Enterprise Account Executive at AvePoint in Perth, Western Australia, Australia

Job description

• Grow strategic customers. Win new logos. Own the territory.
• At AvePoint, we help organisations modernise the way they govern, protect and manage their data.
• We are looking for an experienced Senior Enterprise Account Executive to own a high-value territory in Western Australia. Based in Perth, you will manage a key portfolio of existing enterprise customers while building and converting new-logo opportunities across the territory.
• You will be responsible for protecting and expanding recurring revenue, developing new enterprise relationships, leading multi-disciplinary account teams, and solving meaningful business challenges through AvePoint's Confidence Platform.
• This is a senior enterprise sales role with a balanced focus on customer growth and new-logo acquisition.
• You will build trusted executive relationships within existing customers, execute strategic account plans, and create new pipeline through disciplined territory development and value-based selling.
• You will lead a Virtual Account Team consisting of Solution Engineers, Customer Success Managers, Technical Account Managers, Delivery Consultants, Marketing and Partners to deliver customer outcomes, grow strategic accounts and win new enterprise customers.
• Trusted relationships with executive and senior business stakeholders across the territory.
• High customer retention, successful renewals and sustained account growth.
• Strong territory and account plans with clear growth strategies, target accounts and stakeholder coverage.
• Consistent expansion through cross-sell and upsell opportunities within existing customers.
• A healthy, self-generated pipeline of qualified new-logo opportunities.
• Accurate forecasting and disciplined opportunity management.
• Consistent achievement of quarterly and annual revenue and new-logo objectives.
• At AvePoint, you will have the opportunity to own a strategically important Western Australian territory, work with leading enterprise organisations and shape our continued growth in the market.
• You will be supported by a world-class team of Solution Engineers, Customer Success professionals, Technical Advisors, Marketers and Executives, with the tools and autonomy to build meaningful customer relationships and accelerate your career.

Responsibilities

• Own the commercial strategy and performance of a defined Western Australian enterprise territory.
• Manage, retain and grow a key portfolio of existing enterprise customers.
• Develop and execute territory and account plans covering customer growth, whitespace, target accounts and competitive strategy.
• Build and maintain relationships with executive, business and technical stakeholders.
• Lead the end-to-end renewal process and secure long-term customer retention.
• Drive expansion through discovery, business alignment and value-led conversations.
• Create new-logo pipeline through targeted prospecting, executive engagement, partner collaboration and account-based activity.
• Lead complex new-business sales cycles from initial engagement through negotiation and close.
• Coordinate and lead Virtual Account Teams to execute customer and prospect strategies.
• Facilitate Executive Business Reviews and strategic planning sessions with customers.
• Position solutions based on business outcomes, risk reduction, operational improvement and return on investment.
• Leverage channel and strategic partners to expand reach and accelerate opportunities across Western Australia.
• Manage complex procurement, commercial and negotiation processes.
• Maintain a high standard of forecast accuracy, pipeline quality and CRM hygiene.
• Consistently achieve or exceed quarterly and annual revenue, growth and new-logo objectives.

Requirements

• Required
• 7+ years' experience selling enterprise technology or SaaS solutions, including ownership of complex territories and strategic accounts.
• Demonstrated success growing existing enterprise customers and winning new-logo business.
• Experience engaging executive-level stakeholders including CIOs, CISOs, CTOs and senior business leaders.
• Strong territory planning, account planning, stakeholder mapping and opportunity management capabilities.
• Proven ability to build pipeline, lead complex sales cycles and consistently deliver against quota.
• Highly Desirable
• Experience within the Microsoft ecosystem.
• Experience selling SaaS, cloud, governance, security or data management solutions.
• Familiarity with value-selling and consultative sales methodologies.
• Experience working with channel and strategic partners.
• Experience managing enterprise customers with complex stakeholder environments.
• Established enterprise relationships or market knowledge in Western Australia.

Skills

Required

• Enterprise technology or SaaS sales
• Territory and account planning
• Stakeholder management
• Pipeline building
• Complex sales cycle management
• Forecasting and opportunity management
• CRM hygiene

Preferred

• Microsoft ecosystem experience
• Channel and strategic partner experience
• Complex stakeholder environments
• Western Australia market knowledge

Benefits

• Competitive salary and performance-based incentives.
• Career progression and global mobility opportunities.
• Hybrid working environment.
• Private health insurance.
• Mobile phone reimbursement.
• Generous paid time off and dedicated AvePoint leave days.
• Tuition reimbursement and professional development support.
• Employee referral program.
• Recognition and reward programs.
• A collaborative, high-performance culture focused on growth and learning.