Impress employers and recruiters.
Choose from hundreds of resume examples.

Impress employers and recruiters.
Choose from hundreds of resume examples.

Target Resume Now

About the Role

Lead a team of high-performing Commercial Sales Specialists overseeing one of Equifax ANZ’s largest and most critical enterprise B2B portfolios. Ensure Equifax maintains its leadership position and capitalizes on significant growth opportunities within this portfolio. Drive disciplined pipeline management, coach senior talent, and guide commercial strategy in a rapidly evolving market.

Responsibilities

• Coach, mentor, and develop a team of senior Commercial Sales Specialists, driving a high-performance culture, continuous learning, and talent growth.
• Oversee one of Equifax’s largest enterprise B2B portfolios, taking direct accountability for portfolio strategy, territory planning, pipeline coverage, and conversion metrics.
• Proactively identify performance opportunities across accounts and territories, selectively applying targeted intervention strategies to increase revenue growth.
• Partner with cross-segment Sales teams as domain experts to progress complex sales opportunities, execute targeted growth campaigns, and secure high-value wins.
• Maintain rigorous operational discipline, conducting regular pipeline reviews, territory allocation, and accurate monthly ARR/NNR sales forecasting.
• Act as the primary escalation lead for complex customer challenges, navigating high-stakes customer dynamics and resolving internal operational roadblocks.
• Establish yourself and the team as subject matter experts across the commercial product portfolio to guide complex customer engagements.
• Bridge the gap between Sales and Product Management, translating market feedback, customer priorities, and regulatory trends into actionable input for product roadmaps.
• Collaborate effectively across matrixed business units including Marketing, Legal, Solutions Delivery, and Pricing, to execute commercial strategies smoothly.
• Support tactical initiatives across account expansion, new customer acquisition, competitive displacements, contract renewals, and enterprise RFP responses.
• Embody Equifax values and leadership charters, fostering an inclusive, collaborative, and safe team environment.

Requirements

• 10+ years' experience leading high-performance teams in complex markets.
• Proven track record in coaching, mentoring, and fostering a high-performance culture.
• Commercially astute with strong experience in strategic account management, budgetary formulation, and complex sales negotiation.
• Ability to translate business, accounting, and reporting insights into actionable strategy.
• Demonstrated ability to rapidly master new and complex products within a portfolio to quickly building deep subject matter expertise.
• Rigorous approach to sales operations, including territory structuring, accurate revenue forecasting, and pipeline management.
• Advanced analytical and problem-solving skills.
• Exceptional interpersonal, communication, and presentation skills.
• Proven ability to influence at a strategic level, navigate matrixed organisational structures, and manage high-level stakeholder relationships.
• Concrete history of supporting teams to overcome revenue hurdles and successfully returning underperforming portfolios to growth targets.
• Extensive knowledge of the financial services, credit, and telecommunications sectors.
• Bachelor’s degree in Business, Commerce, Finance, or a related field.
• In-depth subject matter expertise in commercial credit, entity identification, asset verification, or commercial risk analytics (not mandatory).
• Recognised industry thought leadership with an active external executive network across the Australian financial services or commercial sectors.
• Hands-on experience partnering directly with Product Management and Sales teams to influence commercial strategy and product roadmap development.
• Previous experience selling into financial services or telecommunications sectors.

Skills

• Sales Leadership
• Strategic Account Management
• Budgetary Formulation
• Complex Sales Negotiation
• Product Expertise
• Sales Operations
• Revenue Forecasting
• Pipeline Management
• Analytical Skills
• Problem-Solving
• Interpersonal Skills
• Communication Skills
• Presentation Skills
• Stakeholder Management
• Commercial Credit
• Entity Identification
• Asset Verification
• Commercial Risk Analytics
• Thought Leadership
• Product Roadmap Development

Location

• Sydney, Australia
• Melbourne, Australia

Work Type

• Hybrid
• Full-time

Experience Level

• Senior
• 10+ years

Education Level

• Bachelor's degree

About the Company

• Equifax ANZ is a leader in risk and analytics solutions.