Account Executive (Key Accounts) - Sydney

Ideals; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Ideals, a global B2B SaaS provider of Virtual Data Room solutions, seeks an Enterprise Account Executive to develop the Australian enterprise market from Sydney. You will join two Key Accounts Sales teammates to win new logos across sectors like energy, pharma, biotech, and telecommunications.

You will own multi-month sales cycles, conduct discovery, and perform consultative selling, often displacing incumbents.

Qualifications

• 2–7 years of demonstrable quota-carrying success in B2B sales.
• Proven track record of managing lengthy or complex enterprise sales cycles.
• Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations.
• Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger).
• Exceptional business communication skills, enabling executive storytelling and complex contracting negotiations.
• High learning agility, analytical thinking, and commercial curiosity.
• High AI fluency and advanced CRM tracking skills.
• Advanced English (C1+ level).

Responsibilities

• Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos).
• Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual).
• Maintain “White Space” analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base.
• Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI.
• Structure, negotiate, and close complex deals, guiding corporate clients through procurement, security, and legal processes.
• Orchestrate multi-threading strategies to navigate enterprise politics and engage C-Suite executives across verticals.
• Keep an accurate track record of sales activities in CRM and forecast long-term.
• Provide customer feedback to product, collaborate with Customer Success, Marketing, and Commercial Sales to maximize revenue.

Skills

Quota-carrying sales

B2B sales

CxO engagement

Consultative selling

CRM tracking

Advanced English

Executive storytelling

Job description

Get to know us

Ideals is a global B2B SaaS product company recognized as the most highly rated and customer-centric brand in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high-stakes processes and make important decisions with less stress, higher quality, and shorter hours.

Ideals Virtual Data Room (VDR): Secure document sharing and collaboration for due diligence, fundraising, corporate reporting, licensing, clinical trials, and other complex transactions.

The role

To support Ideals’ rapid growth in Australia, we are looking for our first Enterprise Account Executive to focus on our enterprise segment in Sydney.

You’ll join our two Key Accounts Sales teammates in Sydney. Unlike our M&A advisory-focused motions, you’ll sell directly to enterprise companies across industries like energy, pharma, biotech, and telecommunications. As a quota-carrying strategic seller, you’ll grow revenue, acquiring new enterprise accounts and expanding existing ones. Expect 6- to 9-month sales cycles, deep discovery conversations, and consultative selling that often means displacing an incumbent vendor.

You’ll open a new growth channel for Ideals in Australia, with real ownership over how we approach the corporate market.

Compensation package: 50% base salary; 50% performance-based variable.

Why Ideals?

• Market-leading position: 18+ years in the VDR business, powering 10%+ of global M&A activity, with a 31% CAGR against competitors’ 11%
• Mature high-trust sales org: Ideals ranks in the top 10% of over 15,000 sales organizations on RepVue, as rated by sales professionals. Expect strong Sales Enablement, RevOps, Marketing support, and a structured onboarding ramp.
• Real growth trajectory: Profitable and bootstrapped, with 5x revenue growth and unicorn status targeted in the next five years.

What you will do

• Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos)
• Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual)
• Maintain “White Space” analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base
• Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI
• Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes
• Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C-Suite executives and key stakeholders across various verticals
• Keep an accurate track record of personal sales activities in the CRM, including methodical mid- and long-term forecasting
• Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Commercial Sales to maximize revenue and customer satisfaction

What you bring

• 2–7 years of demonstrable quota-carrying success in B2B sales
• Proven track record of managing lengthy or complex enterprise sales cycles
• Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations
• Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger)
• Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations
• High learning agility, analytical thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries
• High AI fluency and advanced CRM tracking skills
• Advanced English (C1+ level)

Nice to have

• Fluency in an additional language
• Background in SaaS, financial technology, or information security sectors
• Familiarity with enterprise M&A use cases and corporate compliance workflows

Our assessment process

• Screening call with the Talent Acquisition Specialist (30 mins)
• Hiring Manager interview & Discovery Call Role-Play (60 mins)
• Executive Presentation Role-Play with the Hiring Manager (60 mins)
• Competency-based interview (CBI) (60 mins)