Introduction:
Who we are…
Founded in 2002, ELMO Software is the trusted provider of HR technology solutions to 2,000+ mid-sized organisations and more than one million end users across Australia and New Zealand. With a comprehensive suite of ISO-certified solutions that span the full employee lifecycle, ELMO Software is designed to scale as organisations grow. Flexible and configurable, ELMO’s one-stop HRIS fits to your specific needs and workflows. Through powerful technology, automation, data and analytics, ELMO Software empowers HR professionals to play an integral role in company decision making.
Life & Culture...
At ELMO you will be joining an epic team with the opportunity to make a big impact. We foster an authentic, collaborative, fun working environment and being an ELMOnian means you're part of an amazing team that will push you to grow, support you with challenges and allow you to shine. Some of our benefits include:
- Hybrid work set up
- Paid Parental leave - 12 weeks primary, 6 weeks secondary
- Birthday leave, YOU day each year, as well as connecting people leave (up to 2 weeks working from anywhere)
- Inhouse Learning and Development initiatives
- ELMO Social and Diversity clubs
- Wellbeing initiatives
- Mental Health/EAP programs
- Flare Benefits (great discounts, novated leasing, salary sacrifice)
Our values:
Reimagine What's Possible - We believe innovation is human at its core. By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do.
Obsess over Customers – Everything we do is designed to positively impact our customers.
Help Others Thrive - Be they colleagues, communities or customers, we champion ways to help others thrive.
Be Fearlessly Optimistic - We bring unwavering positivity to any challenge, as we know it will drive meaningful change.
Please note: Our internal Talent Acquisition team has got this covered, we’re not open to using an agency for this role.
Description:
Job Description
Reporting to the Sales Development Director, the Sales Development Representative (Existing Business) sources new sales and expansion opportunities within our established customer base. You will be responsible for mapping out existing client accounts, following up on inbound account inquiries, and running targeted campaigns to uncover upsell and cross-sell opportunities.
The Existing Business SDR team is closely aligned with our Customer Success and Account Management verticals to increase platform adoption and drive revenue growth from existing clients.
Key Responsibilities:
•
Account Mining & Expansion: Proactively research and map existing client accounts to identify gaps in their current HRIS ecosystem and uncover cross-sell/upsell opportunities.
•
Inbound Customer Leads: React swiftly to inbound expansion requests, feature inquiries, and handovers from Account Managers or the Marketing team.
•
Client Relationship Building: Establish meaningful relationships with existing platform users and stakeholders to identify shifting needs and suggest additional ELMO products or professional services.
•
Lead Routing: Qualify expansion opportunities effectively and route them to the appropriate Account Manager or Business Development Manager for deeper development and closure.
•
Campaign Execution: Develop and run targeted account-based campaigns (via phone, email, and social) to drive awareness of new ELMO modules, products, and features.
•
Reporting & CRM Care: Ensure all customer touchpoints, signals, and pipeline metrics are meticulously tracked in Salesforce to facilitate accurate expansion reporting.
•
Event Driving: Inform and schedule existing customers to attend user groups, regional events, webinars, and product training activities.
•
Product Knowledge: Stay fully up-to-date with new modules, platform feature releases, and existing-client pricing models.
•
Security & Compliance: Ensure strict compliance with ELMO’s information security privacy policies and procedures.
Skills and Experiences:
Skills and Experience
•
Experience: Minimum 1-2 years of relevant work experience as an SDR, Inside Sales Rep, or Customer Success/Account Management support role.
•
Customer Focus: Proven ability to cultivate, navigate, and maintain lasting relationships within an established B2B client portfolio.
•
Domain Knowledge: Desired experience or domain knowledge in the HR & Payroll and/or SaaS technology space (highly favourable, but not essential).
•
Tools: CRM Salesforce experience is highly favourable (full platform training will be provided).
•
Communication: Exceptional verbal communication, listening, and presentation skills to confidently navigate customer conversations.
•
Written Skills: Strong written communication skills for constructing professional, value-driven email campaigns for existing accounts.
•
Attributes: Self-motivated, highly energetic, collaborative, and genuinely passionate about helping existing clients maximize their technology investment.
Apply now and be part of the team shaping the future of work at ELMO!
ELMO Software Pty Ltd is an equal opportunity employer, and we encourage applicants from diverse backgrounds to join our team. We are also committed to advancing reconciliation at ELMO through our Reflect Reconciliation Action Plan (RAP).
At ELMO, we are passionate about empowering HR with responsible, secure and safe AI, aiming to be among the first in Australia and New Zealand to achieve ISO 42001:2023 certification. Handling sensitive employee data necessitates strict adherence to our ISO 27001:2022 Certified security policies, making data privacy and security paramount in every role.
