Senior Account Executive, ANZ
Own the full enterprise and SLED SaaS sales cycle across Australia and New Zealand, from pipeline generation through contract negotiation. The role requires complex-sales experience, consultative selling and demonstrations, Salesforce forecasting discipline, and hands-on tender and RFP management.
About the job
Responsibilities
- Own the end-to-end sales cycle for SLED and enterprise accounts across Australia and New Zealand, from prospecting and pipeline generation through contract negotiation.
- Build productive relationships across target accounts by understanding customer goals and positioning video knowledge management solutions to address learning challenges.
- Uncover complex learning needs, develop business cases, and deliver customized product demonstrations for functional and technical audiences.
- Lead multi-stakeholder tenders and RFP responses, guide evaluations, and negotiate commercial terms and pricing.
- Build and manage a pipeline of 50+ target accounts in Salesforce while maintaining accurate forecasts and territory visibility.
- Audit existing ANZ accounts and leads, establish outbound prospecting sequences, and develop a scalable regional sales playbook.
- Achieve annual sales quota through qualified pipeline conversion and multi-year enterprise contracts.
Requirements
- Proven experience managing complex B2B SaaS or PaaS sales cycles lasting 6+ months in enterprise or education/SLED markets.
- Experience maintaining a pipeline of 50+ accounts in Salesforce and producing accurate forecasts.
- Strong consultative selling skills, including translating technical capabilities into value propositions and conducting tailored demonstrations.
- Hands-on experience with government or educational tenders, RFP responses, pricing models, and commercial contract negotiations.
Nice to Have
- Established relationships and an active professional network within higher education institutions or SLED procurement bodies in Australia and New Zealand.
- Experience scaling revenue in private equity-backed or high-growth SaaS environments.
Compensation & Benefits
- Annual sales quota ownership and opportunities to contribute to initiatives supporting company values and professional development.
- Collaborative APAC sales team environment with cross-regional partnership on complex tender and RFP responses.
Skills
SaaS, Paas, Salesforce, B2B Sales, Enterprise Sales, Sled Sales, Pipeline Management, Sales Forecasting, Consultative Selling, Product Demos, Rfp Management, Tender Management, Contract Negotiation, Higher Education
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