Account Executive, Majors- Install Base
Own a portfolio of major ANZ enterprise accounts, driving renewals, expansion, and long-term platform adoption. The role requires 5–10+ years in enterprise SaaS, strategic account planning, complex negotiations, partner-led selling, and technically grounded executive engagement.
About the job
Responsibilities
- Own a book of named major accounts, driving renewals, upsells, and cross-sells to grow account value and ensure strong net revenue retention.
- Identify and execute expansion opportunities by mapping whitespace, uncovering new teams and use cases, and activating products including the Platform API, AI SDK, and observability tooling.
- Build and maintain multi-threaded relationships with stakeholders and champions across engineering, product, procurement, and the C-suite.
- Develop and execute strategic account plans aligned with customer business goals and company growth objectives, incorporating hyperscalers, systems integrators, and agency partners.
- Translate the platform into board-level narratives around developer velocity, infrastructure consolidation, and AI-driven transformation.
- Own complex commercial negotiations, including renewals, ELA amendments, and consumption-based expansions.
- Partner with Solutions Engineering, Customer Success, and Product to deliver customer outcomes and surface feedback that shapes the product roadmap.
Requirements
- 5–10+ years of experience in enterprise SaaS, with a demonstrated track record in install-base, account management, or named-account roles.
- Proven ability to drive expansion, identify whitespace, build champions across multiple buying centers, and accelerate upsell and cross-sell motions in complex accounts.
- Experience with partner-influenced or co-sell motions, including activating hyperscaler or systems-integrator relationships.
- Ability to discuss architecture with CTOs and total cost of ownership with CFOs, balancing technical product conversations with business ROI narratives.
- Disciplined account planning and executive relationship-building skills.
- Fluent in MEDDPICC and rigorous about forecast hygiene and CRM discipline.
- Ability to conduct credible, technically grounded conversations with senior engineering and product leadership.
- Value-selling approach focused on customer pain and business outcomes.
Nice-to-haves
- Background in web development, developer tooling, web infrastructure, cloud platforms, or AI/ML.
- Existing relationships at AWS, Google Cloud, Microsoft Azure, or major systems-integrator and agency partners in the ANZ market.
- Experience with ELAs, consumption-based commercial models, or enterprise procurement in regulated industries.
- Experience selling to or managing accounts in media, retail, financial services, or digital-native companies.
- Understanding of product-led-growth-influenced sales motions.
Compensation and Benefits
- Competitive compensation package, including equity.
- Inclusive healthcare package.
- Mentorship and professional development opportunities, including industry events.
- Flexible time off.
- Company-provided equipment and a work-from-home budget.
- Australia-based pay range: 388,000–524,000 AUD OTE.
- Total compensation may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program.
Skills
Enterprise Saas, Account Management, Upselling, Cross-Selling, MEDDPICC, CRM, Platform Api, Ai Sdk, Cloud Platforms, AWS, GCP, Microsoft Azure, Web Infrastructure, AI/ML, Enterprise Procurement
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