Account Executive - Commercial, Sydney

About the Company

The organisation behind this role is building a collaborative AI workspace where teams can manage knowledge, projects, meetings, and AI tools in one shared environment. The aim is to reduce fragmentation, speed up work, and help teams stay clear and coordinated. Its products are used by individuals, small businesses, and large enterprises.

Employees are expected to be hands-on contributors who care about quality, durability, and building with a human-centered approach. The company’s focus is not simply on releasing features, but on shaping how people collaborate in the AI era.

About the Role

This Sydney-based Account Executive position sits within the Commercial SMB segment and focuses on winning new business as well as expanding existing accounts. It is a full-cycle sales role for someone who can manage the entire deal process end to end, from prospecting and discovery through to negotiation and close.

The role calls for a strong outbound approach, a sense of urgency, and the ability to work through technical and commercial buying processes. You will engage with senior stakeholders such as CIOs, CTOs, VPs of Product, and VPs of Engineering, and you will need to build strong understanding of technical use cases including APIs, data, developer tooling, infrastructure, and AI or agent-based workflows.

Key Outcomes

• Proactively create new pipeline with an outbound-led approach and move accounts forward quickly.
• Take ownership of the complete sales process, including prospecting, discovery, solution alignment, product demos, stakeholder coordination, negotiation, and closing.
• Lead strong discovery conversations that identify business goals and technical needs, then convert those into a clear business case.
• Present live demonstrations and customise the narrative for each buyer, including light solution planning such as workspace structure, permissioning, rollout planning, and integrations to help remove adoption barriers.
• Work through commercial deal requirements such as security review, legal review, and procurement with help from internal partners.
• Maintain accurate forecasting and execute with consistent speed to meet or exceed target.
• Share customer insights with Solutions, Product, and Marketing to help shape the broader business.

Candidate Profile

The ideal hire brings 1–3 years of experience closing deals in a quota-carrying, full-cycle role, or in a related position with direct closing exposure, along with a record of consistent performance.

You should be comfortable speaking English fluently and able to work effectively with technical decision-makers. The role requires the ability to translate product features into workflow improvements and return-on-investment stories that resonate with technical and business stakeholders.

Success in this position also depends on disciplined outbound prospecting, creative pipeline generation, and confidence across discovery, demo delivery, and closing. Experience handling multi-threaded deals and influencing across complex organisational structures is important, as is the ability to learn technical concepts quickly and explain them clearly.

You should be comfortable using AI as part of your own workflow and able to discuss modern AI-enabled ways of working. Because the role operates in a changing environment, you will also need to be comfortable with ambiguity and willing to help refine sales processes and commercial motions.

Nice to Have

• Background in usage-based or consumption-based pricing models.
• Experience with developer tooling, APIs, data products, infrastructure, or AI products.
• Previous experience as an early sales hire in a fast-growing startup.

Equal Opportunity and Accommodations

The employer welcomes applicants from a wide range of backgrounds and encourages candidates to apply even if they do not meet every requirement. Hiring decisions are made without discrimination on the basis of any legally protected characteristic.

Qualified applicants with arrest or conviction records may be considered where permitted by law. Reasonable accommodations are available during the hiring process, including for applicants with disabilities and disabled veterans. If accommodation is needed, candidates should inform the recruiter.

Application Privacy Notice

By submitting an application, you acknowledge that your information will be collected and processed in line with the employer’s global recruiting privacy policy.

AI Note

Applicants are expected to be intellectually curious, eager to experiment, and comfortable using AI as a practical collaborator in their work. In roles where AI fluency is essential, that will be stated directly in the qualification criteria.