Senior Account Executive (New&B2B)

Location: Remote, Australia; portfolio covering Australia and New Zealand

Company

Provides AI-powered SaaS solutions and services for higher education institutions, covering the student lifecycle, workforce analytics, fundraising, and alumni engagement.

What you will do

• Own and grow a portfolio of higher education accounts across Australia and New Zealand, balancing new-logo acquisition with expansion of existing relationships.
• Build and execute quarterly territory, account, and opportunity plans aligned with the go-to-market strategy.
• Lead complex, multi-stakeholder sales cycles from qualification and solution alignment through tendering, RFP response, negotiation, and contract close.
• Build executive-level relationships with Vice-Chancellors, CFOs, CIOs, Provosts, and other institutional stakeholders.
• Partner with Pre-Sales, Professional Services, Customer Success, Marketing, Sales Development, and alliance partners to develop proposals, progress opportunities, and transition closed deals to implementation.
• Maintain accurate CRM pipeline and forecast data, act on customer feedback, and track product, competitive, and higher education sector developments across ANZ.

Requirements

• 10+ years of enterprise software or SaaS sales experience, ideally including complex, multi-stakeholder public sector, government, or education deals.
• Demonstrated success carrying and exceeding an annual quota of $2M+ in software/SaaS revenue.
• Working knowledge of a structured sales methodology such as MEDDPICC, Challenger, or Value Selling, with disciplined pipeline and forecast management.
• Experience selling digital transformation, cloud/SaaS, or ERP-type solutions into complex institutional or enterprise buying environments.
• Proven ability to build and execute account and territory plans that generate new-logo wins and expansion revenue.
• Ability to present confidently and credibly to C-level executives and public-sector stakeholders.
• Ability to orchestrate internal Pre-Sales, Services, and Marketing resources and partner resources across a deal cycle.

Nice to have

• Higher education sector or vendor sales experience.

Culture & Benefits

• 20 days of annual leave plus public holidays.
• Competitive superannuation, life cover, and private medical and dental family cover.
• Thrive Flex contributions toward health, financial, or learning interests.
• Five charitable days, wellness resources, caregiver support, diversity and inclusion programs, and parental leave.
• Education assistance, professional development opportunities, LinkedIn Learning, and employee referral bonuses.