Territory Account Executive - Agri SaaS

Onside Pty Ltd; Melbourne; Hybrid; AUD 110,000 - 170,000; Full time

Job summary

Onside Pty Ltd in Melbourne is seeking a proven Enterprise Sales Lead to own commercial relationships with mid-market and enterprise agribusinesses. From first conversation to renewal, you will win new customers, grow existing ones, and set where your time goes by building a winning strategy.

You'll negotiate terms within guidelines, collaborate with Customer Success on account health and expansion, and influence Onside's growth across the agribusiness segment.

Qualifications

• Experience closing mid-market and enterprise B2B deals with several stakeholders.
• Territory growth experience through new business and expansion.
• Experience building relationships with senior executives.
• A disciplined, qualification-led deal process.
• Confidence negotiating commercial terms and deal structure.

Responsibilities

• Own Onside's commercial relationships with target mid-market and enterprise agribusinesses.
• Win new customers and grow existing ones, shaping the sales strategy.
• Negotiate terms within guidelines and coordinate with Success teams on account health.
• Partner with Customer Success on renewal opportunities and expansion.

Skills

Closed mid-market deals

Territory growth

Executive relationships

Qualification-led process

Negotiation of terms

Tools

HubSpot

MEDDPICC

Job description

About Onside
Onside builds data and operational software for agriculture. We help farms, agribusinesses, contractors and processors know who's on-site, track movement across properties, and manage biosecurity and health and safety risk at enterprise scale.

Every check-in and site visit builds a record that didn't exist before. That data, and the network it connects, is what makes Onside valuable, and it grows every day.

We're ranked 38th on the Deloitte Fast 50 (2025) and named to Forbes Asia's 100 to Watch (2025).

About the role
You'll own Onside's commercial relationships with mid-market and enterprise agribusinesses in your territory, from first conversation to renewal. You'll win new customers and grow existing ones, and you'll set the strategy for where your time goes. You'll negotiate terms and shape each deal within agreed guidelines.

You'll build relationships with the executives who run these businesses. Customer Success owns delivery, and you'll partner with them on account health and expansion. What you learn in your segment will shape how Onside grows there.

You'll bring

• Experience closing mid-market and enterprise B2B deals with several stakeholders
• A track record of growing a territory through new business and expansion
• Experience building relationships with senior executives
• A disciplined, qualification-led deal process
• Confidence negotiating commercial terms and deal structure

Nice to have: MEDDPICC, HubSpot, or a background in agriculture or B2B SaaS.

Who thrives here
You own your number and keep your deal process honest, even when a big deal wobbles. Operations and compliance leaders trust you because you know their business, and you'd rather lose a deal than win it on the wrong terms.

The way we work
Four days a week in our Melbourne office - we're office-first on purpose, because the best work happens in the room together. AI tools built into how we work. A connection and capability fund for genuine growth. Strong company rhythms, a fast growth trajectory, and a parental leave policy we're genuinely proud of.

How we hire
We hire people who'll grow with us. Along the way you'll meet the team, complete a short practical task and a couple of interviews. We respect your time and we'll tell you where you stand at every stage.

Join us to protect the world's food supply.