Account Executive

Fair Supply; Melbourne; Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Uncapped commission

Equity via ESOP

Recharge days

Parental leave

Family and domestic violence leave

Work from anywhere (AU/overseas)

Hybrid work from Sydney or Melbourne

Job summary

Fair Supply is seeking a high-impact Senior AE to close complex, multi-stakeholder deals across Australia and NZ. You’ll own discovery, build a robust pipeline, and lead end-to-end sales cycles from outreach to close, engaging HR, legal, procurement and sustainability teams.

You’ll shape the go-to-market and demonstrate how our platform mitigates modern slavery, emissions and biodiversity risks. You’ll join a tight-knit, ambitious team with real autonomy, fast feedback loops, and a chance to

Qualifications

• Experience selling a technical B2B SaaS product end to end.
• Proven ability to build and manage a pipeline through outbound efforts.
• Comfort working in a startup or early-stage environment with evolving tools and processes.

Responsibilities

• Build your own pipeline by managing accounts, outreach and opportunity creation.
• Run discovery to uncover the real problems around supplier risk and cost exposure.
• Sell to a buying group, multi-thread with HR, legal, procurement and sustainability.
• Lead the sale and tailor the demo to show risk in suppliers and convert to a real business problem.
• Write proposals around customer problems and navigate procurement discussions.
• Collaborate with Product, CS and Marketing to improve selling, support and demand generation.
• Keep HubSpot up to date with all activities and deals.
• Stay informed on ESG regulation and procurement trends to engage senior buyers.

Skills

Technical B2B SaaS sales

Outbound pipeline development

Startup experience

CRM proficiency (HubSpot/Salesforce)

Prospecting & cold outreach

Tools

HubSpot

Salesforce

Job description

A wave of regulation has turned what we sell into a must-have for Australia's biggest companies, and those deals are yours to win.

Picture this. You're responsible for modern slavery compliance or climate reporting at a major Australian company, and the board asks two simple questions.

"Can you guarantee there's no forced labour in our supply chain?" "Where is our biggest emissions impact actually coming from?"

Most people in that seat can't answer with confidence. They're working from spreadsheets, supplier surveys and reports that were never built for this level of scrutiny. And regulators aren't waiting. That gap, between what they can prove and what regulators now demand, is what you'll be selling into.

Why this is a great sales role right now

• The demand is driven by regulation. Recent reforms in Australia and new legislation landing in NZ mean our buyers are working to a deadline, not a "someday." The question usually isn't whether they need a solution. It's who they trust to get it right.
• Companies you'll recognise. Air New Zealand, AustralianSuper, Ramsay Health Care and Isuzu are among the companies that use us
• You'll help write the playbook. We're an AirTree-backed startup of around 25 people, still shaping our sales motion. You'll have a real voice in how we go to market, structure deals and engage buyers.
• The work matters. Every deal you close helps a company find and deal with forced labour, emissions and nature risk in its supply chain.

What we do

Fair Supply shows companies what's really happening in their supply chains, across modern slavery, emissions and biodiversity risk, right down to the supplier level. It's not tick-box compliance. It's real intelligence that helps teams find, assess and act on risk, and report to regulators with confidence.

What working here feels like

You'll join a small, friendly sales team inside a company that's deeply ambitious about the work and genuinely kind with it. Egos don't run the show, and when someone hits a rough patch, people show up to help. You'll get real autonomy, no endless approval chains, and a leadership team that shares both the good news and the hard stuff.

We're not perfect. We're still building and figuring things out as we go. But we have clear focus, customers who love what we've built, and the kind of momentum that makes you excited to come to work.

The role

This is a full-cycle AE role selling into mid-market and enterprise teams across Australia and New Zealand, reporting to our Head of GTM. From day one you'll have a large pool of warm, engaged prospects to work, and you'll create your own opportunities through strategic outreach, smart targeting and consistent activity.

• Build your own pipeline. Work your account list, run targeted outreach, and own your activity and opportunity-creation targets.
• Run discovery that finds the real problem. Get to how they track supplier risk today, where it's costing them time or exposure, and the pain they haven't spotted yet.
• Sell to a buying group, not one person. HR, legal, procurement, risk and sustainability can all have a say, and they all buy differently. You'll multi-thread, bring the sceptics along and keep momentum.
• Lead the sale and demo what matters. Take buyers on a structured, consultative journey and tailor the demo to their world, showing the kind of risk that surfaces in the suppliers they'd never think to check, the ones they'd assumed were a safe bet, so it lands as a real problem, not a feature tour.
• Build the case and hold your value. Write proposals around the problems the customer told you about, and stay comfortable with procurement teams who negotiate from day one.
• Feed what you hear back in. Work with Product, Customer Success and Marketing to improve how we sell, support and generate demand.
• Keep HubSpot honest. If it's not in HubSpot, it didn't happen.
• Stay across the market. Know enough about ESG regulation and procurement trends to be credible with senior buyers, and represent us at industry events when needed.

The challenge

This is a complex product in a complex space, and many buyers are still working out what they need. A lot of the sale is education before comparison. You'll need to get smart on modern slavery, emissions and biodiversity reporting fast, and explain it simply. We're also still building our systems and processes, so things will change as we grow. If that sounds energising rather than stressful, you'll do well here.

You'll love this role if you…

• Have sold a technical B2B SaaS product end to end, from sourcing your own leads to closing, and can walk us through exactly how you do it.
• Have built real pipeline through outbound, including calls, not just inbound or marketing leads.
• Have worked in a startup or early-stage company where the tools and processes weren't already built for you.
• Love to win and hate to lose, but not at all costs. If you've played sport or competed at something, we'd love to hear about it.
• Get straight to the point, and can adapt how you talk to a compliance manager, a lawyer or a CFO.
• Know your way around HubSpot or Salesforce, and use AI to genuinely sharpen your research and prep.
• Are curious about what you're doing well and what you could do better.

Bonus points if you've sold into complex buying committees, especially procurement, or know your way around ESG, regulatory or compliance tools.

This probably isn't the role for you if…

• You'd rather work mostly from inbound or SDR-booked meetings.
• You'd rather not pick up the phone.
• You want an established playbook and a large sales team around you.
• You prefer managing existing accounts to winning new ones.

Where this can go

There's a clear path to Senior AE in around 12 months, based on results and the impact you have on the team, with room beyond that into specialist or team-lead roles as we grow. These go to people who deliver consistently and help others do the same.

What we offer

• Competitive OTE: base salary + uncapped commission + 12% superannuation.
• Equity: share options through our ESOP, so you share in the value you help create.
• Recharge Days: extra paid days off after big team-wide pushes.
• Parental leave: an extra 6 weeks of paid parental leave for primary carers, on top of the government scheme, after a year with us.
• Family and domestic violence leave: an extra 10 days, above the legal minimum.
• Work (Almost) Anywhere: up to two weeks a year working from elsewhere in Australia or overseas.
• Hybrid working from our Sydney or Melbourne offices.

How we hire

We move fast, and we keep you in the loop the whole way. There are five steps, because we want both of us sure it's the right fit:

• An intro call with our People Ops team.
• A deep dive into your experience with our Head of GTM.
• A practical skills session where you show us how you sell.
• A relaxed chat with the sales team.
• A final conversation with our co-founders.

If you've read this far and you're already thinking about who you'd call first, let's talk.