Head of Sales & Marketing
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Job Description
$180k - $220k pa plus super and performance bonus
We are an established and growing Australian telecommunications solutions provider, delivering connectivity and network solutions to resources, agriculture, government and enterprise customers across regional and remote Australia. That specialisation is deliberate: we stay out of town, we don't touch residential, and we aim to be the best in the country at what we do. Every solution we sell is fit for purpose.
We zoom out, consider all the options, and deliver the smarter answer, not the default one.
We're a proudly for-profit business with a relentless focus on building EBITDA, and we like to be loud and proud in our market. We have fun and we make noise. We're now investing in a broader commercial leadership role to support our next phase of growth.
This search is being run confidentially. Our identity will be shared with shortlisted candidates.
About the Role
This is a senior leadership role covering sales, business development, account management, marketing and brand, and contract management. You'll lead a team of business development managers and sales engineers (pre-sales and pricing), with scope for the team to grow to include contract administration/support staff.
This is a player-coach role, and it won't suit someone looking to step away from selling. You'll carry your own client relationships and opportunities, engaging customers directly, presenting proposals, negotiating and closing deals, while leading the team to do the same. The right person genuinely enjoys building relationships, creating opportunities and closing deals themselves.
Ours is complex, solution-based B2B selling: our customers buy outcomes and business solutions, not products. Success demands commercial judgement, not just sales experience. That means an instinct for value, margin and strategic negotiation, knowing when to push back, and maximising opportunity value while protecting the business.
Contract ownership, from drafting, negotiating and managing client contracts and MSAs through to ongoing contract administration, is a core, ongoing part of this role, not an optional extra.
On marketing: this is strategic oversight and direction of our brand, market position and marketing activity, not a hands‑on marketing production role. You'll set the direction and manage the resources and agencies that execute.
You’ll report directly to the CEO, sit on the senior leadership team, and provide regular commercial reporting to the Board.
Success in this role will be measured by sustainable revenue growth, stronger strategic client relationships, improved commercial outcomes, and the building of a high‑performing commercial team.
Key Responsibilities
Personally engage customers and sell: own key client relationships, develop opportunities, present proposals, and negotiate and close deals alongside your team.
Lead, coach and performance‑manage a team of business development managers and sales engineers (pre-sales & pricing), setting clear standards, KPIs and regular feedback rhythms.
Own contract management end‑to‑end: drafting, reviewing and negotiating client contracts and MSAs, and managing ongoing contract administration and compliance.
Own the sales strategy and drive achievement of revenue targets across the product and solution set, including recurring revenue growth and EBITDA contribution.
Manage and grow key client accounts, ensuring strong retention and expansion of existing relationships.
Set and oversee the marketing and brand strategy (website and digital assets, advertising, trade shows, media and printed collateral), keeping us loud, proud and visible in our market.
Build commercial acumen across the team: proposal quality, margin discipline, and consistent pipeline discipline in the CRM.
Report pipeline, forecast and performance to the CEO and Board, with a controlled, evidence‑based approach to forecasting.
Represent the business's brand and market position at industry events and with key clients.
Partner closely with pre‑sales, project delivery and operations teams to ensure a seamless client experience from proposal through to delivery.
Identify new markets, products and opportunities to grow market share.
What You'll Bring
A track record of leading commercial outcomes across sales, account management and marketing, ideally in IT, telecommunications or a technical B2B environment.
A current, personal track record of selling: you still enjoy engaging customers, presenting and closing, not just managing those who do.
Demonstrated experience in solution selling and complex B2B sales: selling outcomes and business value, not products off a price list.
Sharp commercial judgement: an instinct for value, margin and negotiation leverage, and the confidence to push back when a deal isn’t right for the business.
Direct experience owning commercial contracts (drafting, negotiating and managing client agreements) is essential, not preferred.
Strong coaching and people leadership skills across a mixed team of sales and technical pre‑sales staff.
Confidence operating at senior leadership level, including reporting directly to a CEO and Board.
How We Work
Teamwork makes the dream work: safety first, we have each other's backs, and we own the results together. We take our work seriously, not ourselves.
Execution is king: do it once, do it right, do it on time. We're transparent and accountable, and we do what we say.
Driven: we challenge convention, innovate and continually improve. We're energetic, bold, brave and resilient, and feedback is the breakfast of champions.
Trusted to deliver: we solve real problems that make a difference for our customers, and we keep our promises. Find a way or make a way. A genuine senior leadership role reporting directly to the CEO, with Board visibility.
The Right Person
We recognise that exceptional commercial leaders don’t always follow a traditional career path. If you have a proven track record of delivering commercial outcomes and believe you can succeed in this role, we’d encourage you to apply, even if your experience doesn’t align perfectly with every requirement. Some of the best commercial operators come through business development, partnerships, technical sales or founder‑led sales rather than a conventional management ladder.
What matters is judgement, drive and results.
What’s On Offer
A genuine senior leadership role reporting directly to the CEO, with Board visibility.
Broad scope across sales, marketing, account management and contracts: true ownership, not just a sales quota.
An established client base, active pipeline and an experienced team (sales + pre‑sales) to lead.
Competitive package: base salary plus performance bonus, commensurate with experience.
Your application will include the following questions:
- Which of the following statements best describes your right to work in Australia?
- What's your expected annual base salary?
- Do you have experience with solution selling methodologies?
- How many years' experience do you have with contracts administration?
- How many years of people management experience do you have?
- How many years of B2B sales experience do you have?
- Do you have telco sales experience?
- How many years' experience do you have in a marketing role?