Junior Account Manager

We’re an ASX-listed (ASX: IRI), Australian-based, technology company embarking on an exciting journey as we pivot our strategy towards product-led growth and innovation. At IR, we provide Observability that powers elite business performance. Trusted by the world’s largest organizations for more than 30 years, our market-leading observability solutions are powered by Prognosis - the only real-time intelligence platform built for multi-vendor infrastructure, UC and CC and payments environments.

Now, we are looking for dynamic, high performing individuals to help us deliver on the next chapter for IR. You’ll have the opportunity to make an impact at an evolving global company on the cusp of transformation.

Further information is available here: https://www.ir.com/

About the Role:

The Junior Account Manager owns a book of existing IR clients across the Collaborate and Mid-Market portfolio. The role is accountable for retaining and growing that book: running the full renewal cycle, identifying up-sell and cross-sell opportunities, and building the account management craft while doing it.

This is a deliberate entry point into enterprise sales and a structured path into full Account Management. IR is hiring for commercial instinct and client judgement rather than for a sales CV. Product knowledge, market context and sales methodology will be taught.

Applications are welcomed from candidates currently in corporate, client-facing roles who are ready to move into a commercial career: project or delivery management, customer success, account coordination, inside sales, or product and technical support. This role is an entry point rather than a destination. The progression from here is to Account Manager, carrying named strategic accounts, typically within 18 to 24 months.

Ramp & First Twelve Months:

• Days 1 to 30: Product, market and process grounding. Shadow the assigned buddy on live renewals. Know the book: every account, renewal date and key contact.

• Days 31 to 90: Running smaller renewals end to end. First solo client meetings. Account plans drafted for top accounts.

• Days 91 to 180: Owning the full book. Carrying forecast. First expansion opportunities sourced and progressed.

• Months 7 to 12: Performing at quota. Negotiating own price increases. Contributing in team deal reviews rather than only receiving coaching.

Responsibilities:

• Manage a named book of accounts across the Collaborate and Mid-Market portfolio, together with a set of lower-value trial and testing accounts.
• Own an annual quota of approx. USD $3M, weighted toward renewal retention, with a secondary expansion target from up-sell and cross-sell
• Manage the full renewal cycle on every account in the book: relationship, forecast, negotiation and close.
• Joint ownership with a senior Account Manager or the VP of Sales on renewals on large complex accounts, and on any account facing active competitive displacement.
• Run the full renewal cycle across the assigned book, from early engagement through to signature
• Meet client contacts on a consistent cadence so that renewals are never a surprise conversation
• Identify churn risk early and act on it before it escalates into a save
• Forecast the book accurately and maintain current, accurate records in Salesforce
• Identify and pursue up-sell and cross-sell opportunities within the renewal base
• Build account growth plans with coaching, and progress them independently through ramp
• Develop sufficient understanding of each client's infrastructure and priorities to identify where IR should sit next
• Negotiate price increases, expansions and contract terms, with senior support on higher-value renewals
• Deliver clear, confident presentations and demonstrations to client stakeholders
• Address objections and competitive pressure directly rather than deflecting or escalating by default
• Build the ROI and business case for IR and present it to budget holders
• Work with Sales Engineering, Client Success, Professional Services and Partners to bring the right expertise into each account