Founding Account Executive, SEA

Firmable; Singapore; On-site; SGD 90,000 - 140,000; Full time

Job summary

Firmable is seeking a Founding Account Executive for Southeast Asia to own the full sales cycle from prospecting to close. You’ll define ICPs, messaging, and the sales motion for the SEA region, building early foundations for future AEs and collaborating with global teams.

You will operate with high autonomy, shaping how Firmable wins in Southeast Asia while working closely with the Head of Sales. The role offers significant ownership and a path toward leadership as the company expands its SEA

Qualifications

• 2–5+ years of B2B SaaS sales experience.
• Experience in outbound-led or early-stage environments.
• Comfort with selling without a mature playbook and helping create one.
• Highly organised, structured, and self-directed.
• Strong discovery skills and consultative selling approach.
• Curiosity about SEA markets and business growth across regions.

Responsibilities

• Own full sales cycle from prospecting to close.
• Drive pipeline primarily through outbound efforts in early days.
• Conduct tailored product demos linking Firmable value to GTM problems.
• Define ICPs, vertical focus, pricing feedback, and SEA sales strategy.
• Build and iterate early sales processes, templates, sequences, and qualification frameworks.
• Capture customer/prospect feedback to inform product, marketing, and GTM.
• Maintain CRM hygiene in HubSpot and set expectations for future hires.

Skills

B2B SaaS sales

Outbound sales

Discovery

Consultative selling

Ambiguity tolerance

SEA market awareness

CRM proficiency

Tools

HubSpot

Salesforce

ZoomInfo

Apollo

Lusha

Firmable

Job description

About Firmable

Firmable is Australia's definitive B2B data and intelligence platform, helping go-to-market teams make smarter decisions by deeply understanding their leads, customers, and markets. Backed by strong investors, Firmable is expanding internationally - and Southeast Asia is our next growth frontier. This role is a rare opportunity to be a founding Account Executive in SEA, helping establish Firmable's commercial footprint in the region from the ground up.

The Opportunity

This is not a traditional AE role with a mature playbook, abundant inbound, or a large local team. As the Founding AE for SEA, you'll be responsible for: owning the full sales cycle end-to-end, helping define our ICPs, messaging, and sales motion for the region, and building the early foundations that future AEs will inherit.

You’ll work closely with the Head of Sales and global teams, operate with high autonomy, and play a meaningful role in shaping how Firmable wins in Southeast Asia.

What You'll Be Doing

• Own the full sales cycle: prospecting, discovery, demos, negotiation, and close
• Drive pipeline primarily through outbound efforts in the early days
• Conduct tailored, high-impact product demos that connect Firmable's value to real GTM problems
• Work closely with the Head of Sales to define ICPs, vertical focus, pricing feedback, and sales strategy for SEA
• Build and iterate early sales processes, templates, sequences, and qualification frameworks
• Capture structured feedback from prospects and customers to inform product, marketing, and GTM decisions
• Maintain rigorous CRM hygiene in HubSpot and help define "what good looks like" for future hires
• Represent Firmable professionally with senior commercial leaders across the region

We're Looking For

This role is best suited for someone who wants to build, not just execute.

Qualifications & Experience

• Have 2-5+ years of B2B SaaS sales experience, ideally in outbound-led or early-stage environments
• Are comfortable selling without a fully defined playbook - and excited to help create one
• Are highly organised, structured, and self-directed
• Have strong discovery skills and can sell consultatively, not transactionally
• Enjoy operating in ambiguity and taking ownership without waiting for instructions
• Are commercially sharp and curious about how businesses grow across different SEA markets
• Have experience with tools like HubSpot, Salesforce, Firmable, ZoomInfo, Apollo, Lusha, etc.

Why This Role Is

Different You'll be the first AE in SEA, with real influence on strategy and execution Direct exposure to leadership and meaningful input into regional expansion decisions Accelerated career growth for someone who wants to move into senior or leadership roles A chance to build something lasting - not just hit quota

Not a Good Fit

• Prefer highly structured environments with established playbooks, territories, and inbound pipelines
• Need constant direction, coaching, or close day-to-day management to operate effectively
• Are uncomfortable prospecting and generating your own pipeline, especially in new or undefined markets
• Expect a large local team, brand awareness, or marketing support from day one
• Get frustrated by ambiguity, experimentation, or things changing as the business evolves
• Are primarily motivated by maintaining existing accounts rather than building new revenue from scratch

This role is best suited for someone who enjoys building, figuring things out, and taking ownership before everything is neatly defined.

Seniority level Mid-Senior level Employment type Full-time Job function Sales and Business Development Industries Technology, Information and Internet