Account Manager

Account Manager : T2 GrowthCustomer Success team hire | Own the book, grow the book
Grow what we've already won. This is the seat for someone who'd rather build a customer into a category than chase the next logo.
Position: Full-time
Work environment: Hybrid, 3 days in office (Sydney CBD), 2 days remote
Package: $85K base + $25K variable at target (OTE $110K), uncapped
Trajectory: The T1 book, or a broader growth remit as the book scales
Location: Australia (APAC remit)
The RoleMerch is broken: slow, manual, and trapped in spreadsheets. Mercha is the fix: a brand-new platform that marketers, HR teams, and office admins actually get excited about. We're building a category-defining company at the crossover between technology and physical goods.
Winning a customer is the start. The value is in the second campaign, the third office, the moment merch stops being a project and becomes part of how a brand runs. That's your job: take the T2 book we've won and make it grow.
You'll carry a $500K expansion number at run-rate. You'll get there by knowing your accounts properly: who's hiring, who's launching, who's opening a new market, who's about to run their first all-hands in eighteen months. The best expansion is a well-timed idea, not a renewal reminder.
You work hand in glove with the AEs who won these accounts and with the operations team who deliver them. And yes, we arm you with our own best-in-class merch to make the case for you.
What you'll own
- The T2 book: retention, growth, and a $500K expansion number at run-rate- Account plans that name the next three campaigns before the customer does- Proactive expansion: new teams, new markets, new use cases, larger programmes- Quarterly reviews that customers actually want in the diary- Renewal and reorder cycles, forecast cleanly and never left to chance- The relationship map: from the marketing coordinator to the person who signs- Clean escalation and follow-through with operations when delivery gets hard- Feedback into product: what this segment needs next, backed by evidence
About YouYou're a commercial account manager, not a caretaker. You like a number, you like your customers, and you don't see any tension between the two.
You're probably someone who:
- Has 3 or more years in account management, customer success, or post-sale growth- Has carried an expansion or retention number and hit it- Runs a book of many accounts without letting the quiet ones go dark- Spots the growth trigger early: a hire, a launch, a funding round, a new office- Is credible with marketing, HR, and operations buyers alike- Is organised, forecasts honestly, and gets sharper when the pace picks up- Cares about the craft: good merch, done properly, at the right moment
The UpsideThe T2 book is where our repeat revenue compounds. Get this right and you're not managing accounts, you're building the most predictable revenue line in the business.
- Own it: a defined book and an expansion number that is yours- Grow it: real influence over how we serve and grow this segment- Prove it: a direct line from your account plans to the company number- Climb it: a path to the T1 book or a broader growth remit as we scale
Compensation & ProgressionWe're honest about money and clear about the climb.
- Base: $85,000 plus superannuation- Variable at target: $25,000 (OTE $110,000), uncapped- Quota: $500K expansion revenue at run-rate- How it pays: below 80% of quota pays nothing; 80% to 100% pays 3% of attained revenue; 100% to 150% pays 5%; above 150% pays 10% on the excess. Paid quarterly in arrears on collected invoices.- Next: the T1 book or a broader growth remit, with the package to match
Grow the book and you grow the package. The accelerators reward your best quarters, not just your steady ones.
What Else You Get- Flexibility: hybrid working, 3 days in our Sydney CBD office, 2 days remote- Growth: learning and development budget, coaching from the CS lead- Leave & wellbeing:- Female health leave 10 days- Mental health leave 5 days- Volunteer leave 5 days- Team & culture: periodic offsites, team events- Merch: the best-in-class gear you'll be growing
About MerchaMercha is one of the fastest-growing merch platforms in APAC, helping modern brands create, store, manage, and distribute merchandise at scale across Australia and Asia.
We work with brands like Notion, Airwallex, Heidi, OKX, and Klaviyo to make merch scalable and genuinely exciting. With warehousing and distribution across Australia and Singapore, we're building the infrastructure layer for how global brands manage merch in the region.
We're growing fast, launching new platform technology, expanding internationally, and building a category-defining business in the process.
Ready?If this is the role you've been waiting for, send your CV to shirley@mercha.com.au with the headline "Account Manager T2 role - ".
Mercha is an equal-opportunity employer. We welcome applicants of all backgrounds and are committed to building an inclusive team.