms, securing multi-year commitments and exec alignment where it strengthens the account

Relationship & Handover

• Primary commercial owner: for accounts in your book, with clean handover from the closing AE at the point an account enters the managed book

• Adoption partnership: working with Customer Success on adoption and value realisation so expansion is earned on a healthy base

Operate with Discipline

• CRM hygiene: pipeline, expansion opportunities, renewal dates, and account health always current

• Metric separation: tracking expansion and renewal uplift separately so net-new expansion is visible and not masked by renewals

• Insight loop: sharing customer and product insight with Product and Leadership to shape the roadmap and retention strategy

What We're Looking For

Must Haves

• 3–5 years in account management, expansion/upsell, or a closing sales role in B2B SaaS

• Demonstrated ownership of an expansion or retention number, ideally on a named-account book

• Consultative and commercially confident: comfortable driving proactive expansion rather than waiting on inbound

• Strong at multi-threading and navigating larger organisations to grow seat penetration

• Disciplined operator: clean CRM hygiene, accurate forecasting, structured account planning

• Resilient and growth-minded: motivated by an aggressive, upside-heavy plan with a genuine floor

• You live and breathe AI tools. You use AI for account research, whitespace mapping, multi-threading intelligence, QBR prep, and renewal negotiation prep as your default way of working, not a productivity experiment.

Highly Valued

• Familiarity with sales intelligence / data platforms and HubSpot

• Experience selling into ANZ B2B markets

• Prior experience as the founding AM (or first expansion hire) at a scale-up

• Startup or scaleup background where you've had to build the standard, not inherit it

The Environment

Firmable runs lean and ships fast: small senior teams, no layers, minimal process. You'll work hybrid from Melbourne, with regular collaboration across Sales, Customer Success, Rev Ops, Product, and Finance.

We are an AI-native organisation. That means AI isn't a tool we reach for: it's the default operating mode. AI-assisted account research, automated whitespace mapping, agentic multi-threading intelligence. If you're not already working this way, this role isn't right for you.

Why This Role

• Founding AM role: own a high-quality book with clear whitespace and prove the expansion motion as we scale from pilot to a team

• Aggressive upside: a comp plan built to reward growth heavily, with a hard floor that keeps the focus on expansion

• Real career runway: shape the AM function as it grows; the ceiling is set by output, not tenure

Performance Measures

• Monthly and annual expansion ARR against quota

• Quarterly net revenue retention against target

• Whitespace conversion — seat and usage growth across the book

• Gross retention and churn protection

• Pipeline of expansion opportunities and forecast accuracy