Sales Director

Prophet builds digital clones of businesses so leaders can rehearse decisions before they make them.

Prophet is an award-winning Australian SaaS platform that helps marketing and commercial leaders understand what's actually driving their business. Our marketing mix modelling and decision science platform is used by some of the most recognisable brands in the region, giving them the rigour and confidence to make better investment decisions.

Recognised as the AFR Most Innovative Company for Media & Marketing in 2025, and we're scaling fast: 45+ enterprise customers and growing.

We’ve spent the past three years building a business with relentless momentum and 3x growth year on year . Now, with our expansion into APAC and the US underway, the opportunity is getting considerably bigger. The product, customer relationships and commercial foundations are in place. The next chapter is about turning that momentum into scale: winning more ambitious brands, building deeper partnerships and establishing Prophet in new markets. This role puts you at the centre of it.

About the role

As Sales Director, you’ll lead Prophet’s mid-market sales performance across Australia and New Zealand. Reporting to the Senior VP Sales, you’ll manage the Sales Manager, personally win new clients and build a repeatable approach to growing this part of the business.

You’ll work closely with the VP of Business Development and Partnerships, the Growth Architect and the broader Marketing team to turn account intelligence, campaigns and agency relationships into qualified pipeline and signed business. Customer Success and Decision Science will be key partners in delivering a clear proposition and an effective customer handover.

This is an opportunity to build a substantial mid-market business within a company expanding internationally. You’ll shape the account strategy, coach a developing team and stay close to the deals, with the support and autonomy to turn good commercial judgement into results.

What you’ll lead

Mid-market growth and commercial performance

Own the mid-market sales plan and revenue targets across ANZ. Set priority accounts, pipeline requirements and quarterly activity with the Senior VP Sales, and take responsibility for both your own sales performance and the Sales Manager’s contribution.

Maintain reliable forecasts and act early on gaps in pipeline, conversion or sales pace. Structure pricing and commercial terms within the approved framework, with a clear understanding of the effect on margin, cash flow and delivery.

Winning mid-market business

Personally lead the full sales cycle, from discovery and tailored demonstrations to business cases, proposals and close. Understand each prospect’s marketing investment, commercial priorities, stakeholders and data readiness, and make the value of Prophet relevant to their business.

Embed a consistent sales methodology across qualification, stakeholder mapping, opportunity reviews and close plans. Build relationships with senior brand and agency leaders, finance, procurement and the people who will use the platform.

Lead value-based negotiations and commercial agreements, protecting subscription value and workable delivery commitments. Navigate procurement, scope, payment terms and contract redlines with the Senior VP Sales and legal advisers, escalating decisions outside your authority.

Account based selling and demand generation

Build and scale a mature account-based sales engine using enriched account and contact data, buying signals and stakeholder insight. Turn focused research and personalised engagement into a repeatable source of qualified opportunities.

Work hand in hand with the broader Marketing team and Growth Architect on ABM, lead generation, nurture, events and campaigns. Agree target accounts and handoffs, own sales follow-up and measure success through pipeline quality and conversion.

Agency relationships and business development

Work closely with the VP of Business Development and Partnerships to convert agency, media owner, technology and referral relationships into business. Coordinate account ownership, joint meetings and co-selling so opportunities move forward with a clear plan.

Develop your own network of brand and agency decision-makers. Identify opportunities across agency client portfolios and customer referrals, and bring account and market insight to the Senior VP Sales as Prophet grows across ANZ and APAC.

Build a repeatable mid-market business

Team leadership and coaching

Manage and develop the Sales Manager through clear priorities, agreed targets, regular deal reviews and practical coaching. Build a culture of accountability, collaboration and thoughtful follow-through while maintaining your own active pipeline.

Coach discovery, demonstrations, objection handling and negotiation. Develop onboarding, product knowledge and sales playbooks that help the team become effective quickly, and contribute hiring and capability recommendations to the Senior VP Sales.

Customer outcomes and expansion

Build trusted customer relationships and work with Customer Success to identify expansion opportunities, support renewals and address commercial risks. Keep account growth grounded in the outcomes the customer is achieving.

Ensure sales-to-onboarding handovers capture scope, success measures, stakeholders, data requirements and delivery expectations. Agree commitments with the right specialists before they are included in proposals or contracts.

MarTech AI and sales operations

Keep HubSpot, account data, next steps and forecasts accurate across the mid-market team. Work with the Growth Architect to operationalise enrichment, lead routing and sales workflows that the team uses consistently.

Apply AI and automation to account research, personalisation, follow-up, proposals and sales administration. Set clear quality standards, improve adoption and measure the effect on productivity, pipeline and conversion.

Product insight and commercial collaboration

Work with Product and Decision Science to translate digital clones, predictive intelligence and marketing mix modelling into compelling customer conversations. Bring customer requirements and commercial feedback into demonstrations, proposals and product discussions.

Stay close to MarTech developments, competitor activity and changing buying behaviour. Share useful insight with the Senior VP Sales, the VP of Business Development and Partnerships, and Marketing, and turn it into better targeting, stronger messaging and more effective sales execution.

What success looks like

In your first 90 days, learn the platform and category, build relationships with the team and key partners, take ownership of priority opportunities and agree the mid-market plan. Establish a focused target-account list, a trusted forecast and a clear coaching rhythm with the Sales Manager.

By 180 days, demonstrate progress against agreed personal and team sales targets, stronger qualified pipeline and consistent use of the sales methodology. Ongoing success will be measured through new recurring revenue, conversion, forecast accuracy, commercial discipline and the Sales Manager’s development and performance.

What you’ll bring

We’re open to sales and commercial leaders from SaaS, MarTech, data, analytics, media and agency backgrounds. Direct agency experience is welcome, particularly if you’ve led new business, grown client portfolios or developed a commercial team and can show the business you have won.

A proven record of winning mid-market business and delivering against revenue targets. You can take a sophisticated proposition through a complete sales cycle and turn customer needs into a clear business case.

Experience managing and coaching salespeople while remaining effective in personal selling. You can improve someone else’s execution, give useful feedback and take ownership of team performance.

Credibility