Sales Manager - Mid Market

Sales Manager Position

We are seeking a highly ambitious and commercially driven Sales Manager to join our team, focused on aggressively hunting for and securing significant new revenue opportunities within WEX's Mid-Market businesses portfolio. You will be instrumental in unlocking the full potential of our current customer base by deepening our footprint, increasing WEX fuel card adoption, cross-selling new products, unlocking new payment flows and positioning WEX Motorpass as a key partner for our customers.

Reporting to the Head of SMB (Small-Medium Businesses), the successful candidate will be a seasoned sales professional with a deep understanding of B2B solution selling, a proven track record in identifying and converting revenue opportunities, and exceptional commercial acumen in a complex sales environment.

Portfolio Expansion & Revenue Generation

• Actively prospect and identify high-potential revenue opportunities within a large portfolio of existing WEX Motorpass customers.
• Lead the end-to-end sales cycle for all expansion opportunities, from discovery and qualification to solution design, proposals, and commercial negotiations.
• Drive significant upselling (e.g. increased card usage, higher share of wallet, adoption of premium features) and cross-selling (e.g. new WEX products, value-added services).
• Develop and execute bespoke client growth strategies, creating compelling business cases that demonstrate measurable value and ROI for adopting additional WEX solutions.
• Work collaboratively with internal commercial, marketing, product and operations teams to design and optimize best-in-class customer journey touchpoints for WEX.

Strategic Client Engagement for Growth

• Proactively engage with senior stakeholders (CFOs, Fleet Managers, Procurement Heads) within existing client organizations to understand their evolving business objectives, challenges, and strategic priorities.
• Position yourself as a strategic advisor who can uncover and solve new problems with WEX solutions, rather than just managing existing services.
• Drive client loyalty by fostering strong, trust-based relationships at multiple levels within the client organization, including executive leadership.
• Facilitate regular, high-impact presentations and other strategic meetings, showcasing WEX Motorpass value, performance insights, and future opportunities.

Performance Analysis & Insights:

• Utilize transactional data to gain insights into client behavior, spend patterns, and profitability.
• Present compelling, data-driven insights and recommendations to clients to help them optimize their fleet management and payment processes.
• Provide accurate forecasting and reporting on portfolio performance, revenue growth, and retention metrics to WEX leadership.

Skills & Experience:

• Bachelor's degree in Business, Commerce, Marketing, or a related field.
• 5 - 8+ years of sales experience with a demonstrated track record of consistently hitting and exceeding revenue targets.
• Successfully upselling and cross-selling experience, specifically within Mid-Market and/or Enterprise segments.
• Exceptional ability to uncover needs, build value, and close complex deals with senior-level client stakeholders (e.g. CFOs, Fleet Managers, Procurement Heads).
• Strong commercial acumen and negotiation skills, with extensive experience managing contracts and large-value expansion deals.
• Highly proficient in CRM systems (e.g. Salesforce) for pipeline management, forecasting, and reporting on growth opportunities.
• Excellent analytical skills, with the ability to interpret complex data, generate actionable insights, and present compelling business cases for expansion.
• Proactive, results-oriented, and able to manage multiple opportunities simultaneously in a fast-paced, dynamic environment.
• Exceptional communication, presentation, and interpersonal skills, with the ability to influence and persuade at all levels, both internally and externally.
• Willingness to travel as required across Australia to engage directly with customers and drive positive outcomes.
• Experience within the Financial Services, Payments, or Fleet Management industries in Australia is highly regarded.