SMB & Growth Account Executive

Own Company; Sydney; On-site; AUD 120,000 - 180,000; Full time

Job summary

Salesforce Australia is seeking an SMB Account Executive to drive 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 with customers to understand their business priorities and demonstrate how Salesforce can help them grow, improve productivity and deliver better customer experiences.

Qualifications

• Proven experience in a B2B SaaS or consultative sales environment.
• Track record of achieving or exceeding sales targets.
• Strong prospecting and pipeline development skills.
• Ability to run a structured end-to-end sales process.
• Excellent discovery, negotiation, presentation and closing skills.
• Commercial curiosity and ability to translate technology into business value.
• Confidence engaging with senior stakeholders across levels of an organisation.

Responsibilities

• Own and deliver against an individual sales quota in SMB territory.
• Manage end-to-end sales cycle from prospecting to account growth.
• Build relationships with C-level and senior stakeholders.
• Develop understanding of customers' business priorities and challenges.
• Lead consultative discovery conversations and articulate business value.
• Identify opportunities to introduce Salesforce platform and AI capabilities.
• Maintain a healthy pipeline via outbound and inbound opportunities.
• Collaborate with Solution Engineers, BDRs, CS and other Salesforce teams.
• Forecast opportunities and maintain pipeline hygiene.
• Stay current on market trends, AI and CRM developments.
• Contribute to high-performance ANZ sales culture.

Skills

SaaS sales

Prospecting

Pipeline management

Negotiation

Closing skills

Stakeholder engagement

Communication

Job description

Description

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"