Therapeutic Guidelines Limited is an independent, not for profit organisation established almost 50 years ago by leading members of the Australian healthcare community. Over time, Therapeutic Guidelines has evolved into Australia’s leading digital healthcare publisher, delivering trusted resources including Therapeutic Guidelines, Australian Prescriber, Don’t Rush to Crush, and ObesiD.
The Head of Account Management is a new, pivotal leadership role reporting to the Executive Director Sales and Marketing. This is TGL's first dedicated account management leadership position, and the person appointed will work closely with the Executive Director Sales and Marketing to build it from the ground up.
You will lead a newly formed team of Account Managers and a Customer Success Coordinator, while personally managing TGL's strategic key accounts. This dual mandate requires both the commercial instincts of a key account manager and the clarity of mind of a team leader who can set direction, build capability and drive results.
With a substantial and growing institutional account base, the opportunity to build a structured, proactive account management function is significant. The person who takes this role will define how it is done.
You will join an organisation with an exceptional team culture. We are deeply connected to our vision and the impact we have in Australian healthcare. Our people are highly collaborative, purpose-driven, and proud of the trust we have built over decades.
About you
You are a commercially astute relationship builder who is equally comfortable holding a room with a C-suite stakeholder and rolling up your sleeves to mentor a junior team member. You understand subscription-based commercial models, you know how to manage a portfolio for both retention and growth, and you have the confidence to lead a team through a period of genuine change. You are either a key account manager looking for that next step up or a leader of a team that is still connected to the accounts.
Essential
• Tertiary qualification in business, commerce or a relevant field.
• Minimum 5 years of experience in key account management, sales or customer success, with at least 2 years in a senior or leadership capacity.
• Demonstrated ability to lead, coach and develop a small commercial team.
• Strong track record of managing a multi-account portfolio with revenue accountability, including renewals, upsell and cross-sell.
• Executive presence with the ability to build and sustain senior stakeholder relationships.
• Proven capability in commercial negotiation, pricing discussions and licence agreement management.
• Proficiency in CRM systems (Salesforce) and a disciplined approach to pipeline management, forecasting and reporting.
• Clear and compelling written and verbal communication skills.
• Ability to work cross-functionally with Sales, Marketing, Product and Finance teams.
Desirable
• Experience in a SaaS, digital publishing, information services or healthcare sector organisation with a subscription-based revenue model.
• Demonstrated experience designing and implementing account segmentation frameworks and portfolio tiering models.
• Familiarity with formal account planning methodologies (e.g. strategic account plans, QBRs, health scoring).
• Experience managing a team through a period of significant structural or commercial change.
• Understanding of product adoption and usage analytics as a tool for account retention and growth strategy.
Benefits
Therapeutic Guidelines Limited is located close to the lively North Melbourne village precinct. We have a motivated team that enjoys a social, flexible and hybrid working environment where collaboration, purpose and personal growth are valued.
We offer a competitive base salary for this level of role, monthly RDOs, access to salary packaging and a range of attractive employee benefits. Above all, we provide a supportive, inclusive and enjoyable workplace where people feel safe, thrive and achieve.
Does this role sound like you?
If you are excited by the opportunity to build something meaningful and lead a team that directly contributes to better health outcomes across Australia, we would love to hear from you.
Please apply with your latest CV and cover letter addressed to the Executive Director People and Corporate Services, Therapeutic Guidelines Ltd. Applications from recruiters will not be accepted. Therapeutic Guidelines Limited is an Equal Opportunity Employer.
Applications close midnight, Sunday 31 May 2026. This role may close earlier if a suitable candidate is appointed. We encourage you to apply as soon as possible.
