Account Executive - T2 Growth

About the Role

Join Mercha as an Account Executive focused on T2 Growth within the Sales team, positioned as a bridge to Enterprise AE opportunities. You'll drive a high-volume, fast-paced sales cycle with a clear new business target, owning the revenue number and setting a rapid deal-closing pace.

This full-time role operates on a hybrid model with three days in the Sydney CBD office and two days working remotely. The compensation package includes a $115,000 base salary plus a $65,000 variable component at target, amounting to an OTE of $180,000 with uncapped earning potential. The primary location remit covers Australia and the broader APAC region.

Company Context

Mercha is revolutionizing the outdated merchandising space by replacing traditional slow, manual processes and spreadsheets with an innovative platform that excites marketers, HR, and office administration teams. As a dynamic and rapidly expanding business, Mercha supports major brands across Australia and Asia by enabling scalable merchandise creation, management, and distribution.

Responsibilities

• Manage the complete sales cycle swiftly — from prospecting and discovery to closing deals, handling both inbound and outbound leads.
• Achieve a new business quota target run-rate of $1.3 million, ramping appropriately throughout your initial year.
• Independently generate your sales pipeline through proactive outbound efforts.
• Conduct thorough discovery conversations to identify true customer needs and articulate product value persuasively.
• Maintain accurate, defensible sales forecasting and pipeline visibility during reviews.
• Improve deal velocity by optimizing cycle times, increasing win rates, and maximizing average deal sizes.
• Ensure seamless handover to Customer Success teams to enhance customer satisfaction post-sale.
• Contribute feedback and best practices to continuously improve sales playbooks for the T2 team.

Candidate Profile

• Possess 2 to 4 years of B2B sales experience, including at least one year with responsibility for closing targets.
• Capable and confident in building and managing their own outbound pipeline.
• Handle a high volume of concurrent live deals proactively, preventing stagnation.
• Exhibit strong commercial acumen by qualifying leads rigorously and managing time efficiently.
• Maintain an organized, up-to-date CRM system independently.
• Eager to learn enterprise sales motions alongside experienced team members.
• Demonstrate curiosity about brand identity, design, and the tangible elements of marketing merchandise.

Compensation and Progression

• Competitive base salary of $115,000 plus superannuation.
• Variable pay at target is $65,000, with uncapped commissions.
• Quota set at $1.3 million in new business at run-rate, increasing through your first year.
• Commission tiers are as follows: below 80% quota - no commission; 80-100% - 3% on attained revenue; 100-150% - 5%; beyond 150% - 10% on surplus revenue, paid quarterly in arrears.
• Clear advancement path to T1 Enterprise AE or leadership roles like player-coach as the sales pod expands.

Additional Benefits

• Flexible hybrid working arrangement (3 days in office, 2 remote).
• Learning and development budget supported by coaching from the sales leadership.
• Generous leave including 10 days female health leave, 5 days mental health leave, and 5 days volunteer leave.
• Regular team offsites and events fostering a positive work culture.
• Access to the premium merchandise products you will be promoting, allowing unique engagement tools for prospects.

Equal Opportunity

Mercha is committed to diversity and inclusion, welcoming applicants from all backgrounds to contribute to building an inclusive team environment.