Account Executive
Hybrid · Melbourne, Victoria, Australia
Job Summary
Account Executive (Mid-Market) owns the full deal cycle from qualified opportunity to closed customer, including tailored demos, discovery to uncover needs, and moving prospects to a close. You’ll lead outbound-generated leads, qualify fit, run demos, and close new business while collaborating with SDRs, marketing, and leadership. Responsibilities include personalized demonstrations, discovery to reveal true needs, outbound prospecting to generate pipeline, social selling on LinkedIn, maintaining clean CRM data in HubSpot, and cross-functional collaboration to inform GTM motion. Must have 3+ years in sales (preferably fast-paced B2B SaaS) with a proven closing track record, strong discovery and demo skills, sharp commercial instincts, excellent time management, and a self-driven, AI-enabled approach to prospect research, prep, and proposal drafting. The environment emphasizes a lean, fast-paced GTM team with hybrid or remote flexibility and a focus on AI-native workflows.
Required Qualifications
- 3+ years in a sales role
- demonstrable track record of closing new business in B2B SaaS
- strong discovery and demo skills
- sharp commercial instincts
- time management and attention to detail across a full pipeline
- self-driven, curious and problem solver
- experience using AI tools for prospect research, call prep, objection handling, proposal drafting, and workflow automation
- experience with sales prospecting and database tools (e.g., Firmable, ZoomInfo, Lusha, Apollo)
- experience selling into ANZ B2B markets
- startup or scale-up background preferred
Desired Qualifications
- 3+ years in a sales role, ideally fast-paced B2B SaaS with a demonstrable track record of closing new business
- Strong discovery and demo skills: you tailor to the prospect, not recite the product
- Sharp commercial instincts: you think about deals in terms of fit and value, not just activity
- Strong time management and attention to detail across a full pipeline
- Self-driven, curious, and a natural problem solver: you don't need to be told what to try next
- You live and breathe AI tools. You use AI for prospect research, call prep, objection handling, proposal drafting, and workflow automation as your default way of working, not a productivity experiment.
- Highly valued: Experience with sales prospecting and database tools (Firmable, ZoomInfo, Lusha, Apollo, or similar)
- Prior experience selling into ANZ B2B markets
- Startup or scale-up background where you've had to build the playbook, not inherit it
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