Digital Sales - Account Executive

The Access Group; Willoughby City Council; Hybrid; AUD 90,000 - 130,000; Full time

Job summary

The Access Group is expanding its APAC Digital Sales team and seeks a Digital Sales Account Executive based in Sydney. The successful candidate will generate new sales opportunities, respond to inbound enquiries, and guide prospects through trials to become customers, primarily via remote channels with some in-person engagements.

You’ll collaborate with the APAC Digital Sales Lead to hit targets, manage a CRM-rich pipeline, and deliver exceptional customer experiences while promoting Lightyear

Qualifications

• 2+ years sales experience in SaaS software.
• Consultative approach in qualifying prospects as viable opportunities.
• Exceptional verbal and written communication skills.
• Strong phone presence with high-volume dialing.
• Ability to multi-task, prioritize and manage time effectively.
• Excellent listening skills, attentive and empathetic.
• Hunger to proactively seek new business in the market.
• Natural ability to influence people and shape outcomes.
• Creative approach to solving problems for customers.
• Comfort with multiple channels (phone, email, video) to drive engagement.

Responsibilities

• Source new sales opportunities through inbound lead follow-up and outbound calls and emails.
• Understand customer needs and requirements to align solutions.
• Route qualified opportunities through the sales funnel toward closure.
• Identify and pursue new business opportunities using AI-assisted prospecting tools.
• Use AI insights to prioritise pipeline and high-value leads.
• Convert opportunities through the pipeline to a successful close.

Skills

SaaS sales

Consultative selling

Verbal communication

Phone prospecting

Time management

Active listening

Market prospecting

Influencing

Creative problem solving

Multi-tasking

Job description

We’re looking for people to join the Access family, who share our passion for believing in better, and who will help us continue to grow.

Love Work. Love Life. Be You. - is central to our success and how we give our customers the freedom to do more of what's important to them.

What does Access offer you?

We offer a blended approach to office working, encouraging you to collaborate and connect in one of our thriving offices. We deliver on what we say, taking the development of our people seriously. We’ll work with you to progress your success plan and provide opportunities to accelerate your career.

Lightyear partners with the world's best-known accounting software such as Xero, Quickbooks, MYOB, Sage & Netsuite, Point of Sale partners and industry-specific ERP partners. In addition, Independent Software Vendors (ISVs), Value Added Resellers (VARs), Accountants and Bookkeepers encourage their clients to consider Lightyear to solve their Accounts Payable headaches. Along with effective marketing, those partnerships create inbound enquiries and opportunities from businesses which the Lightyear team need to respond to … bringing those enquiries from demo through trial, to become paying customers.

We are looking to expand the sales team with a Digital Sales Account Executive, based in Sydney. Reporting to the APAC Digital Sales Team Leader. The successful candidate will be responsible for generating new sales opportunities, responding to inbound enquiries, arranging and/or demonstrating Lightyear, persuading the enquiry to trial the service, negotiating commercial agreements… basically whatever is required to bring that enquiry on a journey so that they become a Lightyear customer.

Responsibilities:

• You'll be sourcing new sales opportunities through inbound lead follow-up and outbound cold calls and emails.
• Understanding customer needs and requirements.
• Routing qualified opportunities on the journey toward further development and closure.
• New business opportunities identified and pursued using Al-powered prospecting tools
• Pipeline health optimised and high value leads prioritised using Al-generated insights
• Qualified opportunities converting successfully through the pipeline stages to a successful close

About you

We want an energetic and motivated individual who is self-sufficient and not afraid to put themselves out there to deliver results. Your role will be to convert, guide and influence prospects over the phone, via video conferences and occasionally in person. You will cultivate relationships, overcome objections and deliver the best solution. You will play a key part in understanding a customer’s needs and with this information guiding them through how Lightyear would best fit their organisation.

The Account Executive role is a balance between providing exceptional customer service, and being persuasive (it is a sales role after all). If you don’t enjoy getting to understand a customer problem, and then offering up solutions, this isn’t for you. If you don’t enjoy being a little bit persuasive … if you don’t enjoy the thrill of hearing a customer say ‘ok, how do we proceed from here?’ this isn’t for you. If you don’t like going over and above for a customer, this isn’t for you. We’re not a 5* rated app for nothing. Even if a customer enquiry goes nowhere, we want that enquiry to have a wonderful experience dealing with us. In a nutshell, you are the convincer, the closer. If you can’t close a new business, it’s not for you.

You’ll be comfortable doing all of this mostly via e-conferencing, email and phone but occasionally in person. You’ll be confident enough to talk to C-level executives. You’ll be approachable enough to talk to anyone.

You’ll have a number of years experience in a SaaS Sales role. You’ll have a good grasp of tech, and you’ll understand business financial processes. After all, we are a fin-tech company.

Required Skills & Experience:

• 2+ years sales experience in SaaS Software with an aptitude for technology and the ability to learn new systems with ease.
• A consultative approach in qualifying prospective customers as viable opportunities.
• Exceptional verbal and written communication skills.
• Strong phone presence and experience dialing dozens of calls per day.
• Ability to multi-task, prioritize, and manage time effectively.
• Excellent listening skills; understanding and compassionate.
• A hunger to proactively seek new business in the market.
• A natural ability to influence people.
• A creative approach to problem solving.
• You’ll have the ability to multi-task.

What that means, day to day

• You will manage your own calendar, handling phone/chat enquiries and outreach. Some inbound enquiries come without warning, so you must always be ready to go.
• You will manage your inbox, and respond to your relationships in a timely manner.
• You will manage your own sales pipeline, but also contribute to the success of the wider team’s collective goals, reporting openly and working collaboratively.
• Run weekly online events, and attend industry events in person.
• Work closely with the Digital Sales Lead APAC to achieve targets aligning with our annual strategy.
• Ensure that the CRM is kept up to date... that's a given. If it’s not in the CRM, it didn’t happen.

What are we all about?

The Access Group is one of the largest UK-headquartered business management software providers. It provides solutions that empower more than 160,000 small and mid-sized organisations in commercial and non-profit sectors across Europe, USA and APAC, giving every employee the freedom to do more of what's important. Its innovative cloud solutions and integrated AI software experience across multiple Access products transform how business technology is used.

With over 9,300 talented individuals driving innovation and customer excellence, we’re shaping the future of work. And we want you to be part of it. At Access, people are at the heart of everything we do. We’re committed to creating an inclusive, high-performing culture where everyone feels valued, respected, and empowered to thrive. If you’re excited about this role - even if your experience doesn’t tick every box - you might be exactly who we’re looking for.

We believe in equality for all and the transformative power of diversity. So why not join our vibrant team, where you can love what you do, love how you live, and most importantly, be authentically you?