Job Description

Employment Type

Permanent

Closing Date

25 July 2026 11:59pm

Job Title

Digital Australia Senior Lead

We're Australia's leading telecommunications and technology company. With a global presence in more than 22 countries, we have a strong global footprint. Our purpose is to build a connected future so everyone can thrive. We're all about providing the best experience and delivering the best tech on the best network.

This includes making Telstra the place you want to work

What is the focus of the role?

The Digital Australia Senior Lead is responsible for managing, retaining, and growing a high-volume portfolio of small to mid-value customer accounts across Australia, delivered through a scalable, digital-first engagement model.

What We Offer

Performance-related pay
Access to thousands of learning programs so you can level-up
Global presence across 22 countries; opportunities to work where we do business.

This role drives sustainable revenue growth, customer satisfaction, and portfolio performance by applying disciplined account prioritisation, efficient sales execution, and proactive relationship management.

Operating within a desk-based environment, the Senior Lead focuses on identifying growth and retention opportunities, responding to customer needs consistently, and delivering value through repeatable, data-led sales strategies rather than high-touch engagement. Leveraging strong knowledge of Telstra’s products, market trends, and customer insights, the role ensures achievement of revenue, profitability, and customer experience targets at scale.

Success in this role is driven by strong commercial acumen, effective pipeline and opportunity management, and the ability to balance customer experience with business outcomes across a broad and diverse account base.

Key Responsibilities

Portfolio Ownership & Performance

• Manage a team of account managers tasked with growing a portfolio of small to mid-value Australia-out accounts, ensuring strong retention, revenue growth, and customer satisfaction outcomes
• Apply, guide and ensure structured account prioritisation to focus on high-impact opportunities and mitigate risks across the portfolio
• Continuously assess portfolio performance and take proactive action to optimise results

Sales Execution & Revenue Growth

• Drive consistent, scalable sales outcomes through efficient, desk-based and digital engagement models
• Identify and drive team to consistently pursue upsell, cross-sell, and retention opportunities using customer insights and data-led approaches
• Drive optimisation of Annual Sales Value (ASV) while meeting revenue and profitability targets

Pipeline & Opportunity Management

• Ensure team consistently builds, manages, and maintains a robust pipeline of opportunities across the portfolio
• Ensure team performs timely qualification, progression, and conversion of leads into sales outcomes
• Drive strong pipeline hygiene and forecasting accuracy

Customer Engagement & Experience

• Deliver consistent, proactive engagement with customers through a scalable model
• Ensure team responds to customer needs, queries, and issues in a timely and effective manner
• Balance customer satisfaction (NPS) with commercial performance objectives
• Act as the first point of escalation to customers and assist team with driving priorities internally

Data-Driven Decision Making

• Leverage customer data, performance metrics, and market insights to help team inform sales strategy and prioritisation
• Identify trends, risks, and opportunities to drive continuous improvement in portfolio performance
• Monitor key metrics including revenue, profitability, and customer experience

Collaboration & Stakeholder Engagement

• Partner with internal teams (e.g., Commercial, product, solutioning, sales operations, finance and other support teams) to identify and progress team opportunities effectively
• Collaborate to deliver integrated, customer-centric solutions at scale
• Escalate risks and complex issues appropriately to ensure timely resolution

Product & Market Expertise

• Apply strong understanding of Telstra’s products and services to ensure team delivers relevant and value-driven solutions
• Coach team to align customer needs with Telstra’s capabilities to unlock business and technology outcomes
• Stay informed on market trends to identify emerging opportunities and ensure team is consistently leveraging information

Skills & Experience Required

• Demonstrated experience in sales team management, sales, or portfolio management, preferably within a high-volume or desk-based model
• Strong ability to manage and prioritise a large portfolio of accounts to drive retention and growth
• Proven track record in sales execution, pipeline management, and opportunity conversion
• Sound commercial acumen, with the ability to balance customer outcomes with revenue and profitability targets
• Experience in using data and insights to inform decision-making and identifying growth opportunities
• Strong customer engagement and relationship management skills in a scalable, digital environment
• Excellent communication and influencing skills, with the ability to engage customers remotely
• Ability to respond to customer escalations and support team to resolve issues efficiently, ensuring a positive customer experience
• Strong collaboration skills, with the ability to work effectively with peers and senior leaders across cross-functional teams
• Highly organised with strong time management, communications and prioritisation skills
• Comfortable working in a fast-paced, performance-driven environment with defined targets (e.g., ASV, revenue, NPS)
• Solid knowledge of Telstra’s products and services, and/or the ability to quickly build product and market expertise

• Resilient and adaptable, with a continuous improvement mindset
• Frequently and consistently manage performance of team with weekly 1:1s, eco-system meetings, and half-yearly & annual performance management to maintain a high quality, customer-focused, world-class sales team

If you are looking to take the next step in your career, we want to hear from you!

As part of your application with Telstra, you may receive communications from us on +1 (623) 400-7726 (for job applications in the Philippines).

When you join our team, you become part of a welcoming and inclusive community where everyone is respected, valued and celebrated. We actively seek individuals from various backgrounds, ethnicities, genders and disabilities because we know that diversity not only strengthens our team but also enriches our work. We have zero tolerance for harassment of any kind, and we prioritise creating a workplace culture where everyone is safe and can thrive.