Job Description and Responsibilities

IBKR is seeking exceptional individuals to join its fast-growing APAC Institutional Services group.  In this role, you will be responsible for providing unparalleled service to IBKR’s institutional and enterprise clients including banks, hedge funds, financial advisors, and introducing brokers.  Our mission is to build deep, long-term relationships and provide a seamless client experience as we continue to expand our global product and service offerings.

The ideal candidate should be client focused with a desire for their career to progress into a sales-oriented position.

Key responsibilities

• Resolve technical, account, and trade-related enquiries via telephone, ticket, and live chat
• Take ownership of and escalate/report issues to the relevant stakeholders across various departments and regions
• Assist clients in understanding the entire trading lifecycle including but not limited to funding, position transfers, corporate actions, margin calculation, and statement reconciliation
• Ad hoc assignments and projects – e.g. client outreach, platform training, general market research

Qualifications

Core competencies:

• Strong familiarity in one or more asset classes – Stocks, ETFs, Options, FX, Funds, Futures, Fixed Income
• Be able to think critically and reason about complex systems and processes
• Maintain composure and professionalism in fast-paced and stressful situations
• Excellent command of written and spoken English (Mandarin is a strong plus)

Requirements:

• Undergraduate degree
• At least 1-2 years prior experience at a large financial institution (new graduates who demonstrate a strong grasp of the core competencies will also be considered)
• Fluency in productivity applications (e.g. Excel, JIRA/Confluence) is a plus

Company Benefits & Perks

• Competitive Salary, annual performance-based bonus and stock grant
• Excellent health and welfare benefits including medical, dental, specialist and in-patient  
• Competitive package of Annual Leave
• Daily lunch ordered in house with fully stocked kitchen
• Great work life balance
• Unique opportunity to gain exposure to global financial products, markets and clientele
• Opportunities for career progression and job scope expansion in a global company with growing local presence, specifically towards a sales-oriented position if appropriate.
• Hybrid work arrangement role permitting.

About the role

The Mid-Market Account Management Manager leads a team of both sales and account management responsible for a portfolio of Mid-Market customers. This leader sets the operating rhythm, coaching standards, and performance expectations to deliver strong retention and growth outcomes.

This role is accountable for the health of the teamʼs book of business, including renewal execution, churn prevention, adoption, customer outcomes, expansion, and forecasting accuracy. The manager partners cross-functionally to solve customer issues and scale best practices across the segment.

What youʼll own

Retention + growth of the book

• Own performance against new logo acquisition, churn, renewals, and net revenue retention targets across the teamʼs portfolio.
• Build and execute plays to improve account health, adoption, and expansion outcomes.

Team leadership + coaching

• Manage, coach, and develop Account Executives and Account Managers in the mid-market segment
• Set clear expectations for account planning, customer engagement, and opportunity management
• Run weekly 1:1s, deal reviews, pipeline reviews, and skill coaching.

End-to-end customer ownership

• Ensure consistent, high-quality customer experience across onboarding handoff, adoption, renewals, and growth motions.
• Establish escalation paths and ensure timely resolution of customer risks.

Forecasting + operating cadence

• Maintain accurate forecasting for revenue, renewals, churn risk, and growth pipeline.
• Create a predictable cadence for reporting and inspection (weekly, monthly, quarterly).

Cross-functional partnership

• Partner with Sales, Customer Success/Implementation, Support, Product, and Marketing to remove blockers and drive outcomes.
• Bring structured feedback loops from customers to internal teams to improve product and processes.

Process improvement + scaling

• Standardize best practices for account planning, QBRs, renewal management, and growth plays.
• Identify patterns across the portfolio and drive initiatives that improve efficiency and performance.

Qualifications (must-have)

• Experience managing a team (2-3 years) in a sales, account management, customer success.
• Track record of driving retention and expansion outcomes for a book of business
• Strong coaching and performance management skills.
• Comfort with structured forecasting, pipeline inspection, and data-driven decision making.
• Excellent communication skills in managing up and ability to partner cross-functionally.

The Role You’ll Play

We’re looking for an entrepreneurial, commercially minded community leader to strengthen and grow ClassPass’s partner community across Sydney. Reporting to the Regional Director, Sydney, this role sits at the intersection of partner community, partner marketing, and regional brand activation, with a focus on increasing partner engagement and sentiment, and improving marketplace health. You’ll thrive here if you enjoy building programs from scratch, collaborating across teams, and turning partner insights into action.

• Create and produce short-form content (Reels, TikTok) that feels authentic, local, and community-driven

• Own the end-to-end content process: ideation, filming, editing, and publishing (in collaboration with marketing where needed) 

• Act as a “boots on the ground” presence across Sydney, building strong relationships with top and emerging partners

• Source and manage a network of local creators and influencers

• Build and run partner community programs and events across Sydney from concept through post-event reporting

• Identify, evaluate, and coordinate event opportunities (conferences, partner-led events, local community moments) where ClassPass should attend, sponsor, or activate

• Develop partner advocacy by spotlighting high-performing partners through case studies, testimonials, ambassador initiatives, and speaking opportunities

• Support local partner marketing and social amplification by coordinating local social plans and content opportunities that increase partner visibility

• Drive regional brand partnerships and co-marketing initiatives with clear goals, aligned stakeholders, and measurable outcomes

• Partner with PR to identify strong stories, partners, and moments, and coordinate thought leadership opportunities

• Deliver partner appreciation and recognition moments that strengthen sentiment and deepen relationships

Experience You Bring

• 3+ years of experience in content creation, community management, partnerships, partner marketing, or related roles (ideally within a two-sided platform, tech, lifestyle, or fitness environment)

• Proven ability to create engaging short-form content (TikTok, Instagram Reels) — ideally in a lifestyle, fitness, or consumer brand environment

• Comfortable being on camera and behind the camera, capturing real-time content in live environments

• Experience planning and executing events, programs, or community initiatives end-to-end, including logistics and outcomes reporting

• Experience building and managing brand partnerships or co-marketing initiatives, including stakeholder alignment and tracking results

• Strong relationship-building and communication skills, with confidence engaging external partners and collaborating cross-functionally

• Comfort operating in ambiguity and building from a blank slate

• A self-driven, highly organised working style, with the ability to manage multiple projects in a fast-paced environment

• Familiarity with the Sydney media and partnership landscape is a plus

* Must be currently located in Sydney

About the right team member

The Senior Customer Implementation Manager (Sr. CIM) serves as a customer’s coordinator by providing support to customers for project-managed implementation, along with one-time engagement projects. The incumbent will gain an in-depth understanding of a customer’s business model to make recommendations for set up, configure customer sites and provide suggestions on best practices. The Sr. CIM is responsible for both the management and implementation of assigned customer projects at the strategic level and will provide support at the non-strategic level as needed. Additionally, the Sr. CIM’s may review projects for both scoping and pricing, along with providing consultative support for all products within the Professional Services team.    

About the role

• Provide customer consultations to review project requirements for the design and implementation of projects, participate and contribute to the estimation and SOW process, including timelines and costs.
• Provide support to Implementation projects by consulting with customers and partners to gain an understanding of their business model and goals to design workflows that translate into a robust and scalable design.
• Responsible for project coordination and implementation of complex, multi-location integrations, with a focus on strategic customer implementation and data projects to ensure a customer experience that is seamless and consistent.
• Lead smaller implementation projects for strategic accounts to ensure deliverables and timelines are met.
• Partner with assigned Project Manager for large strategic account implementation projects.
• Work directly with customers to manage initial access, coordinate data conversions and integrations, create process documentation and templates and train users for a successful launch of Midbody software.
• Provide refinement and updates for strategic accounts and templates.
• Proactively manage client expectations and performance guarantee commitments by partnering with all internal and external project stakeholders.
• Build and maintain a high-level of industry specific business knowledge by remaining current on emerging products and technical updates to assist with product and partner recommendations
• Provide mentorship and assist with oversight of the Customer Implementation Managers.
• All other duties as assigned.

Skills & experience

• Bachelor’s Degree or equivalent experience
• Five (5) years of related customer service, project management and/or technical support experience highly preferred
• Two (2) years in a Professional Services role at Mindbody is preferred
• Expert knowledge of Mindbody’s software products is preferred
• Demonstrated ability to use problem-solving, critical thinking, communication, and relationship-building skills
• Demonstrated ability to mitigate and take ownership of customer escalations
• Demonstrated ability to manage customer expectations and facilitate win-win situations
• Demonstrated ability to interact with all levels of customers from front-line staff to senior level leadership
• Thorough knowledge of and demonstrated ability to use and navigate web and mobile technologies
• Advanced knowledge of hardware installation and settings
• Demonstrated ability with the basic functions and features within Microsoft and Google platforms
• Ability to manage business location transfers and other large data work projects
• Demonstrated ability to facilitate change management with their point of contact (POC) and/or the customer’s organization
• Excellent time management and organizational skills, ability to prioritize and use time effectively and efficiently. Demonstrated ability to meet internal and external deadlines

What you'll do at Jamf:

The Senior Enterprise New Logo Account Executive is an experienced enterprise hunter to lead Jamf's new logo acquisition at the enterprise level. This is a fully new logo role — your responsibility is to identify, target, and close new enterprise accounts (with 1,000+ employees). You'll manage the entire sales process, develop relationships with C-suite executives, navigate complex buying committees, and secure high-value logos that lay out the groundwork for long-term customer partnerships.

This role is offered as hybrid, with the expectation to be in the office (156 Clarence Street Level 5. Sydney, NSW 2000) 3 days per week. We are only able to accept applications for those based in Australia and have sponsorship to live and work in Australia. #LI-Hybrid

What you can expect to do in this role:

New Logo Acquisition

• Build and execute a focused territory strategy to land net-new enterprise logos within an assigned segment (vertical, account tier, or named accounts).
• Develop deep segment expertise — buying behaviors, compliance requirements, Apple ecosystem maturity — to sharpen pipeline targeting and Jamf's value proposition.
• Develop a robust pipeline by outbound prospecting, collaborate with Marketing on ABM campaigns, and coordinate with our key Channel partners to facilitate strategic introductions.
• Engage diverse stakeholder groups including IT, Security, Finance, Legal, Procurement, and C-suite with customized business cases.

Complex Deal Management

• Ability to structure multi-year, multi-SKU commercial agreements, including expansion ARR & professional services.
• Experience selling against a land-and-expand motion — sizing the initial footprint for speed to close while protecting long-term ARR growth
• Manage the entire sales cycle from initial discovery to contract signing — including long cycles. changing stakeholders, enterprise procurement, legal, and InfoSec processes.
• Map and manage multi-threaded buying committees; understand stakeholder roles, internal politics, and how consensus gets built in large organizations
• Navigate SLASA, DPA, and security reviews with confidence; guide internal and external stakeholders without losing deal momentum.
• Negotiate commercial agreements, with support from Jamf Legal teams, that emphasize value-based positioning and the potential for long-term partnerships across Jamf's entire portfolio.
• Maintain deal control in competitive scenarios where incumbents are entrenched, and switching costs are real.

Executive Engagement & Partner Leverage

• Build multi-threaded C-suite relationships early, before formal buying processes start — never rely on a single thread.
• Position yourself as a trusted advisor on Apple enterprise management and endpoint security, bringing a segment-informed point of view.
• Deliver executive presentations and ROI business cases tied to board-level priorities: security posture, workforce productivity, compliance, and TCO.
• Own strategic relationships with Apple's enterprise team and key channel/SI partners, with joint business planning that creates a durable pipeline.

Forecasting, Pipeline & Team Impact

• Maintain a healthy, well-qualified pipeline with disciplined stage progression and accurate monthly/quarterly forecasting in Salesforce.
• Generate — not just consume — segment intelligence: competitive dynamics, regulatory shifts, Apple ecosystem trends, win/loss patterns.
• Contribute to segment playbooks, ICP definitions, and GTM priorities; mentor other AEs on prospecting and enterprise deal strategy.

What we are looking for:

• Minimum of 8 years of enterprise B2B SaaS sales experience with a consistent track record of quota attainment (Required)
• Proficiency in MEDDPICC or equivalent enterprise qualification methodology; ability to rigorously apply it across long, complex sales cycles to improve forecast accuracy and accelerate deal velocity (Required)
• Proven success winning net-new enterprise logos — complex, multi-stakeholder deals in the 4,000+ employee segment (Required)
• Experience navigating complete enterprise buying cycles, including IT, Security, Legal, Finance, and C-suite.
• Advanced consultative, solutions-oriented selling style; able to connect technology capabilities to executive-level business outcomes.
• Deep experience in enterprise procurement processes: DPAs, SLAs, security reviews, and InfoSec requirements.
• Experience in direct and indirect (channel/partner) selling models.
• Strong Salesforce proficiency and forecasting discipline.
• Strong familiarity with Apple enterprise ecosystem or endpoint management/security technologies (preferred).
• Executive presence and communication skills that earn credibility at the C-suite level.
• Self-directed; thrives in fast-paced environments with long deal cycles and ambiguous buying processes.

SECURITY AND PRIVACY REQUIREMENTS

• Participation in ongoing security training is mandatory.
• Established security protocols will be adhered to, sensitive data will be handled responsibly, and data protection practices are followed, including understanding relevant privacy regulations and reporting breaches.
• Acknowledging the Jamf Code of Conduct, where applicable security and privacy policies can be found, is a requirement of all roles at Jamf.

How we help you reach your best potential:

• Named a 2025 Best Companies to Work For by U.S. News

• Named a 2025 Newsweek America’s Greatest Workplaces for Gen Z

• Named one of Forbes Most Trusted Companies in 2024

• Named a 2024 Newsweek America’s Greatest Workplaces for Parents & Families

• Named a 2024 PEOPLE Companies That Care by PEOPLE® and Great Place To Work®

• We offer a clear and defined sales career path. Our main goal is to help you successfully step into our Account Executive role, but there are many ways to advance your career at Jamf.

• We train and then we give you the room to grow. Our Jamfs can explore the vertical career path, as well as the horizontal, to discover new interests and opportunities.

• You don’t have to be a techie to be a Jamf. Our best-in-class sales focused Bootcamp training provides you with the technical and product knowledge required to confidently talk with customers about Jamf.

• We set achievable targets, help each other out, and share best practices across the team.

• You will have the opportunity to make a real and meaningful impact for more than 75,000 global customers with the best Apple device management solution in the world.

Summary: Join a prominent Layer 1 blockchain team focused on expanding its global developer footprint. This role will involve strategizing ecosystem growth and supporting grant winners. An engineering background coupled with DevRel experience is essential for success in this position.

Responsibilities:

• Develop and implement strategies to expand the blockchain ecosystem.
• Support and mentor grant winners to ensure successful project outcomes.
• Engage with the developer community to foster growth and collaboration.
• Organize and participate in events and workshops to promote the blockchain platform.
• Collaborate with cross-functional teams to align ecosystem goals with business objectives.

Required Skills:

• Proven engineering background with relevant experience in blockchain technologies.
• Strong experience in Developer Relations (DevRel) or a similar field.
• Excellent communication and presentation skills.
• Ability to work effectively in a fast-paced, dynamic environment.
• Passion for blockchain technology and its potential impact on various industries.