Account Executive

Pointer; City of Melbourne; Hybrid; AUD 150,000 - 180,000; Full time

Job summary

SuiteFiles is hiring an Account Executive (SMB) in Melbourne, hybrid. You will own the full sales cycle end-to-end, from discovery and demo in a single call to trial, proposal, negotiation and close.

The role emphasises cold-calling as the primary lead gen channel and a genuine 50/50 inbound/outbound mix, targeting accounting firms in AU/NZ. You’ll build relationships across Melbourne’s accounting-firm groups, sell to firms with 5–30 seats, and operate in a fast-paced, growth-focused environment

Qualifications

• Experience in B2B SaaS sales is preferred.
• Proven ability to manage a full sales cycle from discovery to close.
• Strong prospecting and objection-handling skills.

Responsibilities

• Own a full sales cycle end-to-end, from discovery to close.
• Conduct discovery and demos in a single call and manage trials.
• Balance inbound and outbound lead generation roughly 50/50.
• Build relationships with Melbourne accounting firms and the Xero ecosystem.
• Sell to AU/NZ firms 5–30 seats with a fast sales cycle.

Skills

Cold calling

Full-cycle sales

Lead generation

Relationship building

Job description

Account Executive (SMB) – SuiteFiles | $90K Base + Super | $160K OTE (Uncapped) | Melbourne, Hybrid

Explainer Video

SuiteFiles has been solving document management for accounting firms for over a decade — not as a side hustle, as the actual business. In 2015, our co-founder sat next to Xero's Rod Drury on a flight, right after Xero bought what became Xero Practice Manager. Xero needed a documents solution. SuiteFiles built it. We've been an official Xero Practice Manager partner ever since.

14 years in, we've grown revenue every single year. No down years. Not even in the shaky 2022-2024 stretch that hit a lot of SaaS businesses harder. And 2026 has been our best yet — strongest half-year on record, four consecutive record-breaking months.

We're backed by a US-based private equity investor, run by a CRO who's been in the seat 4.5 years (rare in this industry, and a signal about how this team operates). Now we're adding a second Melbourne-based AE to build out our presence near Xero's Australian HQ and grow the AU/NZ side of the business properly.

Why This Role?

• $90K base + super, $160K OTE at 100% of target, $180K on the stretch case
• Commission is genuinely uncapped — hit 125%+ of target and you get paid at 150%
• 3-4 month ramp before full target kicks in, so you're not thrown in cold
• You'll be mentored day-to-day by our top Melbourne closer — 5 years' tenure, seriously good at what he does
• Full access to Grw.AI, our AI sales coaching platform — heavily used internally, not a token perk
• Genuine progression path: this is a company that's building, not just backfilling a seat

What You'll Actually Do

• Own a full sales cycle end-to-end — self-source, run discovery-and-demo in a single combined call, manage trial, propose, negotiate, close
• Cold-call as your primary lead gen channel — around 90% of demos in this market get booked by phone, not email or LinkedIn
• Work a genuine 50/50 mix of inbound and outbound (it shifts month to month — conference months skew inbound, quiet months mean more of your own generation)
• Build real relationships across Melbourne's accounting-firm groups and the wider Xero ecosystem — an area we know we've under-invested in and want fixed
• Sell into accounting firms of 5-30 seats — the bulk of the AU/NZ market — where the sales cycle runs fast: most deals close within 90 days of demo

Who This Suits

You don't need years of closing experience. What matters is whether you're genuinely good on the phone, right now, in your current role.

• You're either a strong-performing SDR ready to step into full-cycle AE work, or an AE with 6-12 months in the seat who hasn't found the right fit yet — but you can prove SDR-level calling success underneath it
• You're naturally curious — you ask questions instead of running a script, and you can hold discovery and demo in the same call without switching into broadcast mode
• You want to be coached by someone who's actually good at it — Your coach has spent five years building the exact muscle you're trying to build, and he's genuinely invested in getting you there quickly.

Some SDR or early AE experience helps, but the calling comfort and coachability matter more than the résumé.

Why This Opportunity Is Different

Most "junior AE" roles are a disguised churn machine — someone dialling in the dark with no support and no plan. This isn't that. You're joining a company that's just had its best year in a decade, with a CRO who's stayed 4.5 years and a team that's stuck around even longer. Julian's been here five years. That kind of retention doesn't happen by accident.

You'll be selling to a genuinely value-led buyer — accountants are conservative, but they make decisions fast once they see value, which is exactly why this sales cycle runs in weeks, not quarters. And you'll be trained properly: a real ramp, a coaching platform the whole team actually uses, and a mentor who's already proven the model works.

If you're ready to pick up the phone and build something real — not just fill a quota — this is worth your time.