Account Executive

Firmable Pty Ltd; San Francisco (CA); Híbrido; USD 90.000 - 150.000; Jornada completa

Descripción de la vacante

Firmable Pty Ltd, a market-leading B2B sales intelligence platform in Asia-Pacific, seeks an Account Executive in a hybrid role for the US market. You will own the complete deal cycle, tailor demonstrations to client pain, perform discovery, and build a strong pipeline with outbound and inbound activity.

You will collaborate with SDRs, marketing, and leadership, staying ahead with AI-enabled research and workflow automation. Hybrid or remote flexibility is offered.

Formación

• 2+ years in an outbound sales role in a fast-paced B2B SaaS environment.
• Strong discovery and tailored demos focused on customer pain.
• Sharp commercial instincts emphasizing fit and value.
• Excellent time management and pipeline discipline.
• Self-driven, curious, problem-solver mindset.
• Proficient with AI tools for research, prep, and workflow automation.

Responsabilidades

• Own the full deal cycle from outbound leads to close, including demos and qualification.
• Conduct tailored demonstrations showing value against each prospect's pain points.
• Perform discovery to uncover needs and nurture long-cycle prospects to purchase.
• Generate and cover pipeline as needed; assist inbound when required.
• Build a strong LinkedIn network and social selling presence.
• Maintain CRM hygiene in HubSpot for accurate forecasting and handovers.
• Collaborate with marketing, SDRs, and leadership to sharpen GTM motion.
• Surface trends, objections, and opportunities to leadership.

Conocimientos

Outbound sales

Discovery skills

Demo skills

Commercial instincts

Time management

AI tools proficiency

Herramientas

HubSpot CRM

LinkedIn

Descripción del empleo

Firmable is the market-leading B2B sales intelligence platform in Asia-Pacific. Our competitive moat is our data — the deepest, most localised company and people dataset in every market we operate in. We've proven the model in ANZ. Now we're scaling it across Southeast Asia and beyond.

Great data only wins when someone can show a prospect exactly why it matters. This role closes that loop.

The Role

Account Executive sits at the sharp end of Firmable's commercial engine. You will own the full deal cycle from qualified opportunity to closed customer — running tailored demos, navigating buying groups, and converting prospects into customers who stick.

This is not a sit and wait role. You'll think commercially about which deals to invest in, run your own discovery to understand what each prospect actually needs, and customise every demo to land on the specific pain in front of you. You'll work closely with SDRs on handover quality, marketing on what's converting, and leadership on where the market is moving.

Reporting to the Head of Sales (US)

~75% active selling — demos, discovery, deal progression. ~25% pipeline support, collaboration, and feedback into the GTM motion.

What You'll Own

• Deal cycle ownership — handling outbound-generated leads and SDR-booked meetings, qualifying fit, running demos, and closing new business
• Tailored demonstrations — conducting engaging, customised sales demos that show Firmable's value against each prospect's specific pain points, not a generic deck
• Prospect engagement — discovery that actually uncovers need; nurturing longer-cycle prospects with insight until they're ready to buy
• Outbound support — stepping into cold prospecting when needed to generate your own pipeline, and covering inbound on an as-needed basis
• Social selling — building a strong LinkedIn presence and network that compounds over time
• CRM hygiene — keeping HubSpot accurate and current so forecasting, handovers, and GTM decisions run on clean data
• Cross-functional collaboration — partnering with marketing on sequences and conversion, with SDRs on handover quality, and feeding competitor, customer, and product insight back to the teams that need it
• Commercial signal — surfacing trends, objections, and opportunities to leadership so we sharpen the GTM motion continuously

What We're Looking For

Must Haves

• 2+ years in an outbound sales role, ideally fast-paced B2B SaaS with a demonstrable track record of closing new business — you can point to deals you've won and explain how
• Strong discovery and demo skills — you tailor to the prospect, not recite the product
• Sharp commercial instincts — you think about deals in terms of fit and value, not just activity
• Strong time management and attention to detail across a full pipeline
• Self-driven, curious, and a natural problem solver — you don't need to be told what to try next
• You live and breathe AI tools. You use AI for prospect research, call prep, objection handling, proposal drafting, and workflow automation as your default way of working, not a productivity experiment. In 2026, this is how AEs move fast and you need to already be doing it.

Highly Valued

• Experience with sales prospecting and database tools — Firmable, ZoomInfo, Lusha, Apollo, or similar
• Prior experience selling into US B2B markets
• Startup or scale-up background where you've had to build the playbook, not inherit it

The Environment

Firmable runs lean and ships fast — small senior teams, no layers, minimal process. The GTM team operates at continuous pace, with hybrid or remote flexibility and the autonomy to work how you work best.

We are an AI-native organisation. That means AI isn't a tool we reach for — it's the default operating mode. AI-assisted research, automated workflows, agentic deal support. If you're not already working this way, this role isn't right for you.

Why This Role

• Sell the moat — Firmable's data is its primary competitive advantage, and you'll be the voice turning that advantage into revenue
• Greenfield territory — ANZ is live and growing fast; the addressable market is enormous and largely untapped
• Real career runway — top AEs at Firmable move into senior AE, team lead, or GTM strategy roles quickly; the ceiling is set by output, not tenure