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Commercial Manager
Administration · Full-time
Melbourne, VIC, Australia
We are searching for a Commercial Manager to help accelerate growth and performance across sales, partnerships, and account management functions. You’ll analyse funnels and pipelines, identify and act upon growth opportunities with merchants and partners, improve operational workflows and processes to help our teams work faster, build and own relationships with large merchants, and maintain and enhance customer retention.
No two days will be the same, and you’ll need to balance a data-driven mindset with an execution bias. You will maintain the health of our commercial engine operationally, and ensure that our key growth drivers (sales, partnerships and account management) are well-supported, and high-performing..
This is a unique opportunity for an individual with experience in commercial operations, partnerships, and business development looking to be hands-on across high-impact projects that span the breadth of Zeller’s growth engine. This role requires someone commercially ambitious, operationally grounded, relationship focused, and comfortable working across a wide range of concurrent projects. You will be customer / partner facing, lead client meetings and presentations, support the sales-cycle in-person, and work directly with partners to achieve commercially beneficial outcomes.
What you'll do
- Own the operations, workflows, and process across the team, including implementation, cross-sell, and retention
- Manage relationships with high-value customers to support retention and technical support — including negotiating contract renewals / extensions as they arise
- Capture feedback from managed accounts, ensuring delivery to Product / Engineering and then closing the loop with customers once requests are delivered
- Lead and execute a customer retention strategy that drives stickiness and prevents churn
- Build our direct cross-sell engine via account management, enabling merchant uptake of additional products through education, content, upsell, and incentives
- Build a repeatable inbound and outbound lead generation engine (MQL, SQL), collaborating across marketing, inbound / outbound BDR, and AE team(s)
- Establish and maintain CRM, forecasting, and reporting discipline for AEs and Regional Managers
- Monitor, analyse, and optimise performance of AEs on a regional and individual level, enabling Regional Managers with insight and materials needed to coach and improve performance
- Work with partners to establish mutually beneficial lead referral models
- Identify new, and work with existing partners ( POS, QR code ordering, ecommerce, industry / association, etc) to expand integrations with Zeller and grow customer referrals / revenue
- Build preference for Zeller amongst the leading POS providers by attending tradeshows, events, and networking, ensuring Zeller is seen as the partner of choice for integration and customer referral
- Project management new partner deployment, including commercial negotiations, integration progress and certification, go-to-market, co-marketing, and ongoing partner account management
- Collaborate with Product and Engineering team to identify opportunities for new SDK development that will open Zeller up to new partner revenue streams
- Expand and manage Zeller’s reseller network in Australia and the United Kingdom
- Manage a small number of multi-disciplinary direct reports across Sales, Partnerships and Account Management
- Consistently track and ensure delivery against KPIs (implementation, revenue, retention, CSAT) for Account Management and Partnership functions
Account Management
Sales and Lead Generation
Partnerships
What we're looking for
- 3+ years of experience as a sales manager, with experience spanning business development, partnerships, and operations in a fast-growth startup / scaleup environment
- Ability to translate company growth objectives into a clear go-to-market and revenue strategy
- Proven ability to win complex, high-value partnerships / customer renewals across multiple stakeholders and extended sales cycles
- Commercial acumen; you can negotiate complex partnerships / deals via transaction rates, contracts and by leveraging product benefits
- Strong understanding of acquiring, payments economics, transaction pricing, POS/EFTPOS, banking products and the competitive landscape
- Experience mapping out complex operational processes, and translating them into scalable workflows (via a CRM — we use Hubspot)
- Understanding of pipeline creation and lead generation, with the ability to drive both inbound and outbound demand through 1:1 outreach or teams / programs / marketing
- Sales process design; you can evolve selling into structured, scalable methodology (both operationally and via enablement)
- Strong understanding of margin, cost-to-acquire, and payback period, and the trade-offs involved in managing and retaining large customers or partners
- Disciplined pipeline management, forecasting, target setting and reporting within a CRM.
- Ability to identify, structure and grow relationships with POS providers, software platforms, channel partners, resellers and other strategic partners
- Credibility selling to CFOs, CEOs, finance leaders, operations leaders and business owners.
- Enough technical depth to understand integrations, SDKs, APIs, payment flows and product capabilities without needing to be an engineer
- You can identify new verticals, customer segments, geographies and product-led commercial opportunities, then translate those into action / execution across a variety of teams (Marketing, Partnerships, Account Management, and Sales)
- You have a fFounder mentality; you’re comfortable operating with ambiguity, building from scratch and personally closing deals rather than simply managing a team.
- A strong commercial ambition and bias towards growth, winning market share and materially increasing revenue, balanced with disciplined economics.
- A long-term, company building mindset
This role is unique in that it supports the commercial foundations that enable Zeller to scale even faster. We’re searching for an up-and-coming business development manager who combines leadership with sales execution, commercial expertise, and data-driven judgement. You’ll need to be confident in winning and retaining customers and partners, and driving revenue from opportunities you've identified and executed on.