Account Executive (Key Accounts) - Sydney

The role

You will acquire and expand enterprise accounts in Australia by selling directly to companies in industries like energy, pharma, biotech, and telecommunications. You will manage complex sales cycles, conduct consultative selling, and build relationships with C-Suite executives.

What you will do

• Build and manage a pipeline for new strategic enterprise accounts
• Conduct solution-based sales engagements including meetings, presentations, and demonstrations
• Execute strategic initiatives to upsell and cross-sell within the existing customer base
• Develop and deliver business cases addressing customer priorities and ROI
• Structure, negotiate, and close complex deals through procurement and legal processes
• Orchestrate multi-threading strategies to establish relationships with C-Suite executives
• Maintain accurate sales activity and forecasting in the CRM
• Provide customer feedback to the product development team

Required qualifications

• 2–7 years of demonstrable quota-carrying success in B2B sales
• Proven track record of managing lengthy or complex enterprise sales cycles
• Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations
• Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger)
• Exceptional business communication skills
• High learning agility, analytical thinking, and commercial curiosity
• High AI fluency and advanced CRM tracking skills
• Advanced English (C1+ level)

Nice to have

• Fluency in an additional language
• Background in SaaS, financial technology, or information security sectors
• Familiarity with enterprise M&A use cases and corporate compliance workflows

Benefits

• Remote-first flexibility
• Home workplace budget
• Co-working expense coverage
• Individual IT budget for extra equipment
• Top-tier tech and AI-powered tools
• Access to Ideals Academy with numerous courses
• Investment in external learning and development activities
• Guidance in Personal Development Plan creation
• Professional literature and subscriptions coverage
• Support of your passion as a speaker or writer
• Internal talent mobility opportunities
• Tailored Wellness Package

Before you apply

• Screening call with the Talent Acquisition Specialist
• Hiring Manager interview & Discovery Call Role-Play
• Executive Presentation Role-Play with the Hiring Manager
• Competency-based interview (CBI)

About the company

Ideals is a global B2B SaaS product company in the secure business collaboration market. The company provides a Virtual Data Room (VDR) for complex transactions like due diligence and fundraising.