Senior Enterprise Account Executive (SaaS)

Apt Search; Sydney; On-site; AUD 170,000 - 200,000; Full time

Benefits offered by this job

Hybrid work model

Sydney office 3 days/week

Permanent, full-time

Job summary

Apt Search in Sydney seeks a Senior Enterprise Account Executive for Legal Technology SaaS to own a defined territory and close complex, six-figure deals with law firms, corporate legal teams, and the public sector. You will drive pipeline and engage multiple stakeholders through the full sales cycle.

This senior individual contributor role supports growth with new AI features, while coordinating with partners and internal teams in a hybrid Sydney setup.

Qualifications

• 10+ years in B2B SaaS sales with a track record of new business and meeting targets.
• Experience closing six-figure deals with multiple stakeholders in enterprise settings.
• Ability to build and manage a sales plan for a defined territory end-to-end.
• Experience selling to regulated or complex buyers such as law firms and government.

Responsibilities

• Tier accounts, develop 30/60/90 day plans and generate pipeline via outbound activity and partnerships.
• Lead full-cycle, six-figure deals involving multiple stakeholders from first meeting to signature.
• Coordinate with SEs, CS, and legal to governance on large opportunities.
• Structure proposals across SaaS, on-premise, and consumption models to reflect value.

Skills

SaaS sales

Enterprise deals

Pipeline development

Outbound prospecting

Stakeholder management

Job description

Senior Enterprise Account Executive, Legal Technology SaaS (Sydney)

AUD $170,000 to $200,000 base + super, AUD $340,000 to $400,000 OTE (50/50 split)

You'll join a well-established enterprise SaaS business at a genuine growth point. A major investment in the platform is under way, with new product releases, new AI capabilities and a clear roadmap. Dedicated marketing, sales engineering, customer success and partner teams sit behind it. The focus now is growth: winning new logos, expanding across a long-standing customer base and bringing former customers back.

This is a senior individual contributor role. You'll own a defined territory from Sydney, selling a platform used for complex legal and data work into law firms, corporate legal teams and the public sector. It suits someone who can take a territory, build a plan and run complex deals from first meeting to signature and beyond.

The essentials

• Sydney office, 3 days a week, hybrid.
• Permanent, full-time.
• Individual contributor, not a people-management role. You'll report to the sales leader covering APAC and EMEA.

Responsibilities of a Senior Enterprise Account Executive

• Tier your accounts, build a 30/60/90 day plan and generate your own pipeline through outbound activity and partner referrals, alongside inbound leads.
• Run full-cycle, six-figure deals involving multiple stakeholders, from litigation teams and General Counsel through to partner committees, IT and procurement, qualifying with MEDDPICC or an equivalent framework.
• Bring in sales engineering, customer success, legal and partners at the right points, and run steering-committee style governance on larger opportunities.
• Structure proposals across SaaS, on-premise and consumption models that reflect full value, securing commitments rather than leading with discounts.
• Grow existing accounts as new AI features are released, and help build reseller and referral partner relationships in the region.
• Keep an accurate, well-evidenced forecast and a clean pipeline.

Requirements of a Senior Enterprise Account Executive

Essential

• 10 or more years in B2B SaaS sales, predominantly new business, with a consistent record against target.
• A track record of closing complex six-figure deals with six or more stakeholders, ideally platform or multi-product deals.
• Experience in a structured enterprise sales environment, whether at a large software company or a startup selling at enterprise deal sizes.
• Proven ability to build your own pipeline through outbound activity, without relying on marketing-led leads.
• Experience selling into regulated or complex buyers, such as law firms, corporate legal, government, regulators or financial services.
• Comfort owning a territory end to end in a lean, high-accountability team.

Nice to have

• eDiscovery, legal technology, regtech or litigation support software sales experience.
• An existing network across litigation support, legal operations, General Counsel or government.
• Experience building channel or reseller relationships.
• Working knowledge of regulatory discovery obligations such as DSAR workflows.

Benefits and compensation

• AUD $170,000 to $200,000 base plus superannuation, AUD $340,000 to $400,000 OTE (50/50 split)
• Commission paid on the full value of platform deals, including products outside your own quota line.
• Hybrid working, 3 days a week in the Sydney office.