Commercial Account Manager

At Devoli, our mission is to simplify telco & connectivity. We've built the leading platform to orchestrate and manage data and voice services, taking the hassle out of telco for our customers.

Founded in 2008, we have a few more grey hairs than your typical start-up! We have the privilege of working with a long list of amazing customers, from local managed service providers (MSPs) to big household names like Contact Energy. Our SaaS platform's portal and APIs simplify access to a wide range of products for our customers, managing 150,000 connections.

We are a small but diverse team of 50ish people, headquartered in an old pub in Victoria Park in Auckland's CBD.

The role

We're looking for a Commercial Account Manager to join us on a 12-month fixed-term contract, covering a period of parental leave. This is a senior, commercially focused role where you'll be the primary relationship owner for some of Devoli's largest retail accounts.

It's a role for someone who genuinely enjoys building long-term partnerships. You'll own the commercial strategy for your accounts end-to-end: deepening relationships, demonstrating measurable value, and spotting growth opportunities before anyone asks for them. As Devoli grows its platform to do more for customers - across broadband, mobile and beyond - you'll be the person making the case to our strategic partners, helping them consolidate more of their services onto Devoli and positioning us as their single platform partner of choice.

You'll partner closely with our Retail Operations Manager - you own the commercial relationship while they keep day-to-day delivery running smoothly, so our partners get one joined-up experience across both. Alongside that, you'll work with our product, technical and sales teams to make sure our partners get the most out of the Devoli platform - and that Devoli stays the obvious choice for them.

We love a good challenge and empower our people to solve hard problems - whether they're commercial, technical, or operational. It's a great time to step in: the platform is expanding, our biggest partnerships are central to that, and 12 months is plenty of time to make a real mark.

What you'll do

Strategic account management

• Act as the primary commercial relationship owner for Devoli's key strategic retail accounts
• Develop and execute account plans for each partner - identifying growth opportunities, mitigating risk, and driving joint initiatives
• Build and maintain genuine relationships across every level of each partner organisation, up to senior and executive leadership
• Represent Devoli in commercial negotiations, contract renewals and pricing discussions

Commercial strategy & value delivery

• Develop compelling value propositions that demonstrate the broader value of partnering with Devoli, beyond per-service pricing
• Lead the commercial strategy to secure and strengthen Devoli's position with each key account ahead of renewals
• Work with internal teams to identify and deliver initiatives that reduce partners' operational costs and reinforce the value of the platform
• Partner with product and technical teams to grow Devoli's capability and position us as a strong single-provider solution across broadband, mobile, and different connectivity solutions

Supplier & commercial management

• Manage supplier relationships as they relate to the retail account portfolio - pricing, incentives, and the evolving product landscape
• Ensure supplier commercial terms support competitive, sustainable pricing for our retail partners
• Spot opportunities to leverage supplier relationships to sharpen Devoli's offering and competitive position

Reporting & performance

• Build and maintain metrics and reporting frameworks that measure the impact of collaborative initiatives across key accounts
• Prepare and present quarterly business reviews to senior stakeholders, showing Devoli's value contribution and progress against agreed objectives
• Keep a clear, current view of risks, opportunities and pipeline across the portfolio

Growth & business development

• Identify and pursue growth across all retail accounts - upsell, cross-sell and new service adoption
• Support the onboarding of new retail accounts where required
• Feed market intelligence and customer insight from the retail sector back into Devoli's broader commercial strategy

Requirements

• 8+ years in a senior commercial, account management or business development role — ideally in telco, SaaS or a related tech sector

• Demonstrated experience managing complex, high-value B2B partnerships with large enterprise or corporate clients
• A track record of negotiating and securing long-term commercial contracts
• Experience building and presenting business cases and performance frameworks to executive-level stakeholders
• Strong commercial acumen - able to develop pricing strategies, build business cases, and assess commercial risk
• Excellent relationship-building skills, with the credibility to engage at every level including C-suite
• A strategic thinker who spots risks and opportunities early and responds proactively
• Strong analytical capability, with experience developing metrics and reporting that demonstrate commercial value
• Exceptional written and verbal communication and presentation skills
• The ability to work cross-functionally and influence without direct authority
• Self-motivated and comfortable operating with autonomy in a fast-paced environment

We're a great fit for you if you are:

• Commercially driven, with a genuine passion for building long-term partnerships
• Confident, credible and professional in senior stakeholder environments
• Curious and proactive - always looking for ways to add value and stay ahead of the market
• Resilient and solutions-focused when navigating complex commercial challenges
• Collaborative by nature, with a strong sense of accountability

Benefits

We're a fun team and no two days are ever the same at Devoli, but there are a few things that are consistent:

• We'll make sure you've got the equipment you need to be successful — a laptop, standing desk and screens while you're in the office
• Because we power NZ's best ISPs, we'll provide you with a broadband connection at home and a Devoli Mobile connection
• We love a shared lunch! Weekly grocery shops mean we keep our team fed, watered and caffeinated in the office. Expect regular lunches/BBQs and events too, where you can relax, enjoy some good food and banter with the team
• Our team culture is welcoming and diverse, and there's a strong sense of being One Team
• We believe in continuous learning and invest in our people's growth — we support team members to participate in courses, conferences/events, coaching or other programs, and have an individual training budget to make it happen
• Oh.. and you get your birthday off, too ;)