Sales Director, Fusion Cloud SaaS — Enterprise… at Oracle · MELBOURNE

Sales Director, Fusion Cloud SaaS — Enterprise Net-New Business Accounts

Location: MELBOURNE, Australia

Role Summary

Oracle is looking for a Sales Director to lead a team of Fusion Cloud SaaS sales professionals focused on Enterprise Net-New Business Accounts.

This is a people leadership role for an experienced enterprise software sales professional who can coach and develop a high-performing team, drive enterprise net-new business growth, and lead strategic customer engagement across Oracle’s Fusion Cloud SaaS suite, including ERP, EPM, SCM, HCM and CX/CRM.

The successful candidate will be responsible for building team capability, developing territory and account strategies, creating quality pipeline, improving forecast discipline, and supporting the team in shaping and closing complex SaaS opportunities.

This role requires a strong balance of sales leadership, enterprise net-new business market understanding, customer credibility, operational discipline, and the ability to navigate through a matrixed enterprise technology environment.

The successful candidate will have extensive experience successfully selling SaaS solutions into enterprise net-new business accounts across Australia or large geographical territories such as Vic, SA & WA and the role would suit either an experienced people manager

Why This Role Matters

Enterprise organisations are under increasing pressure to modernise legacy systems, improve service delivery, strengthen workforce capability, increase transparency, manage budgets effectively, and make better use of data.

Oracle Fusion Cloud Applications help enterprise customers connect critical business functions across finance, planning, procurement, HR, operations, and customer engagement on a modern cloud platform. This role is critical to helping Oracle expand its impact across enterprise net-new business accounts while supporting customers through complex transformation decisions.

As Sales Director, you will help set the direction for the team, guide strategic customer engagement, strengthen execution discipline, and create an environment where sales professionals can perform, grow, and deliver meaningful customer outcomes.

What You’ll Do

• Lead, coach, and develop a team of Fusion Cloud SaaS sales professionals focused on Enterprise Net-New Business Accounts in Australia
• Own team sales performance, including pipeline generation, opportunity progression, forecast accuracy, revenue delivery, and customer engagement quality.
• Build and execute enterprise net-new business sales strategies across priority territories, target accounts, and customer segments.
• Support the team in creating and progressing opportunities across Oracle Fusion Cloud SaaS, including ERP, EPM, SCM, HCM and CX/CRM.
• Drive strong business development discipline across the team, including account planning, prospecting, executive engagement, partner engagement, and campaign follow-up.
• Coach sales representatives on qualification, discovery, business-case development, value articulation, stakeholder mapping, procurement navigation, negotiation, and close plans.
• Engage directly with senior enterprise stakeholders where appropriate to strengthen Oracle’s executive relationships and support strategic opportunities.
• Be confident and adept at C Suite engagement and alignment
• Partner with solution consultants, consulting, customer success, marketing, alliances, legal, finance, procurement, and commercial approval teams to support deal execution.
• Build a high-performance team culture based on accountability, collaboration, customer focus, forecast discipline, and continuous improvement.
• Use data and inspection cadence to identify pipeline gaps, deal risks, coaching needs, and opportunities for performance improvement.
• Represent Oracle’s Fusion SaaS value proposition in enterprise transformation conversations, including finance modernisation, workforce transformation, operational efficiency, service improvement, data visibility, and cloud adoption.
• Maintain a strong understanding of the enterprise buying environment, including procurement processes, commercial considerations, stakeholder complexity, budget cycles, and transformation priorities.

What You’ll Bring

• Proven enterprise software sales leadership experience in SaaS, cloud applications, or enterprise software, ideally finance and HR based solutions, selling to enterprise accounts across Australia (Victoria, NSW, South Australia, and Western Australia.)
• Be confident and adept at engaging the C Suite in the prospect and customer base.
• Ability to articulate and sell business outcomes and customer wins through adoption of Oracle Fusion products
• Demonstrated use of AI to enhance individual and team productivity.
• Demonstrated success manage revenue outcomes, pipeline creation, forecast accuracy, opportunity management, and sales execution.
• Experience selling to, or leading teams selling to, enterprise net-new business accounts across Australia, proven success to lead team to sell in the non-Oracle Installed base accounts and drive new logos.
• Strong understanding of complex enterprise sales cycles, including procurement, governance, business-case development, risk management, and multi-stakeholder decision-making.
• Familiarity with enterprise procurement practices, commercial processes, budget cycles, compliance considerations, and transformation programs.
• A deep understanding of enterprise account landscapes, buying priorities, and stakeholder environments across Australia.
• An intimate knowledge of how enterprise accounts across Australia Enterprise Accounts make buying decisions, who the key people are, and the key opportunities and trends that will drive revenue for Oracle.
• Pre-existing strategic relationships with key business, IT, and finance decision-makers across enterprise accounts in Australia Enterprise market.
• Credibility with senior customer stakeholders and the ability to support executive-level conversations around transformation, business value, and long-term customer outcomes.
• Ability to coach sales professionals through complex opportunities from early qualification through executive engagement, commercial strategy, negotiation, and close.
• Strong commercial discipline, including pipeline management, deal inspection, forecast governance, close planning, and revenue accountability.
• Ability to work effectively in a matrixed organisation and align internal resources around customer priorities and sales outcomes.
• Clear communication, sound judgement, resilience, and the ability to balance strategic leadership with hands-on sales execution.

What Success Looks Like

• The team has a clear enterprise net-new business sales strategy, with priority accounts, whitespace opportunities, pipeline targets, and execution plans in place.
• Sales representatives are actively coached and supported to improve qualification, customer engagement, business-case selling, and deal execution.
• Pipeline quality improves through disciplined account planning, prospecting, partner engagement, and opportunity inspection.
• Forecasts are accurate, deal risks are visible early, and close plans are managed with strong commercial discipline.
• Oracle is positioned as a trusted cloud applications partner for enterprise customers.
• The team builds stronger executive relationships across enterprise accounts and creates measurable customer value.
• Internal Oracle teams are aligned around strategic opportunities, customer priorities, and clear execution plans.
• Team members grow in capability, confidence, and performance under strong leadership.

Why Join Oracle

Oracle offers the opportunity to lead a sales team representing one of the world’s most comprehensive enterprise cloud applications portfolios. Oracle Fusion Cloud SaaS brings together finance, HR, planning, procurement, supply chain, operations, customer experience, and enterprise performance capabilities on an integrated cloud platform.

In this role, you will help enterprise customers address important transformation priorities that affect business operations, workforce productivity, customer experience, and long-term operational resilience. You will lead a team with the opportunity to shape customer conversations, develop strategic opportunities, and contribute directly to Oracle’s growth in a critical market.

Oracle provides the scale, product depth, customer relationships, and global expertise to support meaningful enterprise transformation. For an experienced sales leader, this is an opportunity to build team performance, develop talent, and make a visible impact in a high-priority market.

Inclusive Closing Statement

At Oracle, we believe innovation starts with inclusion. We welcome applications from people with diverse backgrounds, perspectives, and leadership experiences, including those who may not meet every preferred qualification.

If you are an experienced software sales leader with the ability to develop teams, drive enterprise net-new business growth, and lead complex SaaS sales execution, we encourage you to apply.

Oracle is committed to creating a workplace where all individuals can do their best work. Reasonable accommodations are available to support candidates through the application and interview process.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.

Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care. And with AI embedded across our products and services, we help customers turn that promise into a better future for all. Discover your potential at a company leading the way in AI and cloud solutions that impact billions of lives.

True innovation starts when everyone is empowered to contribute. That’s why we’re committed to growing a workforce that promotes opportunities for all with competitive benefits that support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.

We’re committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing accommodation-request_mb@oracle.com or by calling 1-888-404-2494 in the United States.

Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans’ status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.