Account Executive (Key Accounts) - Sydney

OpenKrill; United States; Remote; USD 98,000 - 133,000; Full time

Benefits offered by this job

Remote-first flexibility

Home workplace budget

Co-working expense coverage

Individual IT budget

AI-powered tools

Job summary

As a quota-carrying seller, you will open a new growth channel for Ideals in Australia, owning the approach to the corporate market and driving revenue through new logos and expansion within existing accounts.

Qualifications

• 2–7 years of quota-carrying success in B2B sales.
• Proven track record managing lengthy or complex enterprise sales cycles.
• Significant experience selling directly to C-level executives in large enterprises.
• Experience with consultative sales methodologies (MEDDIC/MEDPIC, SPIN, Challenger).
• Strong business communication, executive storytelling, and complex contracting negotiations.
• High learning agility, analytical thinking, and commercial curiosity.
• Advanced English proficiency (C1+).

Responsibilities

• Build and manage a pipeline of new strategic enterprise accounts.
• Conduct solution-based engagements with client meetings, executive presentations, and product demonstrations.
• Maintain White Space analysis and upsell/cross-sell within existing customers.
• Develop business cases quantifying ROI and cost of inaction.
• Structure, negotiate, and close complex deals through procurement, security, and legal steps.
• Navigate enterprise politics with multi-threaded stakeholder relationships across verticals.
• Maintain CRM activity and accurate forecasting.
• Provide feedback to product, and collaborate with CS, Marketing, and Sales to maximize revenue.

Skills

Quota-carrying sales

C-level selling

Enterprise sales cycles

Consultative selling (MEDDIC/SPIN/Chal

Job description

GET TO KNOW US

Ideals is a global B2B SaaS product company recognized as the most highly rated and customer-centric brand https://www.g2.com/categories/virtual-data-room?tab=highest_rated in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high-stakes processes and make important decisions with less stress, higher quality, and shorter hours.

Ideals Virtual Data Room (VDR) https://www.idealsvdr.com/: Secure document sharing and collaboration for due diligence, fundraising, corporate reporting, licensing, clinical trials, and other complex transactions.

THE ROLE

To support Ideals' rapid growth in Australia, we are looking for our first Enterprise Account Executive to focus on our enterprise segment in Sydney.

You’ll join our two Key Accounts Sales teammates in Sydney. Unlike our M&A advisory-focused motions, you'll sell directly to enterprise companies across industries like energy, pharma, biotech, and telecommunications. As a quota-carrying strategic seller, you’ll grow revenue, acquiring new enterprise accounts and expanding existing ones. Expect 6- to 9-month sales cycles, deep discovery conversations, and consultative selling that often means displacing an incumbent vendor.

You’ll open a new growth channel for Ideals in Australia, with real ownership over how we approach the corporate market.

Compensation package: 50% base salary; 50% performance-based variable.

WHY IDEALS?

• Market-leading position: 18+ years in the VDR business, powering 10%+ of global M&A activity, with a 31% CAGR against competitors' 11%.
• Mature high-trust sales org: Great Place To Work® Certified https://www.greatplacetowork.com/certified-company/104576222 in the US and the UK. Ideals ranks in the top 20% of over 15,000 sales orgs on RepVue https://www.repvue.com/companies/iDeals, as rated by sales professionals. Expect strong Sales Enablement, RevOps, Marketing support, and a structured onboarding ramp.
• Real scale-up trajectory: Profitable and bootstrapped, with 5x revenue growth and unicorn status targeted in the next five years.

WHAT YOU WILL DO

• Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos)
• Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual)
• Maintain "White Space" analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base
• Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI
• Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes
• Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C-Suite executives and key stakeholders across various verticals
• Keep an accurate track record of personal sales activities in the CRM, including methodical mid- and long-term forecasting
• Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Commercial Sales to maximize revenue and customer satisfaction

WHAT YOU BRING

• 2–7 years of demonstrable quota-carrying success in B2B sales
• Proven track record of managing lengthy or complex enterprise sales cycles
• Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations
• Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger)
• Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations
• High learning agility, analytical thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries
• High AI fluency and advanced CRM tracking skills
• Advanced English (C1+ level)

NICE TO HAVE

• Fluency in an additional language
• Background in SaaS, financial technology, or information security sectors
• Familiarity with enterprise M&A use cases and corporate compliance workflows

OUR ASSESSMENT PROCESS

• Screening call with the Talent Acquisition Specialist (30 mins)
• Hiring Manager interview & Discovery Call Role-Play (60 mins)
• Executive Presentation Role-Play with the Hiring Manager (60 mins)
• Competency-based interview (CBI) (60 mins)

WHAT WE OFFER

We highly value our people, so we will empower you with all the resources and support to help you reach your full potential.

FOR YOUR BEST WORK

• Remote-first flexibility to shape your ideal workday
• Home workplace budget
• Co-working expense coverage
• Individual IT budget for extra equipment
• Top-tier tech and AI-powered tools

FOR YOUR GROWTH

• Access to Ideals Academy with numerous courses
• Investment in external learning and development activities
• Guidance in Personal Development Plan creation
• Professional literature and subscriptions coverage
• Support of your passion as a speaker or writer
• Internal talent mobility opportunities

FOR YOUR WELL-BEING

• Tailored Wellness Package for your physical and mental health
• Funding for sports competitions
• 20 business days of paid time off per year
• Paid health-related time off

EXTRA PERKS

• Budget for meetups with your local team
• Generous internal referral program

OUR CULTURE

Commitment, Excellence, Collaboration, Trust and Care are core values to the Ideals team. For us, these are the principles that every Idealer lives and breathes. We are on the lookout for like-minded individuals who share our values. By doing so, we create a team where talents feel at ease and work to the best of their abilities.

Discover more https://ideals.jobs/our-culture/.

Ideals is an equal opportunity employer

Ideals is made up of people from a wide variety of backgrounds and lifestyles. We embrace diversity and invite applications from people from all walks of life. We don’t discriminate against employees or applicants based on gender identity or expression, sexual orientation, race, religion, age, national origin, or citizenship.