Account Director - Defence & Intelligence

Drive mission-critical outcomes. Contribute to national Defence & Intelligence programs.

At Objective, we create software that makes a difference.

We’re looking for a high-calibre Account Director to lead and grow our Defence & Intelligence portfolio, one of the most strategically important parts of our business.

This is not a transactional sales role. You’ll operate at the intersection of national security, complex government programs, and enterprise technology, shaping outcomes that truly matter.

This role reports to the VP Defence & Intelligence and is an individual contributor with no direct people management responsibilities.

Your impact:
This role requires both strategic account management and new business development approaches, giving you the opportunity to both grow existing accounts and relationships and open new opportunities across Defence and Intelligence agencies.

You will:

• Build deep, trusted relationships across Defence and Intelligence stakeholders.

• Identify, drive and close new opportunities across agencies and sub-departments of Enterprise accounts.

• Lead complex sales cycles (6–24 months) in a structured, strategic way.

• Own pipeline, forecasting and opportunity strategy using CRM.

• Shape and deliver tenders, bids and large-scale proposals.

• Work cross-functionally with pre-sales, product, consulting and leadership.

• Act as a trusted advisor, bringing insight, not just solutions that lead to new funded initiatives.

What we are looking for::
We’re targeting experienced enterprise sellers who can operate at the most senior levels.

You bring:

• 12–15+ years of enterprise software sales experience.

• A strong track record of closing deals and hitting quota consistently.

• Direct experience selling into Defence, Intelligence, or Federal Government.

• Deep understanding of procurement cycles, panels, and tender processes.

• Expertise in consultative / strategic selling (MEDDIC, Challenger, etc.)

• Ability to navigate complex stakeholder environments (CIO, CFO, senior execs)

• Strong commercial acumen and critical thinking capability.

Must have:

• Australian Citizenship

• You must be eligible to hold a NV1 clearance or higher.

Who you are::
• You’re commercially sharp but also intellectually curious

• You thrive in complex, high-stakes environments

• You’re not just a seller — you’re a strategic partner to your customers and a leader in Objective

• You know how to open doors, build trust, and close meaningful deals

• You bring grit, ownership, and a bias for action

If you do not tick every box, do not let that stop you. We value potential, learning agility, coachability and diverse perspectives just as much as experience, and we encourage you to apply.

At Objective, we recognise and celebrate our diverse team as pivotal to our strong employee engagement and our high-performing culture, underpinned by Our Values.

We are an equal opportunity employer. We do not discriminate based on any protected characteristics or on any other basis prohibited by applicable laws in the regions where we operate.

To ensure a positive experience, please inform our Talent Team of any adjustments or accommodations you may require during the recruitment process, so we can support you effectively.