Sr. Client Relationship Manager

Our Company:

Since 1971 IBISWorld has provided market-leading industry intelligence to professionals across finance consulting banking government and corporate strategy. With offices in Melbourne London New York and Los Angeles we give the worlds leading institutions a clear standardised view of industries across the globe so they can make better decisions faster.

We have built this business on one principle: data you can trust. For over 50 years the worlds most respected banks consulting firms and governments have relied on IBISWorld to navigate complex markets. That trust is the foundation of everything we do.

Key responsibilities:

The Senior Client Relationship Managers primary focus is to maximise the lifetime value of an assigned portfolio of key accounts. The remit is two-fold: secure renewals and protect ARR across the book and drive incremental growth by identifying and closing cross-sell and upsell opportunities within those accounts. You will act as a trusted advisor helping clients unlock the full value of IBISWorlds platform and expanding usage into new teams geographies and product lines.

Own the end-to-end performance of your assigned book of business including renewal rates upsell revenue and client health metrics

Build and maintain deep relationships with key stakeholders across your client base positioning yourself as their go-to resource for industry intelligence

Conduct regular business reviews and usage analysis to identify opportunities for expansion and mitigate churn risk

Develop and execute strategic account plans for high-value clients with clear growth targets and engagement strategies

Drive product adoption through tailored training sessions onboarding and proactive outreach

Identify qualify and close cross-sell and upsell opportunities within your book expanding revenue across products data feeds API access additional users and new business units

Build and maintain a healthy expansion pipeline mapped to each key account with clear growth plays and forecasted ARR uplift

Develop and execute strategic account plans for high-value clients including stakeholder maps white-space analysis and commercial targets for the year

Multi-thread across client organisations to broaden relationships beyond the original buyer and unlock new pockets of demand

Deliver tailored product demonstrations value cases and proposals that align IBISWorlds solutions to specific client use cases and outcomes

Negotiate commercial terms on expansion deals and manage the full cycle from opportunity creation through to contract execution

Provide structured market intelligence and client feedback to Product and Research teams to inform roadmap priorities

Mentor and support junior team members through coaching deal reviews and knowledge sharing

Maintain accurate CRM records and provide reliable pipeline forecasts to support business planning

Represent IBISWorld at industry events conferences and networking functions as required

Qualifications and experience:

Must have 5 years of B2B sales or account management experience ideally in SaaS data research or information services

Demonstrable track record of exceeding revenue targets across both retention and new business

Experience managing a portfolio of mid-market or enterprise accounts with complex stakeholder environments

Strong commercial acumen with the ability to negotiate contracts and navigate procurement processes

Proficiency with CRM platforms (Salesforce preferred) and pipeline management tools

Excellent written and verbal communication skills

Experience selling into procurement strategy finance or risk functions is a plus

Familiarity with industry research market intelligence or business information platforms is a plus

Bachelors degree in business economics or a related field preferred

Experience mentoring or informally leading peers within a commercial team