Account Executive

Firmable; Sydney; Hybrid; AUD 90,000 - 130,000; Full time

Job summary

Firmable, the market-leading B2B sales intelligence platform in Asia-Pacific, seeks an Account Executive in Sydney. Own the full deal cycle from discovery to close, running tailored demos and navigating buyer groups to convert prospects into long‑term customers.

You’ll work with SDRs, marketing, and leadership on GTM motion, market feedback, and pipeline growth. Hybrid or remote flexibility applies, with strong emphasis on autonomous, proactive selling in an AI‑native environment.

Qualifications

• 2+ years in outbound sales, preferably B2B SaaS, with closed deals.
• Strong discovery and demo skills tailored to prospects.
• Sharp commercial instincts: focus on fit and value, not just activity.
• Excellent time management and attention to detail across a full pipeline.
• Self-driven, curious, problem solver; proactive in trying new approaches.
• Familiar with AI tools; use AI for research, prep, objections, and drafting.

Responsibilities

• Own deal cycle from outbound to close, including qualification, demos, and closing.
• Deliver tailored demos showing Firmable's value against prospect pain points.
• Perform discovery to uncover needs and nurture longer-cycle prospects.
• Generate own pipeline with cold outreach and handle inbound when needed.
• Build LinkedIn presence and social selling to reinforce pipeline.
• Maintain clean data in CRM for forecasting, handovers, and GTM decisions.
• Collaborate with marketing, SDRs, and product teams to improve processes.
• Surface trends and opportunities to leadership to refine GTM strategy.

Skills

Outbound sales

Discovery

Demos

Pipeline management

Time management

Tools

HubSpot CRM

Job description

Firmable is the market-leading B2B sales intelligence platform in Asia-Pacific. Our competitive moat is our data - the deepest, most localised company and people dataset in every market we operate in. We've proven the model in ANZ. Now we're scaling it across Southeast Asia and beyond.

The Role

Account Executive sits at the sharp end of Firmable's commercial engine. You will own the full deal cycle from qualified opportunity to closed customer - running tailored demos, navigating buying groups, and converting prospects into customers who stick.

This is not a sit and wait role. You'll think commercially about which deals to invest in, run your own discovery to understand what each prospect actually needs, and customise every demo to land on the specific pain in front of you.

You'll work closely with SDRs on handover quality, marketing on what's converting, and leadership on where the market is moving.

This role is based in Sydney, reporting to the Sales Manager.

~75% active selling - demos, discovery, deal progression. ~25% pipeline support, collaboration, and feedback into the GTM motion.

What You'll Own

• Deal cycle ownership - handling outbound-generated leads and SDR-booked meetings, qualifying fit, running demos, and closing new business
• Tailored demonstrations - conducting engaging, customised sales demos that show Firmable's value against each prospect's specific pain points, not a generic deck
• Prospect engagement - discovery that actually uncovers need; nurturing longer-cycle prospects with insight until they're ready to buy
• Outbound support - stepping into cold prospecting when needed to generate your own pipeline, and covering inbound on an as-needed basis
• Social selling - building a strong LinkedIn presence and network that compounds over time
• CRM hygiene - keeping HubSpot accurate and current so forecasting, handovers, and GTM decisions run on clean data
• Cross-functional collaboration - partnering with marketing on sequences and conversion, with SDRs on handover quality, and feeding competitor, customer, and product insight back to the teams that need it
• Commercial signal - surfacing trends, objections, and opportunities to leadership so we sharpen the GTM motion continuously

What We're Looking For

Must Haves

• 2+ years in an outbound sales role, ideally fast-paced B2B SaaS with a demonstrable track record of closing new business - you can point to deals you've won and explain how
• Strong discovery and demo skills - you tailor to the prospect, not recite the product
• Sharp commercial instincts - you think about deals in terms of fit and value, not just activity
• Strong time management and attention to detail across a full pipeline
• Self-driven, curious, and a natural problem solver - you don't need to be told what to try next
• You live and breathe AI tools. You use AI for prospect research, call prep, objection handling, proposal drafting, and workflow automation as your default way of working, not a productivity experiment. In 2026, this is how AEs move fast and you need to already be doing it.

Highly Valued

• Experience with sales prospecting and database tools - Firmable, ZoomInfo, Lusha, Apollo, or similar
• Prior experience selling into ANZ B2B markets
• Startup or scaleup background where you've had to build the playbook, not inherit it

The Environment

Firmable runs lean and ships fast, small senior teams, no layers, minimal process. The GTM team operates at continuous pace, with hybrid or remote flexibility and the autonomy to work how you work best.

We are an AI-native organisation. That means AI isn't a tool we reach for, it's the default operating mode. AI-assisted research, automated workflows, agentic deal support. If you're not already working this way, this role isn't right for you.

Why This Role

• Sell the moat - Firmable's data is its primary competitive advantage, and you'll be the voice turning that advantage into revenue
• Greenfield territory - ANZ is live and growing fast; the addressable market is enormous and largely untapped
• Real career runway - top AEs at Firmable move into senior AE, team lead, or GTM strategy roles quickly; the ceiling is set by output, not tenure