Defence Account Executive

Peoplebank; Parkes; On-site; AUD 180,000 - 280,000; Full time

Job summary

Peoplebank in Australia is seeking a Senior Account Executive – APAC to drive new business acquisition and revenue growth across the Defence sector. Based in Canberra, this senior quota-carrying role covers customers across Australia, requiring extensive enterprise sales experience and a proven track record of success selling to Defence and government markets.

You will manage complex sales cycles, build senior stakeholder relationships, and work with partners to expand licensing and renewals.

Qualifications

• Eight-plus years in B2B enterprise technology sales.
• Three-plus years selling to Australian Defence or Federal Government.
• Proven track record closing complex enterprise deals with multiple stakeholders.
• Australian citizenship with Baseline security clearance and ability to obtain NV1.

Responsibilities

• Identify and convert new business opportunities across Defence and Federal Government.
• Manage end-to-end enterprise sales lifecycle from prospecting to contract execution.
• Build relationships with senior stakeholders and procurement teams.
• Develop account plans and pipeline strategies to achieve revenue targets.
• Expand existing accounts through upselling and renewals.
• Lead proposals, tenders and commercial negotiations with internal teams.
• Collaborate with channel partners and systems integrators on opportunities.
• Maintain accurate forecasts and opportunities in the CRM.

Skills

Enterprise sales

Defence/government sales

New business development

Stakeholder management

Negotiation skills

Tools

CRM software

Job description

We areseeking a Senior Account Executive – APAC to drive new business acquisition, strategic customer relationships and revenue growth across the Defence sector. This senior, quota-carrying role is based in Canberra, with responsibility for customers across Australia. The position requires substantial enterprise sales experience, demonstrated success selling into Defence and government markets, and a proven track record of achieving sales quotas. You will have exertise and experienceworking with Defence prime contractors, Defence industry partners or national security agencies.

As the selected candidate, you will:

• Identify, develop and convert new business opportunities, particularly across Defence, Federal Government and security-conscious enterprise markets.
• Manage the complete enterprise sales lifecycle, from prospecting and qualification through to solution positioning, negotiation and contract execution.
• Build and maintain relationships with senior customer, procurement, technical and strategic partner stakeholders.
• Develop and execute account plans, pipeline strategies and business development activities to achieve revenue targets.
• Manage and expand existing customer accounts through additional licensing, product adoption, cross-selling and renewals.
• Lead customer presentations, proposals, tenders, quotations and commercial negotiations in collaboration with internal teams.
• Work with channel partners, technology vendors, systems integrators and resellers to pursue shared opportunities.
• Maintain accurate customer and opportunity information, forecasts and reports within the designated customer relationship management system.
• Represent the client at relevant customer meetings, industry events and business development activities.
• Comply with company, customer and government information security requirements.

To be successful in this role you are required to have the following;

• At least eight years’ experience in business-to-business enterprise technology sales, including five years selling to large organisations.
• At least three years’ direct sales experience within the Australian Defence or Federal Government sector, including government or Defence procurement processes.
• Proven experience winning new enterprise customers and managing complex sales cycles involving multiple stakeholders, technical evaluations, formal proposals and negotiations.
• Experience managing and expanding enterprise accounts, including upselling, cross-selling and contract renewals.
• Australian citizenship and a current Australian Government Baseline security clearance, with the ability and willingness to obtain and maintain an NV1 security clearance.

It is desirable if you have:

• Experience selling cybersecurity, secure information sharing, information governance or software.
• Experience working with Defence prime contractors, industry partners or national security agencies.
• Familiarity with Australian Government security frameworks.
• Established networks within Australian Defence and Federal Government technology sectors.

Please note that Aida, our after-hours AI conversational screening assistant, may be used as part of the initial application process

Peoplebank and Leaders IT are committed to creating a diverse and inclusive workplace where everyone belongs. We welcome applications from people of all backgrounds, identities, and experiences. If you need adjustments to the recruitment process due to your circumstances, please let us know—we’re here to support you.