Account Executive, Commercial Sales

The role

The Territory Manager wins new business and expands existing private-sector mid-market accounts. This role involves prospecting, managing complex sales cycles, and building relationships with executive and technical decision makers.

What you will do

• Hunts for and wins net-new logos through daily prospecting
• Upsells and cross-sells across the assigned customer base
• Builds and executes a territory and account plan
• Builds relationships with executive and technical decision makers
• Qualifies opportunities and drives them to a documented close plan
• Orchestrates the internal deal team
• Works with Systems Engineers to qualify opportunities and deliver demonstrations
• Closes business with partners and via cloud marketplaces
• Engages with Strategic Alliance partners
• Maintains pipeline and forecasting in Salesforce

Required qualifications

• Bachelor's Degree and/or equivalent years of experience
• At least five (5) years of quota-carrying B2B software sales, selling through the channel and direct to end users
• Proven hunter with a consistent track record of winning net-new logos and over-achieving quota in the mid-market segment
• Demonstrated success running complex sales cycles with multiple stakeholders
• Strong internal and external collaborator
• Consultative, value-based solution selling approach with strong negotiation and demonstrated closing skills
• Knowledge of virtualization, hybrid cloud and public cloud / hyperscalers (AWS, Microsoft Azure, Google Cloud)
• AI literate, with moderate, hands-on expertise using AI tools such as Microsoft Copilot, ChatGPT and Claude
• Salesforce knowledge is required
• Microsoft Office tools (Word, Excel, PowerPoint, etc.)

Nice to have

• Knowledge of large distributors and value-added resellers (VARs)
• Experience selling data security solutions, ideally Data Security Posture Management (DSPM), data classification, data access governance, data loss prevention (DLP) or privacy/compliance platforms
• Understanding of data security, privacy and compliance frameworks (for example, the Australian Privacy Act 1988, the ACSC Essential Eight and ISO 27001)
• Experience selling cyber resilience, backup and recovery, or broader cybersecurity solutions
• Experience using the MEDDPICC sales methodology (or MEDDIC)
• Experience in a high-growth or scale-up environment

Benefits

• Paid time off plus 4 global VeeaMe Days for self-care and paid volunteer time
• Private medical insurance and income protection during illness or injury
• Annual wellbeing allowance and flu vaccination vouchers
• Discounted HCF corporate health insurance
• Free, confidential counselling and coaching via EAP
• Superannuation contributions via salary sacrifice
• Car allowance for eligible field sales roles
• Salary sacrifice options for phones, laptops, and tablets
• Professional training and education, including courses and workshops, internal meetups, and unlimited access to online learning platforms
• Mentoring through MentorLab program

About the company

Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient. Headquartered in Seattle, Veeam protects over 550,000 customers worldwide.