SMB & Growth Account Executive

Salesforce, Inc.; Sydney; Hybrid; AUD 90,000 - 130,000; Full time

Job summary

Salesforce is seeking an SMB Account Executive based in Sydney to drive growth across a portfolio of small and medium-sized businesses in Australia. You’ll own the full sales cycle, from prospecting through to close and expansion, partnering with customers to demonstrate how Salesforce can improve productivity and customer experiences.

You will engage with business leaders and decision-makers, build a strong pipeline, and collaborate with cross-functional teams to deliver impactful outcomes

Qualifications

• Proven experience in a B2B sales environment, ideally SaaS or consultative sales.
• Track record of achieving/exceeding sales targets.
• Strong prospecting, pipeline development and territory management skills.
• Ability to run a structured end-to-end sales process.
• Excellent discovery, negotiation, presentation and closing skills.
• Commercial curiosity about how technology solves business problems.
• Confidence engaging with senior stakeholders across multiple levels.
• Strong written and verbal communication skills.
• Growth mindset and willingness to learn in fast-moving tech.
• Resilience, accountability and ability to operate with pace and ambiguity.
• Ability to collaborate across a large, matrixed organisation.
• Experience selling across Australia and/or New Zealand is advantageous.

Responsibilities

• Own and deliver against an individual sales quota for the SMB territory.
• Manage end-to-end sales cycle from prospecting to negotiation and growth.
• Build relationships with C-level and senior stakeholders.
• Understand customer priorities and demonstrate Salesforce value.
• Identify opportunities to expand adoption of Salesforce platform.
• Maintain a healthy pipeline via outbound, inbound and partner channels.
• Collaborate with Solution Engineers, Business Development, Customer Success and Services.

Skills

B2B sales

SaaS

prospecting

stakeholder management

end-to-end sales

Tools

Salesforce CRM

CRM software

Job description

## SMB & Growth Account ExecutiveApply: Office - Based: Australia - Sydney: Full time: Posted Today: JR360034*To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.*Job CategorySalesJob Details****About Salesforce****Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.As an **SMB Account Executive**, you will be responsible for driving growth across a portfolio of small and medium-sized businesses in Australia.You’ll own the full sales cycle — from prospecting and discovery through to negotiation, close and expansion — partnering closely with customers to understand their business priorities and demonstrate how Salesforce can help them grow, improve productivity and deliver better customer experiences.This is a highly consultative role. You’ll engage with business leaders and decision-makers, uncover complex business challenges and connect those challenges to Salesforce’s broader CRM, data, AI and automation capabilities.While you will be based in Sydney, your customer portfolio may span different geographies across Australia and New Zealand, providing the opportunity to build relationships and sell across a diverse ANZ market.**What You’ll Do*** Own and deliver against an individual sales quota across an assigned SMB territory.* Manage the end-to-end sales cycle, from prospecting and qualification through to negotiation, close and account growth.* Build strong relationships with C-level, executive and senior business stakeholders.* Develop a deep understanding of customers’ businesses, industries, priorities and challenges.* Lead consultative discovery conversations and articulate compelling business value.* Identify opportunities to introduce customers to Salesforce’s broader platform, including CRM, Data Cloud, Agentforce and AI capabilities.* Build and maintain a healthy pipeline through a combination of outbound prospecting, inbound opportunities, partner relationships and existing customer engagement.* Develop territory and account plans to prioritise the highest-value opportunities.* Collaborate closely with Solution Engineers, Business Development Representatives, Customer Success, Professional Services and other Salesforce teams to deliver strong customer outcomes.* Navigate multiple stakeholders and complex buying processes while maintaining sales momentum.* Accurately forecast opportunities and consistently maintain high-quality pipeline hygiene.* Stay current on market trends, competitive dynamics and developments in AI, CRM and customer experience.* Contribute to a high-performance, collaborative sales culture across the ANZ business.**What We’re Looking For*** Proven experience in a B2B sales environment, ideally SaaS, technology or another consultative sales organisation.* A track record of achieving or exceeding sales targets.* Strong prospecting, pipeline development and territory management skills.* Demonstrated ability to run a structured, end-to-end sales process.* Excellent discovery, negotiation, presentation and closing skills.* Commercial curiosity and the ability to understand how technology can solve real business problems.* Confidence engaging with senior stakeholders and building relationships across multiple levels of an organisation.* Strong communication skills, both written and verbal.* A growth mindset and willingness to learn in a fast-moving technology environment.* Resilience, accountability and the ability to operate with pace and ambiguity.* Ability to collaborate effectively across a large, matrixed organisation.* Experience selling across Australia and/or New Zealand is advantageous.**What Success Looks Like**In this role, success means more than simply closing deals. You will:* Consistently achieve or exceed your sales quota.* Build a strong, sustainable pipeline.* Create trusted relationships with SMB customers.* Become a credible advisor on CRM, AI and business transformation.* Identify opportunities to expand customer adoption of the Salesforce platform.* Deliver an exceptional customer experience throughout the sales cycle.* Contribute positively to a high-performance ANZ sales culture.**Why Salesforce?**You’ll join a global organisation at the forefront of the AI and CRM transformation, with the opportunity to work with innovative technology and some of the most ambitious businesses across ANZ.You’ll have access to world-class enablement, coaching and career development, while working alongside talented sales, technology and customer success professionals.Most importantly, you’ll have the opportunity to help businesses understand what is possible when **CRM, data and AI come together** — and play a direct role in their transformation.Salesforce is an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, colour, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.**\"At Salesforce we encourage applications from Aboriginal and Torres Strait Islander peoples. Salesforce Australia is committed to walking together with the Traditional Custodians of this land, Australia’s First Nations peoples, as we forge a path to reconciliation. Please see our Reconciliation Action Plan for more information\"**Unleash Your PotentialWhen you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and *be your best*, and our AI agents accelerate your impact so you can *do your best*. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.AccommodationsIf you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.Posting StatementSalesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.