Enterprise Account Executive - Australia at iDeals in Sydney, Australia

Job description

• Application
• Get to know us
• Ideals is a global B2B SaaS product company recognized as the most highly rated and customer-centric brand 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): 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.

Responsibilities

• 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

Requirements

• 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)
• 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

Skills

Required

• Quota-carrying success in B2B sales
• Executive storytelling
• Challenge the status quo
• Complex contracting negotiations
• High learning agility
• Analytical thinking
• Commercial curiosity
• High AI fluency
• Advanced CRM tracking skills
• Advanced English (C1+ level)

Preferred

• Fluency in an additional language

Benefits

• 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