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Zeller is a fast-growing Australian fintech scale-up reimagining business banking and payments. We're seeking a Commercial Manager to accelerate growth across sales, partnerships, and account management functions.
In this hybrid role (4 days on-site in Melbourne CBD), you'll own the commercial engine operationally, balancing data-driven analysis with execution bias. You'll manage high-value customer relationships, lead retention strategies, build repeatable lead generation engines, and identify and execute partnership opportunities with POS providers, ecommerce platforms, and industry partners.
Key responsibilities include:
**Account Management:** Own operations and workflows for implementation, cross-sell, and retention. Manage relationships with high-value customers, negotiate contract renewals, capture and action customer feedback, execute retention strategies, and build a direct cross-sell engine.
**Sales & Lead Generation:** Build inbound and outbound lead generation engines (MQL, SQL) collaborating with marketing and sales teams. Establish CRM discipline, forecasting, and reporting. Monitor and optimize AE performance. Work with partners on lead referral models.
**Partnerships:** Identify and expand integrations with POS, QR code ordering, ecommerce, and industry partners. Build Zeller preference through events and networking. Project-manage partner deployment including commercial negotiations, integration, go-to-market, and co-marketing. Expand reseller networks in Australia and UK. Collaborate with Product/Engineering on SDK opportunities.
**General:** Manage a small team of direct reports across Sales, Partnerships, and Account Management. Track and deliver against KPIs (implementation, revenue, retention, CSAT).
You'll be customer and partner-facing, leading client meetings and presentations, supporting sales cycles in-person, and working directly with partners to achieve commercially beneficial outcomes.
**Requirements:**
- 3+ years experience as a sales manager with business development, partnerships, and operations experience in fast-growth startup/scaleup environment
- Ability to translate company growth objectives into clear go-to-market and revenue strategy
- Proven ability to win complex, high-value partnerships and customer renewals across multiple stakeholders and extended sales cycles
- Commercial acumen in negotiating complex partnerships/deals via transaction rates, contracts, and product benefits
- Strong understanding of acquiring, payments economics, transaction pricing, POS/EFTPOS, banking products, and competitive landscape
- Experience mapping complex operational processes and translating them into scalable workflows (CRM experience, preferably HubSpot)
- Understanding of pipeline creation and lead generation; ability to drive inbound and outbound demand
- Sales process design expertise; ability to evolve selling into structured, scalable methodology
- Strong understanding of margin, cost-to-acquire, payback period, and trade-offs in managing large customers/partners
- Disciplined pipeline management, forecasting, target setting, and reporting within CRM
- Ability to identify, structure, and grow relationships with POS providers, software platforms, channel partners, and resellers
- Credibility selling to CFOs, CEOs, finance leaders, operations leaders, and business owners
- Technical depth to understand integrations, SDKs, APIs, payment flows, and product capabilities
- Ability to identify new verticals, customer segments, geographies, and product-led opportunities
- Founder mentality; comfortable with ambiguity, building from scratch, and personally closing deals
- Strong commercial ambition and bias toward growth and market share
- Long-term, company-building mindset
