The Sales Account Manager is a dual-motion commercial role at the centre of Axrail's revenue growth strategy. This individual is expected to hunt for new customer logos independently while simultaneously farming and expanding an assigned portfolio of existing accounts, building long-term relationships that grow in scope and value over time.
The role operates across two distinct sales motions, each requiring a different commercial register. The first is AI Functions, a SaaS-oriented motion selling Axrail's growing library of pre-built AI Functions, productised automations for common operational workflows. Finance Operations (Accounts Payable and Accounts Receivable) is the first Function taken to market, with further Functions planned across other common business areas. These are out-of-the-box deployments: fast to implement, broadly applicable, and designed for speed of adoption, with the objective of volume, adding a high number of enterprises to Axrail's user base at a lower average contract value.
The second is AI Brain, a PaaS-oriented motion selling Axrail's enterprise document processing gateway, which captures and operationalises an organisation's unique business logic. This is a more complex, consultative engagement targeted at four strategic verticals: banking, insurance, telecommunications, and healthcare, most of which are custom, high-touch engagements in practice. The objective here is depth, landing a smaller number of high-value accounts and expanding them substantially over time.
Seniority note: Junior Account Managers (L1 to L2) will begin with the AI Functions motion as their primary focus, developing the consultative and vertical expertise required for AI Brain engagements over time. Senior Account Managers (L3 and above) are expected to carry both motions simultaneously, with assigned AI Brain verticals forming a core part of their portfolio.
Axrail will provide Account Managers with an initial portfolio of existing customers to farm. Beyond this foundation, the AM is expected to self-originate new logo opportunities, building pipeline independently through direct prospecting, network development, and industry engagement. Dependence on referred pipeline alone is not a viable long-term posture for this role.
Key Responsibilities:
1. New Business Development & Pipeline Origination
- Independently identify, research, and engage target enterprise accounts through direct prospecting, professional network development, industry events, and digital channels, building owned pipeline that is not dependent on referred leads.
- Develop and maintain a structured outbound prospecting motion covering both AI Functions and AI Brain target profiles, with account targeting informed by the ideal customer profiles defined for each motion.
- Build and progress a consistently healthy pipeline across all stages of the sales cycle, with sufficient new logo activity to meet revenue targets without structural reliance on inbound or partner-referred flow.
- Qualify opportunities rigorously, assessing fit, budget, authority, and timeline, to ensure commercial effort is directed at the right prospects at the right time.
2. Portfolio Management & Account Farming
- Own and manage an assigned portfolio of existing customers, serving as their primary relationship contact and commercial point of accountability within Axrail.
- Develop structured account plans for all active accounts, documenting stakeholder maps, current solution footprint, expansion opportunities, renewal timelines, and strategic priorities.
- Conduct regular account reviews and business touchpoints to maintain engagement, reinforce value delivered, and surface emerging needs before they become churn risks.
- Proactively identify and develop expansion opportunities within the existing portfolio, growing contract value through additional Functions, expanded user bases, new business units, or cross-motion upsell (for example from AI Functions into AI Brain).
3. AI Functions Sales Execution
- Manage the full sales cycle for Axrail's AI Functions offerings, from initial qualification and product demonstration through commercial negotiation and contract closure.
- Develop fluency in the operational pain points that drive adoption of each productised Function, and communicate the value proposition clearly and compellingly to operations, finance, and technology stakeholders.
- Drive efficient, high-volume deal progression, maintaining strong pipeline velocity and minimising time-to-close on well-qualified opportunities.
- Support customer onboarding handoffs to the delivery team, ensuring a smooth transition that protects early customer satisfaction and reduces early churn risk.
4. AI Brain Sales Execution (L3 and above)
- Own the end-to-end sales cycle for AI Brain platform engagements within assigned strategic verticals (banking, insurance, telecommunications, and/or healthcare), from initial discovery through solution scoping, commercial negotiation, and contract closure.
- Develop deep, credible understanding of the business processes, regulatory context, and document-intensive workflows that define operational complexity within assigned verticals.
- Conduct thorough discovery engagements that surface the customer's unique business logic requirements, and work closely with Axrail's technical and delivery teams to develop tailored solution proposals that speak directly to those requirements.
- Manage long-cycle, multi-stakeholder enterprise engagements with political awareness, building relationships across C-suite sponsors, technical evaluators, compliance teams, and procurement simultaneously.
- Post-closure, own the commercial relationship through the delivery phase, managing scope, surfacing expansion opportunities, and ensuring the customer's growing engagement with the platform translates into increasing commercial value for Axrail.
5. Pipeline Discipline & Commercial Reporting
- Maintain accurate, up-to-date CRM records across all active opportunities and accounts, including stage discipline, next actions, stakeholder data, and deal notes, ensuring pipeline integrity at all times.
- Provide regular pipeline and account updates to the General Manager, with clear visibility of forecast, risks, and upside across both sales motions.
- Maintain accurate revenue forecasts across the portfolio, distinguishing between AI Functions recurring revenue and AI Brain project-based and expansion revenue streams.
What Success Looks Like:
- Revenue quota is met or exceeded, with a balanced pipeline reflecting both self-originated new logos and expansion activity within the existing portfolio.
- A growing base of enterprise customers on the AI Functions platform, generating stable and expanding monthly recurring revenue across an expanding catalogue of productised Functions.
- AI Brain accounts demonstrate increasing platform depth, more workflows captured, more business units onboarded, growing contract values, validating the land-and-expand thesis.
- A measurable and growing proportion of new logo pipeline is self-originated, evidencing commercial independence from referred leads.
- Structured account plans exist for every active customer, and are kept current, not created once and forgotten.
- CRM records are accurate and reliable, and commercial reporting to the General Manager requires minimal correction or clarification.
- Customers consistently describe Axrail as a trusted partner rather than a vendor, and renew, expand, and refer as a result.
Who We're Looking For:
Experience
- Demonstrated experience in B2B enterprise sales or account management within a technology, SaaS, or digital transformation environment, with a track record of both winning new logos and growing existing accounts.
- Proven ability to manage a sales portfolio independently, owning pipeline, progressing opportunities, and closing, not solely supporting a more senior sales lead.
- Experience selling to or within regulated, complex enterprise environments is a strong advantage; prior exposure to banking, insurance, telecommunications, or healthcare verticals is particularly valued for senior roles carrying AI Brain responsibilities.
- Familiarity with AI, automation, or enterprise software solutions; exposure to document processing, workflow automation, or intelligent operations platforms is advantageous.
- Experience with CRM platforms and structured pipeline management disciplines.
Seniority note: experience requirements scale with band. L1 to L2 candidates are expected to demonstrate strong commercial fundamentals and genuine hunger; L3 and above are expected to demonstrate independently verified track records of quota attainment and enterprise relationship ownership.
Skills & Attributes:
- Hunter instinct with farmer discipline, genuinely energised by opening new relationships, and equally committed to developing them into long-term, high-value partnerships.
- Consultative by nature, diagnoses before proposing, earns expansion through demonstrated value, and builds the kind of trust that survives difficult conversations.
- Commercially astute and target-oriented, motivated by revenue outcomes and comfortable being held to a number under the AM Compensation Framework.
- Able to operate across two distinct sales registers: efficient and direct when selling a pre-built AI Function, patient, thorough, and strategically minded when navigating a complex AI Brain engagement.
- Vertically literate in one or more of Axrail's four strategic AI Brain verticals, able to speak the language of the industry, not just the language of technology (applicable at L3 and above).
- Structured and disciplined in pipeline management: CRM hygiene, accurate forecasting, and regular commercial reporting are non-negotiable habits.
- Strong written and verbal communicator, capable of crafting executive-level proposals and equally comfortable running a product demonstration or debriefing a delivery team.
- Self-directed and high-ownership, builds commercial momentum without close supervision.
