Account Executive

Accountabilities

• • Own new-logo acquisition and expansion across commercial and enterprise accounting and advisory firms throughout Australia and New Zealand, consistently achieving or exceeding quarterly sales targets.
  • Manage the full sales cycle across both faster-moving commercial opportunities and complex, multi-stakeholder enterprise pursuits.
  • Build and maintain strong pipeline coverage through targeted outbound prospecting, collaboration with an in-country BDR, events, partnerships, and inbound opportunities.
  • Develop strategic account plans that include stakeholder mapping, multi-threaded engagement, expansion opportunities, and coordinated account strategies.
  • Lead executive-level conversations and demonstrate how technology can support business growth, efficiency, and measurable outcomes.
  • Identify gaps in sales processes, messaging, territory coverage, and account development, and proactively work across teams to address them.
  • Contribute to regional sales playbooks, discovery frameworks, qualification standards, targeting strategies, and messaging.
  • Partner with Marketing to refine ICP targeting, regional campaigns, positioning, and demand-generation initiatives.
  • Collaborate with Customer Success to ensure effective handoffs, accelerate early customer value, and identify expansion opportunities.
  • Provide structured market feedback to Product and sales leadership to influence roadmap priorities, pricing, positioning, and regional strategy.
  • Analyze early wins and losses to identify repeatable patterns, improve sales execution, and establish scalable approaches for the ANZ market.
  • Maintain disciplined CRM hygiene, forecasting, pipeline management, qualification, and deal progression.
  • Travel across Australia and New Zealand for client meetings, industry events, and strategic sales opportunities, with travel potentially averaging around 40% during active deal cycles.

  Requirements

  • 6–10+ years of B2B SaaS sales experience with a strong track record across both commercial and enterprise or strategic customer segments.
  • At least 2 years of experience in accounting technology or a closely related industry.
  • Proven success closing both shorter-cycle commercial deals and complex enterprise opportunities involving multiple stakeholders.
  • Strong outbound prospecting, account development, and pipeline-generation capabilities, particularly when establishing or expanding a new territory.
  • Demonstrated ability to manage the complete sales process independently, from prospecting and discovery through negotiation and close.
  • Experience developing account-based sales strategies and navigating complex enterprise pursuits.
  • Ability to engage confidently with Partners, Directors, and C-suite executives and communicate business value and ROI effectively.
  • Strong understanding of pipeline management, forecasting, CRM discipline, qualification, and sales performance metrics.
  • Experience collaborating cross-functionally to develop or improve go-to-market motions, sales processes, and regional strategies.
  • Ability to operate independently, take ownership of outcomes, and create structure in an environment where processes may still be evolving.
  • Strong customer-first mindset with a focus on business outcomes, value creation, and long-term relationships.
  • Excellent communication, negotiation, relationship-building, and executive presence.
  • Comfortable working remotely and traveling throughout Australia and New Zealand.
  • Must be based in Australia, with Sydney, Melbourne, or Brisbane preferred.
  • Experience as an early seller in a new territory or segment is a strong advantage.
  • Existing relationships or a professional network within the Australian and New Zealand accounting or advisory ecosystem are highly desirable.

  Benefits

  • Remote-friendly working environment.
  • Medical, vision, and dental insurance.
  • Flexible paid time off policy.
  • Ten paid public holidays.
  • Parental leave.
  • Professional development allowance.
  • Opportunities to participate in community involvement initiatives.
  • Opportunity to own and shape an emerging regional market and contribute directly to its sales strategy.
  • Cross-functional collaboration with sales, marketing, product, and customer success teams.
  • Opportunity to work with commercial and enterprise customers and build relationships with senior industry stakeholders.