Lead Account Executive (APAC)

Matchbox; Australia; On-site; AUD 150,000 - 230,000; Full time

Benefits offered by this job

Gym access

Onsite parking

Parental leave

Learning & development budget

Team events

Coaching & wellbeing programs

Job summary

ROLLER is seeking an experienced Lead Account Executive to own the APAC mid‑market sales motion. You will drive inbound and outbound prospecting, build territory plans, and close deals that demonstrate measurable ROI for venue operators.

Based in Australia with Melbourne or Sydney hybrid work, you’ll collaborate with Sales Engineering, Implementation, and Customer Success to ensure successful deal execution and onboarding.

Qualifications

• 7+ years of experience in B2B SaaS sales with a track record of quota achievement.
• Experience closing mid-market to enterprise deals end-to-end.
• Ability to build and manage multi‑threaded pipelines across APAC.
• Comfortable with ROI-based value selling and procurement processes.

Responsibilities

• Manage full sales cycle from inbound and outbound prospecting to close in APAC.
• Develop territory and account plans to generate consistent pipeline.
• Conduct structured discovery to map pain points to ROI and platform value.
• Deliver tailored product demonstrations and ROI business cases.
• Collaborate with Sales Engineering, Implementation, and CS for smooth execution.
• Maintain accurate forecast in Salesforce and coach APAC AE teammates.

Skills

B2B SaaS sales

Full-cycle closing

Pipeline development

Stakeholder management

Travel readiness

Tools

Salesforce

Job description

About ROLLER

ROLLER is a venue management platform built for the leisure and attractions industry. Think trampoline parks, bowling alleys, family entertainment centres, zoos, and the competitive social venues popping up everywhere right now. We help operators run better businesses and grow. It's a genuinely fun space to sell in.

We're 300+ people across 7 offices and we're only at about 3% of our total addressable market. That last number is the one that matters most for this role.

The Opportunity

Most SaaS sales roles have you fighting over the same overworked patch. This one doesn't. The APAC market for what we sell is largely untouched, and we have a category-leading product with strong customer proof and a payments platform that creates real commercial complexity in the sale.

The leisure and attractions industry is in the middle of a real technology shift, venues that built their operations around paper tickets and point solutions are now looking for something that ties it all together. ROLLER is that platform, and there's a lot of ground left to cover.

Our VP of Sales and CRO are both ex-Salesforce, and they're building something deliberate here. They're pulling some of the best AEs out of the biggest tech companies in the industry into a 330‑person scale‑up because of what ROLLER is becoming. If you want to sharpen your craft under sales leadership that has done this before at scale, this is the environment for it.

Why You'll Enjoy This Role

• Own the full deal and outcome. This is a true end‑to‑end field sales role with player and coach responsibilities. You'll run discovery, shape solutions, build ROI cases, navigate objections, and close mid‑market deals that improve how venues operate. Solving Business Problems in real time.
• A Product that sells on value. ROLLER is a category‑leading platform in a complex, operationally critical space. Customers feel the impact immediately on revenue, efficiency, and guest experience. That makes conversations deeper, more consultative, and far more satisfying than feature‑led selling.
• Fun Industry with real‑world energy. We power go‑kart tracks, trampoline parks, waterparks and attractions around the world. Our customers are venue operators creating memorable experiences, and you'll see ROLLER in action firsthand. As you can imagine, site visits are always good fun.
• A Sales Org Reps rate highly. ROLLER is ranked in the top 5% of companies on RepVue, based on feedback from real sales professionals. That reflects strong leadership, fair quotas, and clear processes.

About the Role

As the first regional leader in APAC, the Lead Account Executive will play a critical role in ROLLER's presence across growing operators and multi‑location venues. This role focuses on acquiring new mid‑market customers while identifying expansion opportunities within existing accounts.

You’ll manage a balanced motion of inbound demand and outbound prospecting in partnership with a BDR, owning the full sales cycle from discovery through close.

Melbourne or Sydney - Hybrid, 3 days in office

What You’ll Do

• Manage the full sales cycle from inbound lead engagement and outbound prospecting through to close and expansion.
• Develop and execute territory and account plans to drive consistent pipeline generation and quota attainment.
• Conduct structured discovery to understand operational workflows, revenue drivers, and customer pain points.
• Translate customer objectives into measurable business outcomes, positioning ROLLER's platform as a lever for revenue growth and operational efficiency.
• Deliver tailored product demonstrations and ROI‑driven business cases to operational and mid‑level decision makers.
• Partner closely with your BDR to generate net‑new pipeline while maintaining high conversion rates on inbound opportunities.
• Collaborate cross‑functionally with Sales Engineering, Implementation, and Customer Success to ensure smooth deal execution and onboarding.
• Maintain disciplined pipeline management and forecasting accuracy in Salesforce.
• Provide coaching and guidance to a growing APAC AE team.

About You

• 7+ years of experience in B2B SaaS sales, ideally within growth‑focused environments, with at least 4 years tenure at one company.
• Proven track record of consistently exceeding quota in a full‑cycle closing role.
• Strong hunter instincts, you know how to build pipeline from scratch and generate your own opportunities.
• Comfortable with clear value‑based discovery, mapping operational pain to platform capability to measurable business outcome.
• Experience with commercial alignment. ROI, margin expansion, scalability.
• Multi‑threading and stakeholder alignment across operational and financial decision makers.
• A structured sales methodology you can lean on, our CRO runs a high bar on sales discipline and wants to know you have something to fall back on when things aren't flowing.
• Experience managing multi‑stakeholder deals with moderate complexity and procurement involvement.
• Proficient in Salesforce and modern sales tools.
• Willing and able to travel for onsite customer visits and industry events.

Perks!

• You get to work on a category‑leading product that customers love in a fun, high‑growth industry - check our Capterra and G2 reviews.
• Engage in our ‘Vibe Tribe’ - led by our team members; you can contribute to company‑wide initiatives directly. Regular events and social activities, fundraising & cause‑related campaigns... you name it. We’re willing to make it happen!
• Free Gym access in our great office gym
• Free onsite parking
• Team member Assistance Program to proactively support our team's health and wellbeing - access to coaching, education modules, weekly webinars, and more.
• 16 weeks paid Parental Leave for primary carers and 4 weeks paid Parental Leave for secondary carers
• Individual learning & development budget plus genuine career growth opportunities as we continue to expand!