Account Executive

📋 Description

• • Own the full sales cycle for mid-market to enterprise accounts across every industry vertical, from first touch to signed contract and successful hand-off to Customer Success.
• • Partner daily with an Inside Sales Representative to identify, qualify and convert high-value prospects into multi-year subscription and professional-services deals that consistently exceed your annual quota.
• • Work hand-in-glove with Marketing Demand Generation to prioritise inbound MQLs, craft personalised outreach sequences and ensure every lead is actioned within minutes—not hours—of arrival.
• • Orchestrate tailored demonstrations alongside Pre-Sales Engineers, translating technical capabilities into business outcomes that resonate with CIOs, CDOs and line-of-business executives alike.
• • Build and maintain a living, data-rich pipeline in Salesforce (MEDDPIC methodology) that shows clear next steps, close dates and probability scores for every opportunity between $25K and $1M+ ARR.
• • Balance your week between prospecting new logos, advancing late-stage negotiations and expanding existing accounts, ensuring at least 3x pipeline coverage at all times.
• • Prepare detailed account plans, mutual-close plans and ROI models for every strategic deal; present these to internal leadership for coaching and to customer executives for buy-in.
• • Champion a “land and expand” mindset: secure an initial subscription, then identify and upsell integration workflows, premium support and training services within the first 90 days post-signature.
• • Respond to every prospect email, call or LinkedIn message within one business hour, demonstrating the responsiveness that sets Jitterbit apart from slower incumbents.
• • Run weekly deal reviews with Sales Engineering, Legal and Finance to remove blockers, negotiate redlines and maintain forecast accuracy within 5 %.
• • Deliver crisp, compelling business cases that quantify cost savings, risk reduction and revenue acceleration for each stakeholder persona in the buying committee.
• • Leverage intent data, technographic insights and trigger events to time your outreach for maximum relevance and conversion.
• • Maintain spotless CRM hygiene—every contact, activity and field updated in real time—so leadership can inspect what they expect and Customer Success inherits a 360-degree customer profile.
• • Seek continuous feedback from your manager, peers and customers; complete quarterly MEDDPIC certification refreshers and share best practices across the global sales floor.
• • Celebrate wins loudly: ring the bell, post the deal in Slack, and document the tactics that others can replicate to drive collective success.
• • Travel up to 25 % for on-site discovery workshops, executive briefings and customer QBRs across Sydney, Melbourne, Brisbane and Adelaide.
• • Contribute to the evolution of our sales playbooks, objection-handling guides and competitive battlecards so the next rep ramps faster than you did.