Senior Account Executive

Dotdigital; Sydney; Hybrid; AUD 110,000 - 150,000; Full time

Benefits offered by this job

Parental leave

Loyalty reward

Job summary

Dotdigital is seeking a Senior Account Executive based in Sydney, Australia, to drive new business revenue across Australia and New Zealand in a targeted, commissioned role within the ANZ Direct Sales team.

You will manage the full sales cycle from initial engagement to contract close, then partner with Customer Success for a smooth onboarding experience for new customers. Travel across ANZ is required as needed.

Qualifications

• Proven success in a target-driven, new business sales role.
• 5+ years experience selling SaaS solutions in relevant tech sectors.
• Demonstrated ability to build and manage your own pipeline and generate opportunities.
• Experience partnering with Marketing, Business Development, Solutions Consulting, Partnerships, and Customer Success teams.

Responsibilities

• Deliver against quarterly and annual new customer revenue targets.
• Build and manage a pipeline through the sales cycle to close, with accurate forecasting.
• Generate self-sourced sales opportunities via outbound prospecting and networking.
• Coordinate with internal and external stakeholders throughout the sales process.
• Ensure smooth transition from sales to onboarding with Customer Success and delivery teams.
• Maintain CRM and related systems with up-to-date sales activity.
• Achieve sales conversions and adhere to pricing and discounting guidelines.

Skills

SaaS sales

Pipeline management

Prospecting

Negotiation

Communication

Relationship building

Tools

CRM

MS Excel

Job description

Dotdigital is a thriving global community of passionate, dedicated professionals, committed to the collective success of the organization and its clients. Our core principles of innovation, teamwork, and client-focused solutions drive us to approach challenges with a growth mindset and take ownership of our work. At Dotdigital, collaboration and curiosity pave the way for meaningful connections and learning opportunities with diverse peers.

Our work environment encourages knowledge sharing, fosters exploration, and cherishes creative ideas. Combined, these guide us towards a shared vision in which brands around the world exceed customer expectations through the adoption of responsible marketing practices.

The Product

Dotdigital is an all-in-one customer experience and data platform (CXDP) that empowers marketing teams to exceed customer expectations with highly personalized cross-channel journeys. With Dotdigital, marketers can seamlessly unify, enrich, and segment customer data. Breaking down data silos, Dotdigital streamlines decision-making and paves the way for marketing creativity that delivers customer engagement at scale.

With powerful AI capabilities, Dotdigital makes it easy to automate deeply personalized experiences across web, email, SMS, WhatsApp, chat, push, social, ads, and more.

About the Role

This is a targeted, commissioned role within our ANZ Direct Sales team. Based in Sydney, Australia, you will be responsible for driving new business revenue across Australia and New Zealand by identifying, engaging, and converting prospects interested in Dotdigital's suite of products and services.

You will manage the sales process from initial engagement through to contract close before partnering with our Customer Success team to ensure a seamless onboarding experience for new customers.

We are looking for a Senior Account Executive with a SaaS sales background, ideally within Customer Data Platforms (CDP), Email Service Providers (ESP), MarTech, AdTech, ecommerce, CRM, or related technology sectors. You will have demonstrated success identifying customer needs, recognizing buying signals, and converting opportunities through a consultative sales approach. Strong commercial acumen, relationship-building capability, negotiation skills, and closing experience are essential.

You will be expected to build trusted and high-performing relationships with Sales Leadership, Business Development, Marketing, Solutions Consulting, Partner Managers, and Customer Success teams to collaboratively drive new business growth across the ANZ region.

You will develop a deep understanding of prospective customers' objectives and challenges and clearly articulate how Dotdigital's solutions can help them achieve their business goals. You will be comfortable discussing technical concepts, handling objections, and guiding prospects through the buying journey. While prior experience with marketing automation platforms is advantageous, an understanding of SaaS technology solutions and a passion for customer success are equally important.

Responsibilities

• Deliver against quarterly and annual new customer revenue sales targets.
• Build and manage an active pipeline through the sales cycle to close, providing accurate forecasting of expected revenue outcomes.
• Generate and identify self-sourced sales opportunities through outbound prospecting, networking, and business development activities.
• Successfully manage and coordinate internal and external stakeholders throughout the sales process.
• Ensure a smooth transition from sales to customer onboarding through effective collaboration with Customer Success and delivery teams.
• Track all sales activities and maintain accurate records within CRM and related business systems.
• Consistently achieve sales conversion objectives and key performance metrics.
• Maintain commercial discipline regarding pricing and discounting in line with company expectations.
• Respond to prospect requests, RFIs and RFPs by producing high-quality proposals, presentations, and sales documentation.
• Accurately qualify sales-ready leads into opportunities or disqualify where appropriate.
• Conduct a consistently high number of high-quality product demonstrations.
• Develop and maintain a deep understanding of Dotdigital's platform capabilities, pricing models, service offerings, and integrations.
• Continually strengthen your marketing technology industry knowledge and commercial understanding.
• Must be able to travel across ANZ when needed.

Qualifications

• Proven success in a target-driven, new business sales role with a track record of meeting or exceeding quota.
• 5+ years experience selling SaaS solutions, ideally within CDP, ESP, MarTech, AdTech, ecommerce, CRM, or related technology sectors.
• Demonstrated ability to build and manage your own pipeline while maximizing business development and marketing-generated opportunities.
• Experience partnering with Marketing, Business Development, Solutions Consulting, Partnerships, and Customer Success teams to win new business.
• Excellent verbal, written, and interpersonal communication skills.
• Strong prospecting, negotiation, presentation, and relationship management skills.
• Strong commercial acumen and customer-centric mindset.
• Ability to manage multiple stakeholders and complex sales cycles.
• Formal sales methodology training (e.g. Challenger, MEDDICC, Sandler, SPIN) is advantageous.

Location

Sydney, Australia (Hybrid)

Interview Process

• Talent Acquisition Screening (15 minutes)
• Panel Interview including: Discovery role-play, Dotdigital presentation, Q&A with the Hiring Manager and APAC Leadership (60 minutes)
• Final Interview with APAC Leadership (30 minutes)

Some of Our Global Benefits

• Parental leave
• Loyalty reward

DEI Commitment

At Dotdigital, we are committed to fostering an inclusive environment where everyone can thrive. We believe diversity of thought, background, and experience makes us stronger and helps us better serve our customers, colleagues, and communities. We welcome applications from all qualified candidates and are committed to creating a workplace where everyone feels respected, supported, and empowered to achieve their full potential.