Enterprise Account Exec - 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

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.