Mid-Market Account Executive

Lorikeet; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Lorikeet, based in Sydney, builds AI that handles complex, high-volume support for fintechs and marketplaces. As an Account Executive, you’ll own the mid-market deals end to end, from first outreach to signed contract, in a consultative sales motion that proves ROI to support and operations leaders.

You’ll build your own pipeline, manage multiple deals, and work with the implementation team to ensure a strong start for new customers.

Qualifications

• Have 2+ years in a quota-carrying closing role in B2B SaaS.
• Track record of building your own pipeline and beating targets.
• Able to run a consultative sales process with multiple stakeholders.
• Able to explain technical ideas and ROI clearly to technical and business buyers.
• Demonstrate clear, fast communication in writing and on calls.
• Experience using AI tools in daily work.

Responsibilities

• Own the full sales cycle for mid-market prospects, from first outreach to signed contract
• Build your own pipeline and manage multiple deals concurrently
• Learn how support teams operate and demonstrate Lorikeet's impact
• Hit and beat revenue targets through new customers and expansions
• Collaborate with the implementation team to start customers strongly
• Provide market feedback to product and sales teams to sharpen messaging

Skills

Quota-carrying closing

Pipeline building

Consultative selling

ROI communication

AI tools experience

Job description

About Us

Lorikeet is redefining what customer support looks like — and we're just getting started.

We build AI that handles complex, high-volume support for fintechs, healthtechs, marketplaces, and delivery services. Not chatbot-tier AI. The kind that actually resolves tickets, gives support teams their time back, and raises the bar for what software can do.

We're backed by over $50M USD from QED, Blackbird, and Square Peg, with backing from operators like Claire Hughes Johnson (ex-Stripe COO) and Cristina Cordova (Linear COO), plus founders of Canva, Atlassian, and Airwallex. We're the first company since Canva to be funded at early stage by all three of Australia's top VC funds — which tells you something about the calibre of people who've looked closely at what we're building and said yes.

Our customers include some of the largest telehealth, fintech, and marketplace companies in the US and Australia — many handling over a million support tickets a year. The problems are real, the scale is real, and the work matters.

If you want to build something that genuinely changes how businesses and customers interact — this is the place.

About the role

You’ll join Lorikeet’s global Account Executive team, owning mid-market deals end to end, from first conversation to signed contract. Our customers bring us their hardest support problems, where a wrong answer costs something, so this is a consultative sale. You’ll win the trust of support and operations leaders who’ve been burned by chatbots before, and show them ROI they can see in their own numbers.

About you

This role is a great fit if you:

• Are excited about AI and can explain clearly what it changes for a business

• Get genuinely curious about how a support team works and what’s slowing it down

• Like a fast pace, with lots of conversations, lots of deals and quick feedback on what’s working

• Want your results to be visible and your ideas to shape how a fast-growing startup sells

What you’ll do

• Own the full sales cycle for mid-market prospects, from first outreach to signed contract

• Build your own pipeline and keep many deals moving at once

• Learn how support teams operate and show them exactly what Lorikeet can take off their plate

• Hit and beat your revenue targets through new customers and expansions

• Work with our implementation team so new customers get off to a strong start

• Bring what you hear in the market back to our product and sales teams, and help sharpen our messaging

You might be a fit if you:

• Have 2+ years in a quota-carrying closing role in B2B SaaS, ideally selling to mid-market companies

• Have a track record of building your own pipeline and beating your targets

• Can run a consultative sales process with several stakeholders, from team leads to VPs

• Can explain technical ideas and ROI in plain language to both technical and business buyers

• Build trust quickly and communicate clearly, in writing and on calls

• Already use AI tools in your own work

What's unique about this opportunity?

A culture that's genuinely different. Low ego, high trust, no tolerance for talented jerks. We work efficiently, keep hours flexible, and actually mean it — because life outside work matters. We're committed to building a diverse team and actively encourage applicants from underrepresented backgrounds. We care far more about user obsession and eagerness to learn than traditional credentials.

A front-row seat to building something meaningful. We're Series A and moving fast. You'll have real scope to shape the product and the company — not just execute someone else's vision.

Performance recognized in real time, not on a calendar. Promotions happen when you're ready — leadership meets every six weeks specifically to identify and recognize strong performers, so you're never waiting for an arbitrary review window to move up.

We're AI-native, and we'll make you AI-native too. Every person at Lorikeet uses AI in their day-to-day work (current favourite: Claude Code), with unrestricted access and no usage limits. You'll leave with skills that matter for the next decade of work.

Twice a year, the whole company flies to Hawaii. Headquartered in Sydney, with teams spanning the US and UK — which means getting everyone in the same place is something we invest in seriously. We spend the time hacking on ideas, building things together that wouldn't otherwise exist, and making memories that remind you why you joined a startup in the first place.

A recruitment process built on respect, not hoops. We keep it simple: a couple of informal chats to share our story and hear yours, followed by a paid ~two-day work trial. The work trial is genuinely the best part — you'll work on real problems alongside the actual team, get a true feel for how we operate, and we'll both come out of it knowing whether this is the right fit. No trick questions, no take-homes that disappear into a void. Just real work, done together.

If you're from an underrepresented background and don't tick every box, please reach out anyway. We know firsthand that diverse teams perform better, and we're proud that our team reflects a broad spectrum of identities and lived experiences.