Customer Development Manager

At Actionstep, we’re on a mission to make lawyers awesome through powerful, flexible, and intuitive legal practice management software. Our platform helps law firms run smarter, and our people help them thrive while doing it.

We’re looking for a Customer Development Manager to join our go-to-market team. This role sits at the intersection of customer success and sales—working with our existing clients to identify additional tools, products, and solutions that help them do more. It’s about adding value, not pressure.

You’ll work closely with Account Managers, Customer Success, and Marketing to spot patterns, surface insights, and build strong relationships with customers who already know and trust us.

If you’re ready to connect the dots between customer success and smart growth, we’d love to chat.

About Actionstep:

Actionstep is a global pioneer in cloud-based Legal Practice Management software. Our platform helps thousands of law firms run more efficient, connected, and successful practices — from anywhere in the world.

We're a fast-growing SaaS company with a dynamic team spread across Australia, New Zealand, the UK, the US, and Canada.  With innovation at our core and customers at the heart of what we do, we're proud to be driving change in the legal tech space — and having fun while we do it.

our day looks like:

• Spot opportunities: Identify upsell and cross-sell potential across our customer base—tailoring your approach based on each client’s unique goals and usage patterns.
• Build relationships: Stay close to key contacts in existing accounts, understanding their needs and supporting their growth with the right solutions at the right time.
• Create value: Position add-ons and upgrades that genuinely benefit our clients—always with a customer-first mindset.
• Collaborate cross-functionally: Partner with Customer Success, Account Management, and Marketing to coordinate campaigns and ensure a seamless experience for customers.
• Stay sharp on products: Keep your knowledge fresh across our offerings so you can confidently recommend the best-fit tools.
• Manage your pipeline: Track opportunities and conversations in our CRM to keep the wider team aligned and informed.
• Support retention: Deliver great service throughout the sales cycle to maintain strong, long-term relationships.
• Meet targets: Achieve (and exceed!) your KPIs by helping more clients unlock the full value of Actionstep.

Who You Are:

Excellent Communicator: You are comfortable communicating with customers and internal teams and saying no when you need to.  

Relationship Builder: You have strong skills in cultivating and maintaining relationships with clients is crucial for success by being personable, empathetic, and able to understand clients' needs.

Negotiator: You can negotiate terms, contracts, and pricing that strikes deals that benefit both the client and Actionstep.

Problem Solver:   You are proactive and resourceful in resolving issues.

Strategic Thinker:  You understand the broader business goals and aligning them with client objectives by analysing data, identifying opportunities, and devising plans for growth.

Requirements:

What you need to know and what will make you successful!

Essential:

• Exposure to and knowledge of the legal industry (practice management software experience and accounting experience) 
• Proven track record of IT/SaaS sales (meeting and exceeding targets) 
• Ability to assess customer needs and build strong, trusted relationships at all levels 
• Willing to go the extra mile with a strong work ethic; self-directed and resourceful 
• Strong technical aptitude and fluency in Actionstep's technology and the industry 
• High energy and positive attitude 
• Strong presentation skills 
• Excellent verbal and written communication skills 
• Ability to work in a fast-paced environment with minimal supervision 
• Ability to research, identify, qualify, drive and close opportunities 
• Able to work autonomously yet contribute effectively as a team player 
• Experience using Salesforce CRM 

Desirable:

• Formal sales training or certification (e.g., SPIN Selling, Challenger Sales).
• Bachelor's degree in Business, Marketing, or a related field.

Other:

• Suitable Employment Check (Background, Work Eligibility).

We offer a fantastic and inspirational working environment!

Hybrid Work Flexibility:  Enjoy a blend of in-office and remote work to suit your lifestyle.

Modern Offices:  Work in a central location with great coffee and even better company.

Inclusive, Supportive Culture:  Work with a genuinely friendly team that values collaboration and authenticity.

Relaxed Dress Code:  Be yourself and dress comfortably, while respecting the nature of our workplace and your teammates.

Birthday Leave:  Celebrate your big day with a day off, just for you.

Unlimited Leave:  Take the time you need to recharge, without the stress of counting days. We trust our team to balance flexibility with responsibility.

Regular Team Events:  From lunches to trivia competitions, we like to keep things social.

Professional Development:  Access to training, mentoring and internal growth opportunities.