Commercial Account Executive

You will own and grow a portfolio of mid-market commercial accounts across Australia. You will generate and qualify pipeline, lead discovery, negotiate, close new business, and support account expansion. You will maintain accurate opportunity data, prepare quarterly forecasts, present to customers, and build executive-level relationships. You will collaborate with partners and internal sales functions to drive adoption, expansion, and retention. You will also mentor fellow Commercial Account Executives by sharing sales strategies, customer insights, and lessons learned.

Responsibilities

• Own and grow a portfolio of mid-market commercial accounts in Australia
• Generate and qualify pipeline through outbound prospecting
• Lead discovery, negotiation, and closing activities to create new ARR
• Meet or exceed quota and serve as the primary contact for commercial opportunities
• Articulate platform value in relation to customer business outcomes, productivity goals, and security needs
• Document buying criteria, processes, next steps, and owners; maintain accurate opportunity information
• Create quarterly forecasts through regular pipeline and deal reviews
• Collaborate with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive adoption and expansion
• Deliver customer presentations, proposals, and reports; apply MEDPICC and Command of the Message
• Mentor and coach fellow Commercial Account Executives
• Meet on-site with key customers to strengthen executive-level relationships

Requirements

• Ability to drive complex B2B software sales cycles with commercial and mid-market customers
• Ability to learn and sell complex SaaS or DevSecOps platforms
• Operational rigor in Salesforce and Clari or similar CRM and forecasting tools
• Skill in managing and closing larger, complex commercial deals using multi-threading, negotiation, and executive coverage strategies
• Experience with territory account planning, KPI execution, new business acquisition, and expansion through consultative multi-stakeholder sales
• Ability to mentor and coach peers
• Effective communication and interpersonal skills

Benefits

• Health, financial, and well-being benefits
• Flexible Paid Time Off
• Team Member Resource Groups
• Equity compensation
• Employee Stock Purchase Plan
• Growth and Development Fund
• Parental Leave