Senior Account Executive, ANZ

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

📋 Description

• Take ownership of the complete sales cycle, from prospecting and generating a pipeline to negotiating contracts.

• Propel Panopto's expansion throughout Australia and New Zealand.

• Foster deep, productive relationships with targeted SLED and Enterprise accounts.

• Comprehend prospect objectives and identify friction points early in the process.

• Position Panopto's solutions to address learning challenges effectively.

• Reveal complex learning requirements across both functional and technical audiences.

• Develop persuasive business cases.

• Deliver tailored product demonstrations that connect Panopto's capabilities to user outcomes.

• Lead responses to multi-stakeholder tenders and RFPs.

• Guide prospects throughout the evaluation process.

• Negotiate terms and pricing for commercial contracts.

• Build and maintain a pipeline of over 50 target accounts in Salesforce.

• Ensure operational transparency and accuracy in forecasting.

• Review current ANZ accounts and active leads.

• Create outbound prospecting sequences aimed at over 50 key accounts.

• Submit responses to SLED/Enterprise RFPs.

• Achieve 100% of the annual sales quota by converting qualified pipeline into multi-year enterprise contracts.

• Develop a predictable, scalable sales playbook for ANZ that promotes ARR growth.

• Complete product onboarding and provide a practice demonstration to sales leadership.

• Engage priority SLED/Enterprise target accounts and create outreach sequences for new outbound leads.

• Maintain an accurate quarterly forecast in Salesforce.

⛳️ Requirements

• Demonstrated success in managing complex B2B SaaS or PaaS sales cycles lasting over 6 months within enterprise or education (SLED) sectors.

• Proven experience in building and maintaining a pipeline of 50+ accounts in Salesforce.

• Skilled in maintaining precise forecasting metrics.

• Ability to identify multifaceted use cases.

• Capacity to translate technical capabilities into clear value propositions.

• Proficient in conducting customized end-user demonstrations.

• Hands-on experience with government/educational tender responses.

• Familiarity with reviewing pricing models.

• Experience in negotiating terms for commercial contracts.

• Established relationships and a robust professional network within Higher Education institutions or SLED procurement agencies in Australia and New Zealand.

• Background in scaling revenue within private equity-backed or high-growth SaaS environments.

🏝️ Benefits

• Employees in this role have the opportunity to work remotely.

• A remote-first company culture.

• An Equal Opportunity Employer.

• Reasonable accommodations available for applicants with disabilities.

• Human oversight in all hiring decisions.

• Option for manual review for concerns regarding AI-assisted assessments.