Enterprise Account Executive

This is a fully remote position, open to applicants in Australia.

📋 Description

• Take ownership of all commercial activities for Patch within your territory, managing full-cycle enterprise transactions with the largest buyers in the region—from initial outreach and thorough discovery to multi-stakeholder negotiations, closing deals, and expanding existing accounts.

• Establish Patch as the most trusted partner in environmental markets throughout the region—beyond just a vendor—focusing especially on the Japanese market.

• Develop and maintain a qualified enterprise pipeline across APAC through disciplined prospecting, leveraging your own network, referrals, events, and strategic outreach—creating deal flow where it previously did not exist.

• Navigate multi-threaded transactions within large APAC enterprises and Japanese trading houses (sōgō shōsha), engaging with sustainability leadership, finance, procurement, trading desks, and legal departments—confidently maneuvering through complex, consensus-driven buying processes with cultural sensitivity.

• Conduct thorough discovery sessions to uncover not only expressed needs but also strategic pressures, organizational dynamics, and commitment gaps unique to each market.

• Act as a trusted advisor to accounts, providing market intelligence on voluntary and compliance carbon markets and corporate climate claims that extends beyond the standard product presentation.

• Collaborate closely with the APAC General Manager and teams in Supply, Climate, Marketing, Product, and Engineering to influence how Patch delivers services, approaches the market, and determines future regional developments.

• Represent Patch at key regional and Patch-hosted events, fostering relationships that grow over time and positioning Patch as a recognized leader in APAC environmental markets.

• Relay regional insights back to the company—shaping localization efforts, supply strategies, and product priorities for APAC.

• Operate within a modern, AI-driven sales environment utilizing tools such as Salesforce, Gong, Dust AI, Asana, and Slack, alongside a team focused on optimizing workflow efficiency.

⛳️ Requirements

• 5–10+ years of enterprise B2B sales experience in a quota-bearing closing role, with a proven history of consistently achieving 100%+ of quota targets.

• Experience managing complex, multi-stakeholder deals with large enterprises (1,000+ employees) in APAC—possessing the ability to navigate consensus-driven procurement processes, legal considerations, and engage with the C-suite simultaneously.

• Direct experience selling to Japanese trading houses (sōgō shōsha) and an understanding of their internal decision-making processes.

• Possess expertise in carbon markets—both voluntary and compliance—and corporate climate claims, enabling credible discussions with sustainability and trading leaders.

• A proven track record as a 0-to-1 builder and market creator—capable of generating your own deal flow from scratch, rather than relying on inbound leads or established brands.

• Strong networking and problem-solving abilities, demonstrating high agency in ambiguous situations and viewing new market openings as opportunities rather than challenges.

• Experience selling new or emerging categories and understanding what is required to instill confidence in buyers regarding products that are still being defined.

• Ability to gain trust in discussions with both sustainability leads and CFOs—having successfully done so in the past.

• A commitment to continuous learning of new tools, with a desire to enhance your technical skills in the field of AI.

🏝️ Benefits

• Actual compensation packages are determined by a diverse range of factors unique to each candidate, including but not limited to demonstrated skill set, years and depth of relevant experience, location, and other role-specific considerations. Full-time employees will also have the opportunity to receive equity and insurance benefits.