# Team Lead, Account Management

**Company:** [Fareharbor](https://hotfix.jobs/companies/fareharbor)
**Location:** Sydney, Australia
**Role:** Account Management
**Experience:** 5+ years
**Skills:** Account Management, Net Revenue Retention, Upselling, Portfolio Management, Account Planning, Consultative Selling, Stakeholder Engagement, Data Analysis, Financial Literacy, Forecasting, Pipeline Management, Product Adoption, Performance Dashboards, Coaching, De-Escalation
**Posted:** 2026-08-13

> Leads APAC account management performance by driving retention, expansion revenue, portfolio health, and product adoption. The role manages a high-impact portfolio, mentors Account Managers, handles complex escalations, and improves commercial processes and team capability.

## Job Description

## Responsibilities

### Commercial Ownership and Growth
- Drive regional Net Revenue Retention (NRR) and revenue growth targets across the APAC portfolio.
- Partner with and mentor Account Managers to identify whitespace opportunities and accelerate upsell pipeline conversion.
- Lead monthly portfolio performance reviews to identify churn risks and revenue growth opportunities.
- Ensure upsell growth aligns with targets, Quads expectations, AM Playbook standards, and pipeline hygiene.
- Improve commercial outcomes through structured deal reviews and growth-action coaching.
- Identify revenue-risk trends and recommend corrective commercial action to AM leadership.
- Monitor team KPIs, including Quads, AM Playbook adherence, upsell volumes, and portfolio health metrics.

### Portfolio Management
- Manage a reduced, high-impact portfolio while maintaining hands-on commercial expertise.
- Model best-in-class account planning, executive engagement, and revenue expansion strategy.
- Demonstrate commercial discipline across retention strategy, upsell motions, and long-term account growth.
- Establish standards for account-planning quality and revenue-opportunity identification.
- Serve as the first escalation point for high-value and complex accounts.
- Collaborate with internal stakeholders to resolve complex issues and explore strategic options.

### Commercial Capability Development
- Conduct structured ENT client reviews focused on growth identification, stakeholder mapping, technical problem-solving, and expansion planning.
- Mentor and coach Account Managers on value-based consultative selling, stakeholder engagement, client revenue and data analysis, storytelling, objection handling, and de-escalation.
- Provide constructive, actionable feedback to strengthen individual and team performance.
- Identify skill gaps and collaborate with the AM Manager on development plans.
- Lead recurring skill-building workshops on commercial thinking and strategic account planning.

### Portfolio and Process Strategy
- Support Account Managers in prioritizing time according to commercial opportunity and churn risk.
- Vet and implement process improvements that increase efficiency without compromising revenue outcomes.
- Identify process gaps and provide structured improvement feedback.
- Liaise with cross-functional stakeholders to improve workflows and commercial execution.
- Create and maintain performance dashboards showing portfolio health, risks, and mitigation actions.
- Stay informed about alpha and beta testing, product releases, and feature rollouts.
- Drive awareness and client adoption of new products and enhancements.
- Execute team initiatives and engagement events.

### Leadership
- Act as a visible leadership presence within the Account Management team.
- Reinforce accountability, ownership, responsiveness, preparation, and executive-level communication.
- Serve as the first escalation point for high-risk or high-value accounts.
- Foster a transparent, high-performance culture focused on measurable outcomes.
- Communicate effectively with internal and external stakeholders.
- Participate in internal projects as business needs arise.

## Success Measures
- Meet or exceed APAC Net Revenue Retention (NRR) targets.
- Increase upsell conversion rates and volume.
- Reduce preventable and net-new churn.
- Improve Account Manager commercial competency, client adoption, interaction, and growth.
- Reduce reactive escalations through proactive portfolio management and collaborative problem-solving.

## Requirements and Core Competencies
- 2–3+ years of high performance in Account Management or an equivalent commercial role.
- Proven track record of exceeding retention and expansion targets.
- Demonstrated history of driving measurable revenue growth within an account portfolio.
- Strong commercial acumen and ability to translate data into actionable growth strategies.
- Ability to coach others to improve expansion performance and retention outcomes.
- Demonstrated leadership presence and ability to influence team standards.
- Advanced analytical skills and strong financial literacy.
- Executive presence with the ability to influence internal and client stakeholders.
- High accountability and focus on measurable business impact.

## Similar jobs

- [Sales Manager, Public Sector](https://hotfix.jobs/jobs/6801d56a-e198-4711-b5b9-1d7ff41dc42a) - Harvey - Remote - $400k – $440k/yr
- [Manager, Field Sales](https://hotfix.jobs/jobs/90cfa855-ff70-4068-aef7-5187a437619a) - Square - Melbourne, Australia
- [Account Manager](https://hotfix.jobs/jobs/e55185ef-915f-43ca-8869-fbe6c47a8016) - Flexport - Melbourne, Australia
- [VIP Account Manager](https://hotfix.jobs/jobs/a619d168-1583-4bf4-bc82-881b4e090d50) - Phantom - Remote - $75k – $100k/yr
- [Account Manager, Commercial](https://hotfix.jobs/jobs/1a3a863a-fd30-4880-b438-5b9825b5efcb) - PandaDoc - Remote

**Apply:** https://hotfix.jobs/jobs/2413f387-a0c1-4328-8025-af78aa40ce93
**Canonical:** https://hotfix.jobs/jobs/2413f387-a0c1-4328-8025-af78aa40ce93