Account Executive

Tech Sales Jobs; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Salesforce is seeking an SMB & Growth Account Executive to drive growth across small and medium businesses in Australia. You will own the full sales cycle from prospecting to negotiation, close and expansion, partnering closely with customers to demonstrate how Salesforce can help them grow, improve productivity and deliver better customer experiences.

Based in Sydney, you will engage with business leaders and decision-makers, uncover challenges, and connect them to Salesforce’s CRM, Data Cloud,

Qualifications

• Proven experience in a B2B sales environment, ideally SaaS, tech or consultative sales.
• Track record of achieving or exceeding sales targets.
• Strong prospecting, pipeline development, and territory management skills.
• Demonstrated ability to run a structured, end-to-end sales process.
• Excellent discovery, negotiation, presentation and closing skills.
• Commercial curiosity and ability to map technology to business value.
• Confident engaging with senior stakeholders across multiple levels.
• Strong written and verbal communication skills.
• Growth mindset and ability to learn in a fast-moving tech environment.
• Resilience, accountability, and pace in a matrix organization.
• Experience selling across Australia and/or New Zealand is advantageous.

Responsibilities

• Own and deliver against an individual sales quota across an assigned SMB territory.
• Manage end-to-end sales cycle from prospecting to close and account growth.
• Build relationships with C-level, executive and senior stakeholders.
• Develop understanding of customers’ businesses, industries and challenges.
• Lead discovery conversations and articulate business value.
• Identify opportunities to introduce Salesforce’s platform (CRM, Data Cloud, AI).
• Maintain a healthy pipeline via outbound, inbound, partners and existing customers.
• Develop territory and account plans to prioritise high-value opportunities.
• Collaborate with Solution Engineers, BDRs, Customer Success and other teams to drive outcomes.
• Forecast opportunities accurately and maintain pipeline hygiene.
• Stay current on market trends, AI, CRM and customer experience.

Skills

B2B sales

SaaS

prospecting

pipeline development

territory management

stakeholder management

negotiation

communication

growth mindset

relationship building

Tools

Salesforce

CRM

Data Cloud

Job description

SMB & Growth Account Executive

Location: Australia - Sydney

Remote Type: Office - Based

Time Type: Full time

Job Description

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Sales

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

As an SMB Account Executive, you will be responsible for driving growth across a portfolio of small and medium-sized businesses in Australia.

You’ll own the full sales cycle — from prospecting and discovery through to negotiation, close and expansion — partnering closely with customers to understand their business priorities and demonstrate how Salesforce can help them grow, improve productivity and deliver better customer experiences.

This is a highly consultative role. You’ll engage with business leaders and decision-makers, uncover complex business challenges and connect those challenges to Salesforce’s broader CRM, data, AI and automation capabilities.

While you will be based in Sydney, your customer portfolio may span different geographies across Australia and New Zealand, providing the opportunity to build relationships and sell across a diverse ANZ market.

What You’ll Do

• Own and deliver against an individual sales quota across an assigned SMB territory.
• Manage the end-to-end sales cycle, from prospecting and qualification through to negotiation, close and account growth.
• Build strong relationships with C-level, executive and senior business stakeholders.
• Develop a deep understanding of customers’ businesses, industries, priorities and challenges.
• Lead consultative discovery conversations and articulate compelling business value.
• Identify opportunities to introduce customers to Salesforce’s broader platform, including CRM, Data Cloud, Agentforce and AI capabilities.
• Build and maintain a healthy pipeline through a combination of outbound prospecting, inbound opportunities, partner relationships and existing customer engagement.
• Develop territory and account plans to prioritise the highest-value opportunities.
• Collaborate closely with Solution Engineers, Business Development Representatives, Customer Success, Professional Services and other Salesforce teams to deliver strong customer outcomes.
• Navigate multiple stakeholders and complex buying processes while maintaining sales momentum.
• Accurately forecast opportunities and consistently maintain high-quality pipeline hygiene.
• Stay current on market trends, competitive dynamics and developments in AI, CRM and customer experience.
• Contribute to a high-performance, collaborative sales culture across the ANZ business.

What We’re Looking For

• Proven experience in a B2B sales environment, ideally SaaS, technology or another consultative sales organisation.
• A track record of achieving or exceeding sales targets.
• Strong prospecting, pipeline development and territory management skills.
• Demonstrated ability to run a structured, end-to-end sales process.
• Excellent discovery, negotiation, presentation and closing skills.
• Commercial curiosity and the ability to understand how technology can solve real business problems.
• Confidence engaging with senior stakeholders and building relationships across multiple levels of an organisation.
• Strong communication skills, both written and verbal.
• A growth mindset and willingness to learn in a fast-moving technology environment.
• Resilience, accountability and the ability to operate with pace and ambiguity.
• Ability to collaborate effectively across a large, matrixed organisation.
• Experience selling across Australia and/or New Zealand is advantageous.

What Success Looks Like

• Consistently achieve or exceed your sales quota.
• Build a strong, sustainable pipeline.
• Create trusted relationships with SMB customers.
• Become a credible advisor on CRM, AI and business transformation.
• Identify opportunities to expand customer adoption of the Salesforce platform.
• Deliver an exceptional customer experience throughout the sales cycle.
• Contribute positively to a high-performance ANZ sales culture.

Why Salesforce?

You’ll join a global organisation at the forefront of the AI and CRM transformation, with the opportunity to work with innovative technology and some of the most ambitious businesses across ANZ.

You’ll have access to world-class enablement, coaching and career development, while working alongside talented sales, technology and customer success professionals.

Most importantly, you’ll have the opportunity to help businesses understand what is possible when CRM, data and AI come together — and play a direct role in their transformation.

Salesforce is an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

At Salesforce we encourage applications from Aboriginal and Torres Strait Islander peoples. Salesforce Australia is committed to walking together with the Traditional Custodians of this land, Australia’s First Nations peoples, as we forge a path to reconciliation. Please see our Reconciliation Action Plan for more information

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.