Enterprise Account Executive - Robotics Fulfillment SaaS

Skutopia; Melbourne; Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive salary

Commissions

Equity

Leadership access

Growth environment

Job summary

SKUTOPIA is seeking an Enterprise Account Executive to own the Australian enterprise market and drive growth with leading brands. This hybrid role requires travel to our facility in Altona, Melbourne for sales tours and pitches.

You will build and close complex multi-stakeholder deals in eCommerce/omnichannel, using MEDDPICC to shape strategy, and collaborate with product, tech and operations to land and expand accounts.

Qualifications

• Strong experience in B2B enterprise or complex solution sales; ideally in 3PL, supply chain, SaaS, or eCommerce infrastructure.
• Proven track record of closing seven-figure deals with long sales cycles and multiple stakeholders.
• Excellent commercial instincts; you can run a financial model, build a business case, and speak fluently to cost-per-order, SLA metrics, and working capital.
• Structured methodology; you use a framework (MEDDPICC or similar) and can demonstrate how you apply it.
• Outstanding communicator; polished in the boardroom, credible with operations & technical teams.
• Deeply self-motivated; you don't need hand-holding to build pipeline or close deals in a new market.
• Commercially curious; you follow eCommerce/Retail trends, know who the major players are, and have a point of view on the market.
• Melbourne-based or genuinely willing to relocate; this role requires real presence in the market.

Responsibilities

• Own the end-to-end enterprise sales cycle; from prospecting through to signed contract and smooth handover to CS.
• Build and manage a qualified pipeline of enterprise and upper mid-market eCommerce merchants using a mix of outbound, ABM, events and referrals.
• Lead multi-threaded, multi-stakeholder deals; navigating C-suite, COO, CFO, and operations contacts simultaneously using a structured MEDDPICC approach.
• Run consultative discovery that quantifies merchant pain: fulfilment costs, accuracy rates, SLA performance, and growth constraints.
• Develop and deliver compelling, tailored pitch materials; from RFP responses and business cases to shortlist presentations; in partnership with product, tech and operations teams.
• Represent Skutopia at industry events, trade shows, and networking functions to grow brand presence and pipeline.
• Maintain rigorous CRM hygiene in HubSpot: accurate deal stages, contact mapping, forecasting, and activity notes.
• Collaborate with Skutopia wider teams to scope and win complex deals, and flag commercial or product gaps.
• Contribute to sales strategy: share market intelligence, competitive insights, and feedback on our ICP and value proposition from the field.

Skills

B2B Enterprise Sales

Complex Deal Closing

MEDDPICC

Strategic selling

CRM HubSpot

Financial Modelling

Communication

Tools

Shopify

Shopify Plus

Cin7

ERP systems

Job description

SKUTOPIA is seeking an Enterprise Account Executive to own the Australian enterprise market and drive growth with leading brands. This hybrid role requires travel to our facility in Altona, Melbourne for sales tours and pitches.

You will build and close complex multi-stakeholder deals in eCommerce/omnichannel, using MEDDPICC to shape strategy, and collaborate with product, tech and operations to land and expand accounts.