Account Executive (SMB)

Matchbox; Melbourne; On-site; AUD 75,000 - 80,000; Full time

Job summary

Zeller is seeking an SMB Account Executive to join our sales team in Australia. The role focuses on hands-on relationship-building with SMEs, not hard selling, and involves understanding merchant needs to position Zeller as the best solution for boosting cash flow.

You’ll help scale our growing Sales team, build strong pipelines, and define the sales roadmap while collaborating across departments to deliver value to merchants.

Qualifications

• 1+ years of experience as a Senior BDR or SMB Account Executive.
• Track record of exceeding quarterly goals.
• Strong commercial mindset and demonstrated ability to grow revenue.
• Self-motivated with the ability to work independently.
• Genuine curiosity about people and their business.
• Prospecting, qualifying, value-based demonstrations, and negotiating experience.
• Excellent written, verbal and presentation skills.
• Comfort with ambiguity and high task volumes.
• Experience with Hubspot or similar CRM tools and Google Suite.

Responsibilities

• Prospecting to small and medium-size businesses through outbound lead generation, door-to-door, cold calling / email, referrals and more, supplemented by a healthy inbound lead pipeline.
• Build a deep understanding of merchant pain points and tailor Zeller solutions to exceed expectations.
• Manage a leads and deals pipeline with strong hygiene and attention to detail.
• Own the full sales cycle from planning, cold calling, qualifying, obtaining information, due diligence, to closing deals to meet or exceed targets.
• Translate complex merchant financial and payments problems into a clear, sellable solution.
• Deliver an outstanding first impression using storytelling, case studies, pitches and industry news.
• Develop commercially sound deals across various use cases, verticals and economics.
• Stay updated on SME, fintech, payments, and industry trends relevant to merchants.
• Collaborate with Sales, Marketing, Customer Success, Product and Operations to relay product feedback.

Skills

Prospecting

Lead generation

Relationship building

Negotiation

Presentation skills

Independent work

Communication

Commercial mindset

Time management

Education

Bachelor degree or equivalent

Tools

Hubspot CRM

Google Workspace

Job description

About Zeller

At Zeller, we're champions for businesses of all sizes, and proud to be a fast-growing Australian scale-up reimagining business banking and payments.

We believe in a level playing field, where all businesses benefit from access to smarter payments and financial services solutions that accelerate their cash flow, help them get paid faster, and give them a better understanding of their finances. So we're hard at work building the tools to make it happen.

Zeller is growing fast, backed by leading VCs, and brings together a global team of passionate payment and tech industry professionals. With an exciting roadmap of innovative new products under development, we are building a supportive and high performing team to inspire change in the outdated banking solutions. If you are passionate about innovation, thrive in dynamic environments, embrace new possibilities, hate bureaucracy, and can't think of anything more exciting than evolving the status-quo, then read on to learn more.

About the Role

As an SMB Account Executive in Zeller's Sales team, we'll challenge you to bring your hands-on approach, creative problem solving skills, natural business-development and commercial acumen, self-motivated experience and competitive fire to help us be a partner and advocate to Australian SMEs.

Being a Zeller Account Executive is not about hard selling. We believe that building a strong and lasting relationship with a business owner is the key to success. Our merchants come in all shapes and sizes - from family-run businesses, to multi-location chains, to large-scale events, and more. Every day will be different, and you'll thrive on going above-and-beyond to support a variety of merchants, by being a champion for their needs and a supporter of their business. This position is hands-on - you'll be hitting the streets to meet business owners, build a deep understanding of the ins-and-outs of their business, and use that knowledge to position Zeller as the best solution to supercharge their cash flow.

By joining Zeller in our embryonic stages, you'll be integral to scaling our rapidly growing Sales team. This role is ideal for a junior Sales Account Executive or BDR who is not afraid of ambiguity, and gets excited by developing processes while executing in parallel. We are excited to have people join us who will roll-up their sleeves to help establish a healthy pipeline, and define the Sales roadmap that will help to grow one of Australia's most exciting new fintechs.

Role responsibilities

• Prospecting to small and medium-size businesses through outbound lead generation, door-to-door, cold calling / email, referrals and more, supplemented by a healthy inbound lead pipeline.
• Build a deep understanding of the pain points and requirements of business owners, then formulate the right Zeller solution to exceed their expectations.
• Manage a leads and deals pipeline with outstanding hygiene and attention to detail.
• Own the full sales cycle including planning, cold calling, qualifying, obtaining information, due diligence, and closing new deals to achieve in order to exceed your individual targets.
• Translate complex merchant financial and payments problems into a succinct and sellable solution.
• Deliver an outstanding first impression for Zeller's merchants by using storytelling, case studies, pitch decks and industry news to inspire them about how we are the right business banking partner for them.
• Develop commercially sound deals across a wide variety of customer use cases, verticals, and complex economics.
• Stay up-to-date with SME, technology, fintech, payments, competitor and industry trends that are relevant to your merchants.
• Collaborate with members across Sales, Marketing, Customer Success, Product and Operations to relay product feedback.

Qualifications and experience

• 1+ years of experience as a Senior BDR or SMB Account Executive.
• Proven ability of exceeding your quarterly goals.
• A strong commercial mindset and demonstrated ability to successfully manage and grow revenue.
• Self motivated with the ability to work independently or at a distance from your team.
• Genuine curiosity and passion about people and their business.
• Demonstrable experience in prospecting, identifying target merchants, evaluating buyer interest, recognising decision-making processes, qualifying, creating value-based demonstrations, selling complex solutions, writing proposals, objection handling and negotiating.
• Excellent written, verbal and oral presentation skills.
• Resilience in the face of adversity and, and an underlying comfort in ambiguity.
• Strong organisational skills and super abilities to manage a large volume of tasks, responsibilities and deadlines.
• A healthy entrepreneurial spirit.
• Experience with Hubspot or similar CRM tools, and Google Suite (Docs, Sheets, Slides).
• Tertiary education, or a track record of relevant experience that proves it wasn't needed.

Bonus points

• Experience in SaaS, fintech, or scale-up B2B sales.
• An established relationship with SME business owners and decision makers.

Compensation

• $75,000 - $80,000 + Super + Commission + Equity