MM Account Executive (APAC)

Matchbox; Australia; On-site; AUD 90,000 - 150,000; Full time

Benefits offered by this job

Competitive pay

Parental leave

Well-being program

Learning budget

Job summary

ROLLER is seeking an Account Executive to grow our market share in the leisure and attractions sector. You will partner with a BDR to build pipeline, qualify leads, and drive the full sales cycle from discovery to close.

You will sell consultatively, uncover customer needs, and deliver tailored solutions that drive value. Success is measured by quota attainment and strong client relationships contributing to ROLLER’s expansion.

Qualifications

• Proven experience in B2B SaaS sales with a track record of meeting/exceeding quotas.
• Experience selling to hospitality, venues, or leisure industries is a plus.
• Strong consultative selling and discovery skills.

Responsibilities

• Generate and qualify pipeline in collaboration with a BDR partner.
• Own the full sales cycle from discovery to close, including pricing negotiations.
• Build trusted relationships with SMB customers and educate them on product value.
• Maintain accurate forecast and CRM hygiene for pipeline visibility.

Skills

Pipeline management

Customer-centric problem-solving

Communication & influence

Data-driven decisions

Time management

Adaptability

Education

Bachelor's degree in Business or related field

Tools

Salesforce

HubSpot

Job description

About ROLLER

ROLLER is not your average software-as-a-service company. With a global presence in over 30 countries, we're here to bring some excitement to the leisure and attractions industry and make a difference! Our mission is to help businesses operate smoothly and create fun and memorable guest experiences by providing seamless ticketing, point-of-sale, self-serve kiosks, memberships and digital waiver processes.

But here's the best part: our team. We're a group of 300+ highly passionate, enthusiastic, and down-to-earth professionals located all around the world who are all working together to build something truly remarkable. We're aiming high and believe that the possibilities are endless. As we continue to grow globally, we're excited to write our success story and have fun along the way.

We genuinely love what we do, and we're looking for like-minded people to join us on this amazing journey. If you're ready to be part of a dynamic team and make a real impact, come aboard, and let's create some unforgettable experiences together at ROLLER!

About the Role

As an Account Executive at ROLLER, you will play a critical role in growing our market share by acquiring and expanding relationships with businesses in the leisure and attractions industry. You’ll partner with a BDR to generate pipeline, qualify leads, and drive the full sales cycle from discovery to close.

This is an opportunity to accelerate your sales career in a high-growth SaaS company. You will be responsible for consultative selling, uncovering customer needs, and delivering tailored solutions that drive value for our customers. Your success will be measured by your ability to exceed sales targets, build lasting customer relationships, and contribute to ROLLER’s expansion.

What You'll Do

Pipeline Generation & Lead Qualification

• Work inbound leads while also collaborating with your BDR partner to generate a net-new outbound pipeline.
• Identify, research, and qualify prospective customers based on their business needs and potential fit.
• Conduct high-impact discovery calls to understand customer pain points, goals, and decision-making processes.

Consultative Sales & Deal Execution

• Build trusted relationships with SMB customers, positioning ROLLER as a strategic partner.
• Educate customers on the benefits of ROLLER’s solutions and how they align with their business objectives.
• Develop and deliver compelling sales presentations and product demonstrations tailored to each prospect’s needs.
• Own the entire sales cycle, from initial engagement to pricing negotiations and closing deals.
• Effectively handle objections and navigate customer concerns with a problem-solving mindset.

Revenue Growth & Expansion

• Meet and exceed monthly, quarterly, and annual sales quotas.
• Identify upsell and expansion opportunities to increase customer lifetime value.
• Maintain an accurate sales forecast and pipeline using CRM tools (e.g., HubSpot, Salesforce).

Collaboration & Continuous Improvement

• Partner with Marketing and BDR teams to refine outreach strategies and improve lead quality.
• Work closely with Customer Success and Implementation teams to ensure smooth onboarding and long-term success.
• Provide customer feedback to Product and Leadership teams to enhance ROLLER’s offerings.
• Continuously develop your sales skills and industry knowledge to refine your approach.

Key Skills & Competencies

• Pipeline Management & Prospecting – Proactively generate leads, qualify opportunities, and manage a high-volume sales pipeline.
• Customer-Centric Problem-Solving – Strong ability to listen, identify challenges, and position ROLLER as the best-fit solution.
• Strong Communication & Influence – Ability to engage and persuade stakeholders at all levels, from frontline operators to business owners.
• Data-Driven Decision Making – Use metrics and insights to guide prospecting efforts and optimize sales performance.
• Time Management & Prioritization – Ability to juggle multiple deals simultaneously, managing priorities effectively.
• Adaptability & Resilience – Thrive in a fast-paced, dynamic environment, learning from feedback and continuously improving.

What You Bring

• Proven experience in B2B sales, preferably in SaaS, hospitality, or venue management industries.
• You are based in Melbourne or Sydney and open to a hybrid environment (3 days / week in office).
• Strong track record of hitting and exceeding quota in a sales-driven environment.
• Consultative sales experience, with the ability to tailor solutions based on customer needs.
• Ability to manage the full sales cycle, from prospecting to closing deals.
• Experience working with CRM tools (e.g., Salesforce, HubSpot) and other sales engagement platforms.
• Technologically savvy and comfortable learning new software.
• A self-motivated, competitive, and goal-oriented mindset.

Bonus Points

• 5+ years SaaS sales experience and a history of promotion on the sales ladder
• Experience selling web-based products or services
• Demonstrated ability to over-achieve quotas (top 10-15% of company) in past positions

Perks!

• Attractive compensation package.
• You get to work on a category-leading product that customers love in a fun, high-growth industry! Check our Capterra and G2 reviews.
• Paid time off, sick days, and paid holidays.
• 4 ROLLER Recharge days per year (When we hit our goals each quarter, we take a well-earned day off together to relax, recharge, and celebrate our wins).
• 16 weeks paid Parental leave for primary carers and 4 weeks paid Parental leave for secondary carers.
• 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!
• Team member Assistance Program to proactively support our team's health and well-being, access to coaching, education modules, weekly webinars, and more.
• Work with a driven, fun, and switched-on team that likes to raise the bar in all we do.
• Individual learning and development budget plus genuine career growth opportunities as we continue to expand!

Successful applicants will be required to complete a background check (including criminal history) prior to commencement of employment