Senior Account Executive, Commercial

HR Tech Job; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Job summary

Culture Amp is seeking a Senior Account Executive for the Commercial (Mid-Market) Sales team in Melbourne. You will own the full sales cycle from outbound prospecting to close, targeting organisations with up to 1,000 users and delivering measurable ROI.

You will build pipeline, run product demos for People Leaders, and manage multi-stakeholder deals. Collaboration with SDRs, Marketing, and RevOps will be essential to deliver a premium buying experience.

Qualifications

• 3+ years of proven sales experience in a closing role, with a focus on new business acquisition.
• Proven track record of meeting or exceeding quota and managing multi-stakeholder deals.
• Strong outbound and self-sourcing capability, building pipeline from scratch rather than relying on inbound and SDR channels alone.
• Solid sales craft: territory and account planning, stakeholder engagement, value/ROI-based selling, and the ability to navigate commercial negotiations.
• Experience selling to HR, People and Culture, or business leaders and the ability to connect business initiatives to measurable outcomes.
• Proficiency in Salesforce and core GTM tools (e.g. Gong, LinkedIn Sales Navigator, Outreach); formal sales methodology training (e.g. MEDDPICC, Challenger, Sandler) is a strong plus.
• Experience in HR tech, HCM, or adjacent SaaS is advantageous but not required.

Responsibilities

• Drive new logo acquisition across your commercial territory, owning the full sales cycle from outbound prospecting through to close.
• Generate a significant portion of your own pipeline through proactive outbounding, using a combination of tools, tactics, and sales methodologies to break into target accounts.
• Build and manage a robust, accurately forecasted pipeline in Salesforce, maintaining consistent pipeline hygiene and weekly forecast updates.
• Run tailored product demonstrations and business case presentations for People Leaders and key stakeholders, clearly articulating Culture Amp's competitive differentiators and ROI.
• Build multi-threaded relationships across HR and key decision makers to drive consensus and accelerate deal velocity.
• Collaborate cross-functionally with SDRs, Marketing, and RevOps to deliver a seamless, high-quality experience for prospects.
• Contribute to the broader Commercial team's craft, sharing learnings, participating in deal clinics, and helping raise the bar on how we sell.

Skills

Outbound selling

Pipeline development

Stakeholder management

Forecasting

Negotiation

Tools

Salesforce

Gong

LinkedIn Sales Navigator

Outreach

Job description

How you can help make a better world of work

Culture Amp is looking for an exceptional Senior Account Executive to join our Commercial (Mid-Market) Sales team. In this role, you'll be at the forefront of Culture Amp's growth in the commercial segment (up to 1,000 users), hunting new logos and helping ambitious organisations build a better world of work for their people.

You'll bring a consultative, insight-led approach to fast-moving, multi-stakeholder sales cycles. You'll partner closely with SDRs and Marketing to build pipeline and deliver a differentiated experience for commercial buyers, connecting their people challenges to measurable business outcomes. If you're deeply curious, commercially sharp, and energised by the challenge of winning in a competitive market, you're what we call a #peoplegeek and this role was built for you.

You will

• Drive new logo acquisition across your commercial territory, owning the full sales cycle from outbound prospecting through to close.
• Generate a significant portion of your own pipeline through proactive outbounding, using a combination of tools, tactics, and sales methodologies to break into target accounts.
• Build and manage a robust, accurately forecasted pipeline in Salesforce, maintaining consistent pipeline hygiene and weekly forecast updates.
• Run tailored product demonstrations and business case presentations for People Leaders and key stakeholders, clearly articulating Culture Amp's competitive differentiators and ROI.
• Build multi-threaded relationships across HR and key decision makers to drive consensus and accelerate deal velocity.
• Collaborate cross-functionally with SDRs, Marketing, and RevOps to deliver a seamless, high-quality experience for prospects.
• Contribute to the broader Commercial team's craft, sharing learnings, participating in deal clinics, and helping raise the bar on how we sell.

You have

• 3+ years of proven sales experience in a closing role, with a focus on new business acquisition.
• A proven track record of consistently meeting or exceeding quota and experience managing multi-stakeholder deals.
• Strong outbound and self-sourcing capability, with experience building pipeline from scratch rather than relying on inbound and SDR channels alone.
• Solid sales craft: territory and account planning, stakeholder engagement, value/ROI-based selling, and the ability to navigate commercial negotiations.
• Experience selling to HR, People and Culture, or business leaders and the ability to connect business initiatives to measurable outcomes.
• Proficiency in Salesforce and core GTM tools (e.g. Gong, LinkedIn Sales Navigator, Outreach); formal sales methodology training (e.g. MEDDPICC, Challenger, Sandler) is a strong plus.
• Experience in HR tech, HCM, or adjacent SaaS is advantageous but not required.

You are

• Resilient. You maintain high activity and creativity despite rejection, and treat a stalled deal as a problem to solve, not a reason to move on.
• Intellectually curious. You go beyond surface-level discovery, understanding business drivers and connecting problems to measurable impact.
• Assertive and commercially in control. You lead the deal, challenge assumptions, create urgency, and drive clear next steps.
• A skilled multi-threader. You read stakeholders and power dynamics, and tailor your approach across roles and levels within an account to build consensus and move deals forward.
• A team player who views selling as a team sport, collaborative with peers, cross-functional partners, and your sales leader.