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Head of Sales and Account Management

About Lumary


Lumary is a high-growth global healthtech company on a mission to revolutionise technology for the healthcare industry. We do this by developing solutions that support and empower service providers, working together to ensure better outcomes for people that need care. This commitment to partnership has been a key part of our success so far, and we are driven to continue evolving our products and our people so we can impact the healthcare community to thrive on a global scale.

 

Join Lumary and grow with us


- Well-established team working across Australia, USA & Philippines

- Servicing 200+ enterprise and SMB healthcare service providers (NDIS, aged care, allied health, ABA)

- 80k+ people using our core platform every day, supporting 500k+ care recipients via Lumary

- $6B NDIS funds processed through Lumary platform on an annual basis

- Be part of a high performing and purpose driven team solving a global issue for a highly addressable market


You will be working in an agile and start-up environment, with plenty of opportunities for you to lean in and develop your skills to make a meaningful contribution to Lumary’s mission and your career development. We push ourselves to build innovative products and deliver a first-rate customer experience to enable better outcomes for healthcare providers and their clients receiving care.


Our culture evolves with us on our scale-up journey. We focus on connection and building deep relationships with each other. We act in service of others to enable collective success and support. We think strategically and take ownership in our domains at every level. We remain positive and adaptable through change and growth.


You will find yourself quickly growing in your career, led by you and supported by us, and backed by a collaborative team that is open to new ideas and encourages everyone to bring their best selves to work.

 

About the Role


As a Head of Sales & Account Management based in Sydney / Melbourne, you will drive Lumary’s growth and customer acquisition and retention strategies by leading a high-performing team of Sales and Account Management professionals. This dual-domain leader will ensure the seamless integration of sales and post-sales activities to deliver exceptional customer experiences and achieve ambitious revenue and retention targets.


- Lead a high-performance Sales team in a fast paced, evolving environment to achieve and exceed sales targets

- Develop and execute go to market strategies, tactics and roadmaps for Lumary’s Australian Sales team, ensuring alignment with organisational growth goals to meet and exceed sales targets

- Establish sales objectives by forecasting and developing annual sales quotas; projecting expected sales volume and profit for existing and new products

- Drive alignment and cross functional collaboration across the Sales, Account Management, Brand and Communications, and Services teams to optimise our customer acquisition cost and long-term value equations

- Lead a high-performance Account Management team with a customer-centric approach, prioritising customer success and growth 

- Develop and execute proactive customer retention and expansion strategies

- Work in collaboration with teams to improve processes, playbooks, and other tools which enable the Sales and Account Management teams to do their best work

- Empower and enable team members through coaching and motivation, ensuring employee engagement, sense of fulfilment and career development in their roles


About You
  • 5+ years of senior SaaS sales and account management leadership experience
  • 10+ years experience as a mid-market / Enterprise B2B SaaS Sales Executive
  • Experience managing high performance sales and account management teams including KPI setting, mentoring and implementing/reviewing commission structures
  • Demonstrated success navigating selling complex deals 
  • Experience with negotiating diverse customer accounts, from SMB to Enterprise 
  • Demonstrated experience in exceeding expansion and retention targets
  • Demonstrated experience designing and implementing a sales strategy and roadmap and then successfully delivering both
  • Strong leadership capability in building and managing high-performing teams
  • Experience working cross-functionally with Product Development and Implementation teams to drive customer success (desirable)


Lumary’s Core Values
  • We ‘Lead with an open heart’ assuming positive intent and being courageous
  • We ‘Start with the end in mind’ focussing on long-term impact of our actions and decisions
  • We ‘Take action in uncertainty’ by proactively taking the next best step and exercising autonomy
  • We ‘Enable others for our collective good’ through kindness and a team-first approach


Benefits of Working With Lumary
  • Flexibility to work from home and the office - hybrid working environment if based at on office location in Adelaide, Sydney or Denver, alternatively fully remote if not employed at an office location
  • Flexible start and finish times - have a routine but on the days you need to book an appointment or finish early, go for it
  • Volunteer time off
  • Lumary Paid Parental leave
  • Monthly town halls for connection and company alignment
  • Monthly dedicated Social Connection days
  • Quarterly employee engagement surveys (currently at 78% engagement and trending upwards)
  • 70-20-10 rule of learning adopted org-wide
  • Own your personal and professional development and work with an internal coach or mentor (of your choosing) to support you on your life journey
  • Internationally growing company working towards a purposeful vision: Empowering sustainable healthcare


Working at Lumary


We are proud of the work we are doing and the team we have built so far.


Join us and be part of a team working together to do better. From the advanced products we build to our philanthropic work, we connect with the belief that what we do every day is positively impacting the lives of our community.


At Lumary, we value diversity and believe in a culture of inclusivity, regardless of race, religion, age, gender identity, sexual orientation, physical or mental ability, or ethnicity. We are committed to building a welcoming workplace where everyone feels safe, valued and respected.

 

The successful candidate will be required to successfully complete a National Criminal History Check and Working With Children Check for employment purposes.

Average salary estimate

$135000 / YEARLY (est.)
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$120000K
$150000K

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What You Should Know About Head of Sales and Account Management, Lumary

Join Lumary as our Head of Sales and Account Management in Sydney and be a pivotal force in transforming the healthcare landscape! At Lumary, a high-growth healthtech company, we’re on a mission to empower service providers to achieve better outcomes for those in need of care. In this dynamic role, you’ll lead a high-performing team, driving our growth and customer acquisition strategies while ensuring seamless integration between sales and post-sales activities. You will develop and implement innovative go-to-market strategies for our Australian team, fostering cross-functional collaboration to optimize customer acquisition costs and drive long-term value. The right candidate will possess over 5 years of senior SaaS sales and account management leadership experience and will be comfortable navigating the complexities of mid-market and enterprise sales. Alongside your team, you’ll focus on exceptional customer experiences, driving retention and expansion strategies that align with our commitment to service. At Lumary, we embrace a culture of inclusivity, kindness, and continuous improvement, providing opportunities for professional development and growth. With a flexible hybrid working environment, you’ll enjoy the autonomy to create your own routine while contributing to our mission of empowering sustainable healthcare. If you’re ready to make a meaningful impact in the healthcare community, we invite you to grow with us at Lumary!

Frequently Asked Questions (FAQs) for Head of Sales and Account Management Role at Lumary
What are the responsibilities of the Head of Sales and Account Management at Lumary?

As the Head of Sales and Account Management at Lumary, your key responsibilities include leading a high-performance sales team, developing and executing go-to-market strategies, establishing sales objectives, driving cross-functional collaboration for customer acquisition, and implementing customer retention and expansion strategies. You will ensure that both sales and account management teams deliver exceptional customer experiences.

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What qualifications are needed for the Head of Sales and Account Management role at Lumary?

To be successful as the Head of Sales and Account Management at Lumary, candidates should have 5+ years of senior SaaS sales and account management leadership experience, and a minimum of 10 years in mid-market or enterprise B2B SaaS sales. Strong leadership capabilities, experience with KPI setting and mentoring, and a proven track record in exceeding expansion and retention targets are also crucial.

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How does Lumary support employee growth for the Head of Sales and Account Management?

At Lumary, we are committed to the personal and professional growth of our employees. As the Head of Sales and Account Management, you will have access to internal coaching and mentorship opportunities, enabling you to tailor your development journey. We also encourage proactive learning as part of our 70-20-10 rule of learning, helping you continuously refine your skills.

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What is the company culture like at Lumary for the Head of Sales and Account Management?

The culture at Lumary is focused on connection, kindness, and teamwork. As the Head of Sales and Account Management, you will thrive in an environment that values open-hearted leadership and a service-oriented mindset. You'll collaborate with dynamic teams that support each other's success and work together towards a collective vision of empowering sustainable healthcare.

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What benefits does Lumary offer to the Head of Sales and Account Management?

Lumary offers a range of benefits for the Head of Sales and Account Management role including a flexible hybrid working environment, flexible start and finish times, volunteer time off, paid parental leave, and consistent engagement initiatives such as monthly town halls and social connection days. We prioritize employee wellbeing and engagement to foster a thriving work culture.

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Common Interview Questions for Head of Sales and Account Management
Can you describe your leadership style as the Head of Sales and Account Management?

When answering this question, reflect on your leadership approach. Mention how you prioritize team empowerment and open communication, highlighting any experiences where you successfully led high-performance teams to achieve challenging targets.

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How do you approach developing go-to-market strategies?

Discuss your process for developing go-to-market strategies. You might mention starting with market research, understanding customer needs, setting clear objectives, and aligning strategies with overall business goals to ensure successful execution.

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What tactics have you used to exceed sales targets in the past?

Provide specific examples of tactics that worked for you, such as utilizing data analytics to identify market trends, building strong relationships with customers, or implementing competitive pricing strategies. Showcase your analytical skills and customer-centric approach.

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How do you measure success in sales and account management?

Discuss key performance indicators (KPIs) you utilize, such as revenue growth, customer retention rates, and customer satisfaction scores. Emphasize your analytical mindset and how you leverage these metrics to enhance team performance.

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What strategies do you implement to foster cross-functional collaboration?

Highlight your commitment to collaboration by discussing specific strategies like regular inter-departmental meetings, creating project teams, or using communication tools to facilitate shared goals and drive unified efforts towards customer success.

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Tell me about a time you navigated a complex sales deal.

Share a detailed story about a complex sales deal where you overcame challenges through strategic planning and teamwork. Focus on your problem-solving skills and how communication played a key role in closing the deal.

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What is your experience with customer retention strategies?

Discuss your approach to customer retention, such as proactive customer engagement strategies, feedback mechanisms, and personalized communication that lead to improved retention rates. Relate it to your previous successes and the impact on overall business performance.

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How do you coach and motivate your sales team?

Talk about your coaching philosophy, including the importance of setting clear expectations, providing regular feedback, and fostering a positive team environment. Provide examples of successful coaching moments that led to team growth and motivation.

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What approach do you take in managing diverse customer accounts?

Share your understanding of the importance of tailoring approaches to different account types, from SMB to enterprise. Mention strategies such as relationship building and customizing solutions to meet unique customer needs effectively.

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How do you stay updated with industry trends that affect sales strategies?

Discuss your methods for staying informed, such as following industry news, participating in relevant forums, attending conferences, or leveraging professional networks. Emphasize the importance of being agile and adapting strategies to current market conditions.

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Lumary is a Healthcare Platform provider and Technology Service Partner for digital transformation, integration, and success. They are a customer-centric care management system powered by the world’s number 1 SaaS platform Salesforce. Lumary’s hea...

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Full-time, hybrid
DATE POSTED
January 18, 2025

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