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 world's 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 world's 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 Manager's 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 IBISWorld’s 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 IBISWorld’s 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

·       Bachelor’s degree in business, economics, or a related field preferred

·       Experience mentoring or informally leading peers within a commercial team