Info-Tech Research Group

Title: Enterprise Account Executive (Hybrid) Location: Sydney Australia Job Category: Sales Requisition Number: ENTER004911 Full-Time Hybrid Job Description: You'll Be a Great Fit If You... - Bring 10+ years of enterprise B2B sales experience, ideally working with CIOs, IT, and business leaders in the commercial or public sector. - Are resilient, independent, and self-starting - someone who thrives on autonomy and takes full ownership of their territory. - Build strong, trust-based relationships and are confident leading strategic, value-based conversations at the CxO level. - Are intellectually curious, commercially minded, and able to connect technology issues to broader business outcomes. - Operate with a hunter mentality and a strong sense of urgency to create and close opportunities. - Are comfortable with modern sales tech like Salesforce or the Microsoft suite - Are based in Sydney, NSW, with the ability to travel regionally for in-person client meetings. Responsibilities: - Growing our member base across APAC market, building relationships with new prospects and expanding value with current members. - Responsible for the full suite of Info-Tech products and services that provide an integrated value proposition to prospective and current clients. - Ensure consistent monthly prospecting and lead generation activity targeting the right buying centers, leveraging online resources and sales tools in addition to company marketing campaigns. - Work marketing leads and conduct warm calls into your geographical territory to book onsite sales presentations with prospective clients. - Prepare for sales presentations by customizing PowerPoint presentations to align with the target audience. - Execute sales appointments to a high standard demonstrating proficient product and functional knowledge and adherence to Info-Tech Research Group's sales processes and methodologies. - Successfully manage sales opportunities through the pipeline in an efficient manner. - Actively participate in ongoing sales coaching and training activities and demonstrate a strong commitment to personal improvement and advancement. - Provide senior leadership team with on-going customer feedback to help shape sales and marketing effectiveness, product improvement and innovation. - Partner with the research department to include relevant analysts in sales presentations as needed. Key Selection Criteria - Strong track record in enterprise sales, ideally in technology, research, consulting, or professional services. - Experience working with C-level stakeholders, especially within the APAC market. - Self-motivated, resilient, and comfortable working in a remote role while staying connected to a high-performance global team. - Strong communication, storytelling, and consultative selling skills. - Passionate about helping clients achieve tangible results, not just buying services. - Bachelor's or Master's degree preferred. - Must have a valid Australian driver's license and working rights. Benefits we offer: - Competitive compensation package - Health Insurance benefits - Paid parental leave - Flexible work policy - Employee recognition and development programs Info-Tech Research Group of companies is an equal opportunity employer committed to diversity and inclusion and does not discriminate on the basis of any legally protected status or characteristic including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran and are pleased to consider all qualified applicants. To that end, upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process. #LI-BS1

Title: Sales Team Lead Location: Sydney Australia Job Category: Sales Requisition Number: SALES004918 Full-Time Hybrid Job Description: Why Join Us - Lead from the front in a role that combines sales success with people leadership - Directly influence revenue performance and business growth - Work closely with senior commercial leaders on strategic initiatives - Play a key role in developing and coaching sales talent - Gain exposure to cross-functional and strategic business initiatives - Benefit from a clear pathway into broader sales leadership opportunities - Join a collaborative, high-performance culture that values accountability, ownership, and results What Youll Be Responsible For Deliver Revenue Growth - Own and deliver against an individual sales quota - Manage the full sales cycle from prospecting and pipeline generation through to negotiation and close - Build and maintain a healthy pipeline across target market segments - Lead complex, high-value sales opportunities with a focus on sustainable revenue growth and long-term customer value - Establish and strengthen relationships with key clients and stakeholders - Maintain strong sales execution and forecast accuracy Lead and Develop Your Team - Lead, coach, and support a team of 2-4 sales professionals - Provide hands-on deal coaching and real-time support throughout the sales process - Set clear performance expectations across activity, pipeline, and revenue metrics - Conduct regular coaching, performance, and development conversations - Foster a culture of accountability, continuous improvement, and collaboration - Support onboarding and development of new team members - Recognise and celebrate team achievements while driving high performance Drive Sales Excellence - Drive outbound activity and prospecting disciplines to maintain a healthy top of funnel - Ensure effective management of inbound and outbound lead channels - Monitor pipeline health and proactively address risks, gaps, and performance challenges - Maintain accurate CRM data and ensure consistent use of sales processes and tools - Promote best-practice sales methodologies and operational discipline - Use data and insights to identify opportunities for improvement and growth Partner as a Commercial Leader - Collaborate with business leaders to execute go-to-market strategies and territory plans - Provide clear and timely updates on pipeline performance, forecasts, risks, and opportunities - Engage directly with customers and prospects alongside team members - Contribute to the ongoing improvement of sales processes, messaging, and commercial effectiveness - Lead by example through consistent performance, professionalism, and customer focus - Operate effectively within a hybrid, office-forward environment with regular in-office presence What Were Looking For - Proven track record of achieving or exceeding sales targets in a B2B sales environment - Demonstrated success managing full-cycle sales opportunities, including complex or strategic deals - Previous people leadership experience, or a strong track record of coaching and mentoring sales professionals - Ability to balance individual sales performance with team leadership responsibilities - Strong pipeline management, forecasting, and sales planning capabilities - Commercially minded with strong analytical and decision-making skills - Experience using CRM systems and sales performance metrics to drive outcomes - Excellent communication, coaching, and stakeholder management skills - High levels of accountability, ownership, resilience, and execution focus - Comfortable operating in a fast-paced, performance-driven environment What Success Looks Like In this role, success will be measured by your ability to: - Consistently achieve or exceed individual sales targets - Build and maintain a healthy, predictable pipeline for both yourself and your team - Improve team capability through effective coaching and development - Deliver strong team performance against revenue and activity goals - Maintain accurate forecasts and sales discipline - Drive high-quality deal execution and positive customer outcomes - Proactively identify and mitigate commercial risks - Create a culture of accountability, collaboration, and continuous improvement Additional Details - This is a player-coach role with accountability for both individual and team results - The successful candidate will carry an individual sales quota while managing a small team - Opportunities are available across the UK and ANZ markets - Specific location and office attendance requirements may vary by region - Regular in-office presence is expected in line with local business requirements and team needs #LI-MP1

• Manage a book of business by providing operational, administrative and call based client support. • Create and execute sales and service activity plans. • Manage member life-cycle tasks, including scheduling and leading calls. • Own all account management conversations with secondary account stakeholders. • Ensure members leverage their membership by delivering high quality service to help drive renewal and future sales. • Actively seek to increase product knowledge.

• Develop and execute a comprehensive marketing strategy • Partner with sales teams to align marketing with business goals • Lead integrated planning for cohesive campaigns • Oversee programs that drive revenue growth • Manage marketing performance and optimize based on data • Collaborate with internal partners on digital campaigns • Lead messaging and campaign development for various events • Drive marketing support for McLean & Company events • Lead, mentor, and develop a multidisciplinary marketing team

• Responsible for planning and executing effective test suites across various products and systems within Info-Tech’s Agile software development process • Ensure that testing activities will allow applications to meet business requirements and system goals, fulfill end-user requirements, and identify and resolve systems issues • Evaluate, plan, design, develop, and deploy test strategies, test plans, and test cases based on requirements for new applications, products, and/or enhancements to existing applications throughout their development/product lifecycles • Perform various types of testing including functional, regression, system integration, back-end database validation, mobile/scalability, cross-browser compatibility, and usability testing • Collaborate with developers and product owners to identify test scenarios and acceptance criteria • Liaise with software developers to address any bugs and deficiencies discovered during testing • Analyze formal test results to discover and resolve defects, bugs, errors, configuration issues, and interoperability flaws • Produce reports and documentation for all test efforts, results, activities, data, logging, and tracking • Cultivate and disseminate knowledge of application testing best practices

• Completes development coding and testing using Ruby on Rails. • Participates in sprint and feature planning sessions; analyzes product vendor requirements and helps design technical solutions. • Participates in code reviews to ensure code quality, maintainability, and adherence to development standards.

• Drive sales performance across the entire sales organization • Own the end-to-end enablement strategy, spanning new hire onboarding, process adoption, sales training, leadership development, and team growth • Equip the sales organization with the necessary tools, content, and information to drive performance • Develop and deliver training to enhance core sales competencies • Build and execute Quarterly Training Plans tailored to departments • Ensure the sales organization adopts the right processes to drive sales excellence • Propose improvements to current processes to enhance sales performance • Develop and execute communication/change management plans for significant projects • Establish coaching programs for sales leaders • Lead and develop a high-performing, multi-regional sales enablement team spanning various roles

• Serve as a dedicated senior strategic partner to CHROs and senior HR leaders. • Combine first-hand CHRO experience with proprietary research, diagnostics, and benchmarking data. • Help clients de-risk critical people decisions and strengthen HR’s strategic position at the executive table. • Ensure McLean membership is fully realized against pressing enterprise challenges. • Provide ongoing strategic advisory support through regularly scheduled and ad hoc engagements. • Evaluate client needs and develop priority resource plans for HR strategy. • Guide clients through enterprise-level decisions, including organizational restructuring, leadership succession, and large-scale transformation. • Design and deliver high-impact strategy sessions on critical HR and organizational topics. • Contribute across the full client lifecycle, including onboarding and engagement.

• Provide Technical Counsel and oversight exclusively to 16-22 clients • Participate in unstructured value-based client conversations • Provide 1:1 counseling session to help members design and implement frameworks • Evaluate members’ needs and work with them to set objectives • Provide proactive thought leadership on behalf of the client’s membership • Diagnose member value expectations pain points and connect them with appropriate solutions

• Serve as a strategic partner to HR leaders • Conduct in-depth discovery with clients to understand priorities • Deliver strategic advisory sessions on HR topics • Manage a defined book of business