Account Executive

Oho; Melbourne; On-site; AUD 90,000 - 130,000; Full time

Job summary

Oho is seeking an Account Executive to lead full-cycle B2B software sales across disability services, aged care, early learning and community sectors in Australia. You will own prospecting, discovery, product demos, and handover to customer success while collaborating with marketing and partnerships to grow the business.

The role emphasizes building a robust pipeline, managing multi-stakeholder buying processes, and maintaining accurate forecasting.

Qualifications

• 2+ years of full-cycle B2B software sales with demonstrated success.
• Experience in startup environments where roles are broad and dynamic.
• Proven ability to prospect, generate qualified leads and build pipeline from scratch.

Responsibilities

• Own end-to-end sales cycle from prospecting to customer handover.
• Identify target organisations across disability services, aged care, early learning and community sectors.
• Conduct discovery conversations and tailor demos for different buyers and sectors.

Skills

Full-cycle B2B software sales

Startup experience

Prospecting & lead generation

Discovery & qualification

CRM discipline & forecasting

Tools

Gong

HubSpot

Job description

ACCOUNT EXECUTIVE - OHO SAFEGUARDING PLATFORM

Build meaningful relationships that protect vulnerable Australians whilst growing your career in purpose driven technology.

Every child, person with a disability, and elderly person in care has the fundamental right to be safe and cared for by suitable people. At Oho, we're not just selling software, we're building the safeguarding infrastructure that ensures Australia's most vulnerable people are protected from abuse.

We're a fast growing for-purpose RegTech company, specialising in worker suitability, experiencing rapid year-on-year growth.We need an exceptional Account Executive to accelerate our expansion across disability services, aged care, early learning and community service sectors.

The Opportunity

This is a full-cycle sales role where you'll own the entire process from prospecting through to customer success handover. You'll identify target organisations, generate leads, build relationships, and help care sector organisations solve their most pressing workforce compliance challenges.

What you'll be doing:

• Research and identify target organisations across disability services, aged care, early learning and community sectors
• Generate qualified leads through outbound prospecting, networking, and partnership collaboration
• Execute discovery conversations using proven qualification frameworks to understand customer needs and tailor demos to each sector and buyer (HR, people, risk, operations, executives)
• Run compelling product demonstrations tailored to each vertical and buyer persona
• Build and nurture strong relationships throughout complex, multi-stakeholder buying processes
• Work collaboratively with marketing, sales, partnerships, and customer success teams to deliver value for the business and value for customers
• Maintain detailed pipeline management and accurate forecasting
• Contribute to continuous improvement of sales processes and vertical playbooks

About You

• 2+ years full-cycle B2B software sales experience with demonstrated success
• Previous startup experience where you've worn multiple hats
• Proven track record of prospecting, lead generation, and building pipeline from scratch
• Demonstrated success in complex, multi-stakeholder sales cycles (3-6 months)
• Strong discovery and qualification skills. You invest time understanding problems before pitching solutions
• Comfortable with CRM discipline, pipeline management, and accurate forecasting

About You:

• Mission driven: passionate about protecting vulnerable people through technology
• Customer obsessed: you start with understanding their world and challenges
• Ownership mentality: you drive it like you own it and take accountability for outcomes
• Growth focused: you grow together with colleagues and embrace challenges
• Simplifier: you do less, better and strip out what doesn't serve the customer
• Collaborative: you take play seriously and work effectively with cross-functional teams
• Resilient and brave: comfortable with rejection, persistent in following up, and willing to do the hard things directly

Highly Valued (but not essential):

• Experience selling to regulated industries or compliance driven buyers (HR, Risk, Operations)
• Understanding of Australian care sector compliance requirements (NDIS, Working with Children Checks, AHPRA, aged care licensing)
• Previous success with Sandler, MEDDIC, or similar consultative sales methodologies
• Experience with Gong, HubSpot or similar sales intelligence tools
• Experience selling HR Tech, Compliance Tech, or SaaS products to care sectors

This role is perfect for someone who....

• Is a self-starter and motivated to succeed by building their funnel from the ground up
• Has previously worked at a start-up and is comfortable operating whilst systems and playbooks are being built – and help to build them
• Maintains motivation when generating their own pipeline rather than waiting on warm leads
• Would rather shape the process than follow a perfectly defined one

Why This Role Matters

Every conversation you have, every relationship you build, and every organisation you bring onto the platform contributes to protecting children and vulnerable adults across Australia. This isn't just selling software; it's the frontline work that expands safeguarding infrastructure and enables more organisations to maintain the highest standards of care. Oho supports over 150+ customers, helping protect more than 4 million vulnerable Australians.

Why Join Oho? The Opportunity for You

Every organisation you bring onto Oho means more workers are checked properly and more people are supported by suitable people.

Work that matters: Build relationships and generate opportunities for technology that directly protects children and vulnerable people across Australia's $30B+ care sector.

Growth trajectory: Join during our most exciting growth phase;100%+ year-on-year growth with strong product-market fit across three major verticals.

Professional development: Work within a proven sales playbook with ongoing coaching using Gong conversation intelligence. You'll develop enterprise selling skills in a high stake, high impact industry.

Live our values: Join a team that truly starts with customers, drives it like we own it, grows together, and does less and is better every single day.

Compensation: Competitive market OTE package with uncapped upside and flexible working arrangements.