Sales Manager, Expansion

Job description

You will own commercial outcomes across our most valuable existing accounts, hotel groups, holiday parks, and property operators who already know and trust us, while building and leading the team that hunts expansion whitespace inside them. You will carry your own portfolio, close your own deals, and set the standard for how the expansion motion runs: the plays, the pipeline discipline, and the partnership with Customer Success. As the function scales, you will hire, coach, and develop the people who run it with you.

What you'll be doing

• Owning expansion ARR and renewal targets across Tier 1 and Tier 2 accounts, both through your own portfolio and through your team
• Leading, coaching, and developing a small team of expansion focused account executives, with hiring responsibility as the function grows
• Building the expansion playbook: qualification, account planning, QBR led discovery, and negotiation standards the whole team runs on
• Managing a structured renewal book and forecast, giving leadership clear visibility of committed, at risk, and upside revenue
• Building multi threaded relationships across operational, finance, and executive stakeholders in key accounts, and stepping into the room for the biggest negotiations
• Partnering with Customer Success leadership to keep clean role delineation: your team owns commercial outcomes, CSMs own value delivery and adoption
• Feeding market and customer insight back to Product and Marketing with commercial context and client backed evidence
• Holding the bar on CRM discipline, pipeline hygiene, and forecast accuracy across the team
  
  

What you'll bring

• A strong track record in expansion, renewals, or account management sales within SaaS or technology, with measurable results against retention and growth targets
• Experience leading or mentoring salespeople, whether as a formal manager or a senior IC who has coached others, with the appetite to build a team
• A hunter's instinct applied to an existing base: you find whitespace, create opportunities, and close, and you can teach others to do the same
• Confidence negotiating complex renewals and multi year agreements, and the credibility to lead executive level conversations
• Familiarity with structured sales methodologies such as Challenger, MEDDPICC, or SPIN, and the discipline to embed one in a team
• Comfort using AI tools as a standard part of account research and deal preparation, with good judgement about the outputs
• A collaborative mindset, because in an existing customer base, how your team sells matters as much as whether they sell

Why RMS?
Remote-First, Collaboration-Ready
We support remote-first working with occasional in-office time for collaboration and connection when it matters most.

Growth and Progression
As RMS grows, so do the opportunities. You will have the chance to expand your scope, develop new skills, and progress your career as the business scales.

Ownership and Autonomy
You are trusted to own your work and make decisions. We value accountability, initiative, and people who take pride in delivering outcomes.

Work That Matters
Your work will have visible impact. You will contribute to meaningful initiatives that shape how our platform evolves and how customers succeed.

AI as a First-Class Capability
You will work in teams where AI is embedded into everyday engineering workflows, not treated as an experiment or side project.

Modern Engineering Evolution
We are actively evolving how software is built, shifting emphasis toward clear specifications, system design, and high-leverage collaboration with AI agents.

Space to Learn and Lead
You will have time, support, and air cover to experiment, help define best practices, and influence how AI-augmented engineering matures across the organisation.

Requires SaaS or technology sales experience in expansion, renewals, or account management; sales leadership or mentoring experience; complex negotiation skills; and familiarity with Challenger, MEDDPICC, or SPIN methodologies.

Key Responsibilities

• owning revenue
• leading salespeople
• managing renewals

Skills & Tools

Challenger, MEDDPICC, SPIN, AI

Job Details

• Category: Sales
• Seniority: Mid Level
• Commitment: Full Time
• Workplace: Remote — Australia
• Languages: English

Benefits

• Generous paid time off

About RMS

A software company providing technology solutions for hospitality businesses. — Industry: Information Technology