Director, Sales

See what you can do with Prophix More than 3,000 finance teams across 100+ countries use Prophix One™ to plan, report, and make better decisions without the spreadsheet chaos. We’re a global team with a growing ANZ presence, and we’re looking for people who want to do great work, make a real contribution, and build a career with genuine international reach. We have teams and offices across the UK, Europe, North America, and Australia. Trusted by more than 3,000 finance teams across 100+ countries, Prophix One™ is built for organisations that want to plan smarter and move faster. Prophix is building its ANZ customer expansion commercial motion right now and this is the role that leads it. As Director, Sales, you will design the system, set the standard, and develop a team capable of driving meaningful expansion ARR through CFO and Controller-level conversations. You will work in close partnership with Sales leadership, Customer Success, and RevOps to align the commercial motion across every function that shares accountability for customer outcomes. This is a role for someone who has built something before and wants to do it again at a company where the product is strong, the customer base is real, and the opportunity to leave a visible mark is significant. You'll have the backing of a PE-supported global business and the autonomy to shape what the ANZ commercial motion looks like for years to come. What You Will Do Design and implement the ANZ customer expansion commercial motion from the ground up, including account readiness frameworks, territory structure across Australia and New Zealand, joint account planning, and pipeline discipline in close partnership with Sales and Customer Success leadership. Assess every team member against a clear commercial standard within your first 60 days, identify development opportunities, build individual growth plans, and deliver a documented talent strategy to the VP, Sales. Coach the team toward CFO and Controller-level conversations through specific, skill-based development and build a team where every rep has a clear growth path and knows what great looks like at each stage of the motion. Run weekly pipeline inspection with rigor: qualify deals in and out, hold a high bar for forecast accuracy, and build a team culture where pipeline honesty is non-negotiable. Build and maintain joint account plans across the highest-value accounts, surfacing expansion opportunities and aligning internal resources to customer outcomes. Design territory and coverage models that reflect the distinct dynamics of the Australian and New Zealand markets aligned to customer value and industry vertical Ensure the team is structured to maximize expansion opportunities across the ANZ market. Partner with Customer Success, RevOps, and Sales leadership to drive adoption and process consistency across teams, while monitoring retention signals to ensure sustainable expansion is built on a healthy customer foundation. Build systems that convert product usage data into creating a proactive expansion motion and owning forecast accuracy to senior leadership on a consistent cadence. What You Will Bring We hire for potential as much as experience. If this role excites you but you don’t check every box, we still want to hear from you. At Prophix, people who ask good questions, adapt quickly, and bring a fresh perspective often make the biggest impact. Required Qualifications Proven track record managing a quota-carrying B2B SaaS sales team to expansion ARR targets, with individual rep accountability and a clear methodology for pipeline management and forecasting Experience leading or covering both Australian and New Zealand markets, with an understanding of how buyer behaviour, deal cycles, and market dynamics differ between the two Experience using Gong (or equivalent) for day-to-day sales management and pipelining, as well as call review, coaching, and revenue intelligence Demonstrated ability to sell into or coach sales conversations with CFOs, Controllers, or Finance VPs in finance-adjacent software: FP&A, ERP, close management, or accounting Demonstrated ability to use customer success platform data (ChurnZero, Gainsight, or equivalent) to identify expansion-ready accounts from product usage signals and translate those signals into commercial action Active use of AI tools in daily sales management workflow — call prep, deal strategy, account research, and team enablement — with the ability to design AI-assisted workflows that expand team capacity Willingness and ability to travel approximately 10% of the time Curious, open to new approaches, and motivated to continuously improve Collaborative mindset when working across teams Must have the right to work in Australia: please note that we are not able to offer visa sponsorship for this role. Preferred Qualifications Experience working in PE-backed, mid-market SaaS environments Hands-on experience designing territory and coverage models or leading a commercial motion redesign from the ground up Familiarity with Pendo or equivalent product analytics tool for usage-based account prioritization Experience in a model where Customer Success and Sales share accountability for customer outcomes, with a structured handoff between adoption and expansion MEDDIC, MEDDPICC, Value Framework, or Solution Selling certification, combined with experience selling across a multi-product finance software portfolio using product usage signals as the engine that drives commercial activity What Success Looks Like 30 days: You know our platform, our customers, and how your team operates. You’ve completed onboarding and are contributing to live work. 90 days: You’re working independently, owning deliverables end to end, and building relationships across functions and regions. 6 months: Your fingerprints are on something real. You’ve improved a process, shipped something meaningful, or earned a seat at the table on a decision that matters. Why Join Prophix? Working at Prophix in Australia means you’re connected to a genuinely global operation, not a satellite office with limited scope. You’ll collaborate across functions and time zones, work directly with customers in different industries, and build the kind of broad experience that accelerates a career. We’re direct about how we work: hybrid arrangements are defined per role, we invest in professional development, and we believe good people deserve real ownership from day one. Our values are Pursue Excellence, Build with Purpose, Create Wins for All, and Drive Continuous Innovation, and these are what we actually use to make decisions. What’s Included for You? Hybrid set-up from our central Perth office with flexible working hours Co-funded gym membership, mobile plan, home broadband and home office equipment allowance Birthday leave, extended leave, and mini sabbatical options for long-serving employees Employee & Family Assistance Programme access Professional development support and financial assistance for learning Social events, team activities, and opportunities to build community Opportunities to participate in Environmental, Social, and Governance (ESG) initiatives Quarterly Town Halls and Kickoffs that bring teams together to celebrate wins, share updates, and look ahead at what’s next Apply Now! If you’re looking for a place where your work touches real products, real customers, and real decisions, and where your career can grow in the direction you choose. We would love to meet you. Apply and let’s talk about what’s possible. Equal Opportunities & Inclusion Prophix is an equal opportunity employer. We welcome applications from people of all backgrounds, experiences, and identities, and are committed to creating an inclusive environment where everyone can do their best work. If you require any adjustments during the recruitment process, please let us know. Accessibility & AI Transparency Prophix promotes an accessible hiring process. If you need accommodation at any stage, we’ll work with you. Some interviews may be recorded so our hiring team can review and assess responses fairly and consistently. As part of our commitment to Responsible AI, we use a small number of AI-supported tools to help with tasks like resume review, shortlisting, or creating interview summaries. AI is never used as the sole basis for hiring decisions, and your personal data is never used to train AI models. If you'd prefer not to take part in any AI-assisted step, just let us know and we’ll be happy to accommodate.