About Zeller
At Zeller, we’re champions for businesses of all sizes, and proud to be a fast-growing Australian scale-up reimagining business banking and payments.
We believe in a level playing field, where all businesses benefit from access to smarter payments and financial services solutions that accelerate their cash flow, help them get paid faster, and give them a better understanding of their finances. So we’re hard at work building the tools to make it happen.
Zeller is growing fast, backed by leading VCs, and brings together a global team of passionate payment and tech industry professionals. With an exciting roadmap of innovative new products under development, we are building a supportive and high performing team to inspire change in the outdated banking solutions. If you are passionate about innovation, thrive in dynamic environments, embrace new possibilities, hate bureaucracy, and can’t think of anything more exciting than evolving the status-quo, then read on to learn more.
We are searching for a Commercial Manager to help accelerate growth and performance across sales, partnerships, and account management functions. You’ll analyse funnels and pipelines, identify and act upon growth opportunities with merchants and partners, improve operational workflows and processes to help our teams work faster, build and own relationships with large merchants, and maintain and enhance customer retention.
No two days will be the same, and you’ll need to balance a data-driven mindset with an execution bias. You will maintain the health of our commercial engine operationally, and ensure that our key growth drivers (sales, partnerships and account management) are well-supported, and high-performing..
This is a unique opportunity for an individual with experience in commercial operations, partnerships, and business development looking to be hands-on across high-impact projects that span the breadth of Zeller’s growth engine. This role requires someone commercially ambitious, operationally grounded, relationship focused, and comfortable working across a wide range of concurrent projects. You will be customer / partner facing, lead client meetings and presentations, support the sales-cycle in-person, and work directly with partners to achieve commercially beneficial outcomes.
What you'll do
Account Management
Own the operations, workflows, and process across the team, including implementation, cross-sell, and retention
Manage relationships with high-value customers to support retention and technical support — including negotiating contract renewals / extensions as they arise
Capture feedback from managed accounts, ensuring delivery to Product / Engineering and then closing the loop with customers once requests are delivered
Lead and execute a customer retention strategy that drives stickiness and prevents churn
Build our direct cross-sell engine via account management, enabling merchant uptake of additional products through education, content, upsell, and incentives
Sales and Lead Generation
Build a repeatable inbound and outbound lead generation engine (MQL, SQL), collaborating across marketing, inbound / outbound BDR, and AE team(s)
Establish and maintain CRM, forecasting, and reporting discipline for AEs and Regional Managers
Monitor, analyse, and optimise performance of AEs on a regional and individual level, enabling Regional Managers with insight and materials needed to coach and improve performance
Work with partners to establish mutually beneficial lead referral models
Partnerships
Identify new, and work with existing partners ( POS, QR code ordering, ecommerce, industry / association, etc) to expand integrations with Zeller and grow customer referrals / revenue
Build preference for Zeller amongst the leading POS providers by attending tradeshows, events, and networking, ensuring Zeller is seen as the partner of choice for integration and customer referral
Project management new partner deployment, including commercial negotiations, integration progress and certification, go-to-market, co-marketing, and ongoing partner account management
Collaborate with Product and Engineering team to identify opportunities for new SDK development that will open Zeller up to new partner revenue streams
Expand and manage Zeller’s reseller network in Australia and the United Kingdom
General
Manage a small number of multi-disciplinary direct reports across Sales, Partnerships and Account Management
Consistently track and ensure delivery against KPIs (implementation, revenue, retention, CSAT) for Account Management and Partnership functions
What we're looking for
This role is unique in that it supports the commercial foundations that enable Zeller to scale even faster. We’re searching for an up-and-coming business development manager who combines leadership with sales execution, commercial expertise, and data-driven judgement. You’ll need to be confident in winning and retaining customers and partners, and driving revenue from opportunities you've identified and executed on.
3+ years of experience as a sales manager, with experience spanning business development, partnerships, and operations in a fast-growth startup / scaleup environment
Ability to translate company growth objectives into a clear go-to-market and revenue strategy
Proven ability to win complex, high-value partnerships / customer renewals across multiple stakeholders and extended sales cycles
Commercial acumen; you can negotiate complex partnerships / deals via transaction rates, contracts and by leveraging product benefits
Strong understanding of acquiring, payments economics, transaction pricing, POS/EFTPOS, banking products and the competitive landscape
Experience mapping out complex operational processes, and translating them into scalable workflows (via a CRM — we use Hubspot)
Understanding of pipeline creation and lead generation, with the ability to drive both inbound and outbound demand through 1:1 outreach or teams / programs / marketing
Sales process design; you can evolve selling into structured, scalable methodology (both operationally and via enablement)
Strong understanding of margin, cost-to-acquire, and payback period, and the trade-offs involved in managing and retaining large customers or partners
Disciplined pipeline management, forecasting, target setting and reporting within a CRM.
Ability to identify, structure and grow relationships with POS providers, software platforms, channel partners, resellers and other strategic partners
Credibility selling to CFOs, CEOs, finance leaders, operations leaders and business owners.
Enough technical depth to understand integrations, SDKs, APIs, payment flows and product capabilities without needing to be an engineer
You can identify new verticals, customer segments, geographies and product-led commercial opportunities, then translate those into action / execution across a variety of teams (Marketing, Partnerships, Account Management, and Sales)
You have a fFounder mentality; you’re comfortable operating with ambiguity, building from scratch and personally closing deals rather than simply managing a team.
A strong commercial ambition and bias towards growth, winning market share and materially increasing revenue, balanced with disciplined economics.
A long-term, company building mindset
How we work
At Zeller, we thrive on the energy and fast pace that comes from in-person collaboration and this role is based in our Melbourne CBD office with a general expectation of 4 days on-site per week with an option of 1 day WFH.
Like the rest of the team, you’ll benefit from
A competitive salary package, including equity;
A balanced, progressive, and supportive work environment;
Excellent parental leave and other leave entitlements;
A fantastic office environment;
Endless learning and development opportunities;
Plenty of fun and social opportunities - we love to come together as a team;
An ability to influence and shape the future of Zeller as our company scales both domestically and globally;
Being part of one of Australia’s most exciting scale-ups.
At Zeller, we celebrate diverse perspectives and experiences, and strongly encourage people of all backgrounds and identities to apply to join our team.
We want you to be able to show up at your best during the recruitment process. Please, let us know if you require any accommodations during your interview process with us.
